After  working with over 200 agents personally in my Insurance Marketing Agency in California.  And now having over several thousand members in our marketing system.  I’ve realized the difference between top producers and most other agents.  And it really comes down  to TWO things:

FIRST, top producers simply make things happen.  They take action. Lots of action.  They don’t “stare at the water” waiting for something to happen.  They don’t try ONE idea or system, see how it did, then decide to try another idea a few days later. They don't give up on the first ad or direct mail letter that doesn't pull. They keep trying until they find the winning marketing strategies.  And they don’t wait for everything to be just right before jumping into the water.

Top Producer Are Action-Oriented People

I’ve found that top producers go all out.  They go beyond their fears, they break through their trepidation, and simply take constructive action.. Here’s what I mean…

I Would Mortgage My Dad’s Wheel Chair To Pay for Leads.

Many of you know that when I was full time in the business that I was a lead junkie.  I always had at least 50 leads in my shoe box on my front seat.  Yes, some of these leads had frayed ends and I’d stopped by their house several times.  I would also spend about $700 per week on marketing.  This gave me about 20 to 30 leads per week and they would all contact me.  Out of those leads I would give 15 presentations per week and make at least 3 to 4 sales a week.

My ROI would be for every $1.00 spend on marketing...would net me a return of $7.00.  I could predict with my lead generating system exactly what my return would be.

The other day I had a phone call from one of our members in the East.  He received our new “3-Step Multi-Million $$$ System” and was giving me an update.  Now, let me be frank with you…I have agents who call me and say they mailed out a 1,000 postcards and didn’t have the results they wanted.

But, this was different.  His phone message was the results of taking MASSIVE ACTION.

He said, “I’ve implemented many key things with the system. I took your advise and secured a mailing list using your list broker.  I’ve been mailing out 2,000 to 2,500 postcards per week and I’m into my third dripping campaign with this lists.  I’m shock to see that you were right that my returns are increasing.  You’re right “Frequency does build trust.”

My 800 hotline is now generating a ton of leads.  My small list of CD and IRA holders are really HOT!!  I’m even getting a few appointments with the people who have over 1.2 Million in assets.  Your concept of using your monthly client newsletter is adding 2 new people a day to my personal network database is brilliant.  I’ll be at Critical Mass within my first 12 months of starting with your system.  I’m also following your marketing concept of having at least 5 marketing spokes on my marketing wheel running at one time.  I know you always harping on having a number of marketing systems that are generating a steady flow of leads.

Russ, you’re a marketing genius!

This agent should at least double his income this year.  Hey, this isn’t rocket science.  He is focus on the positive and he’s taking

MARKETING ACTION

Remember, “You  can’t cross the sea merely by staring at the water.”  I know this sounds incredibly simple, but few people really go all-out.

For some unknown reason or another, most agents are afraid to take action.  In fact, I’ve found over the last 34 years in marketing that some are actually afraid of success, or they believe they don’t truly deserve success.  Or if they become successful, they won’t have anything left to groan or complain about in life.

You will NEVER Become Successful Without Taking Massive Action.  Yet, it’s a Statistical Certainty That The Majority Of Your Actions Will Produce Results LESS Than You Desired. Most of Your Actions – The Vast Majority – Will Be Complete Failures.  And the Single Element That Will Determine Your Ultimate Success Or Failure In Life is HOW WILLING ARE YOU TO KEEP ACTION…LEARNING FROM YOUR FAILURES AND KEEP TRYING.  This Is The Single Greatest Element Of Success In Any Endeavor.

If you want to become a success in our business you need to:

Increase You Failure Rate

You need to stop personally judging yourself when your actions fail your expectations.  Separate yourself from consequences of poor results, and keep going.  The more action you take, statistically speaking, the more success you will achieve.

Now, the SECOND strategy I’ve seen consistent among most top producers is they PRIORITIZE their action based on what will give them the greatest pay-off for their time and effort.

Here’s a very important point for you to remember when it comes to being a top producer.

Top Producers Make The RIGHT Things Happen!

Think about it.  You could spend your entire day  working in the field selling Insurance, or you can stay in your office doing a $8.00 an hour working on paper work.  In other words, you can work on your business or in it. For example you could have a $8.00 an hour telemarketer using one of my award winning phone presentations calling CD holders, IRA holders or affluent widows working 2 hours a day booking you two appointments everyday or you could do it yourself.  If you think your worth $100-$200 hour you would be best served running appointments instead of trying to set them yourself..

Here’s a Marketing Strategy you can use.  When I was first starting in the business in 1974 I would be at the office by 8:00AM.  My manager whose name was Irvin Barr and was 79 years old told me that I shouldn’t be in the office in the morning.  He told me I need to have a 8:30 AM appointment and one at 11:00 AM everyday.   Can you believe that! 

You do your appointments in the morning and work in the office after the appointments.  You really have to have your act together in order to have two appointments in the morning.

I understand that most agents can never do this.  Most of them would be lucky to have two appointments a day.

YOU Decide How Much Money You Make For The Time You Work…By How You PRIORITIZE Your Actions Each Day.

Again, the second secret of Top Producers.  They take the RIGHT action.

Ask yourself, “what am I going to do today that will absolutely maximize the amount of money I’ll make for every hour in the day?” 

Here’s some activities that will pay off with MASSIVE INCOME POTENTIAL.

·        Your highest priority is working face to face with clients and closing deals.

·        The second priority should be MARKETING SYSTEMS that will automatically generate more clients, more referrals, more repeat business, and more word of mouth. 

·        Buy an up to date list of CD Holders, IRA Holders and affluent widows and drip on them with postcards, direct mail letters and monthly client newsletters. This would be a real GOLDMINE for you in 2008. Check out our order form.

·        Use our “Ultimate Postcard Mailing System” to mail out a minimum of 1,000 postcards per week. Make some money and increase it to 2,000 per week within 30 days.  Total time to mail these out is 20 minutes per week. If you have your own list you can upload it into the mailing system and save on the list charges.  You can mail out your Black and White Postcards with prospects name in the headlines and body for $316 per thousand.  That includes addressing, printing and postage.  I've yet to find a better price on the Internet who can match that wholesale price.

·        Here's another marketing niche you can start this year...Get a list of all the doctors and dentist in your area and mail them once a month.  Total time about an hour a month.  We have a Dentist and Physicians postcard that has been profitable for some agents who understand this market.

·        Get a list of people within a 50 mile radius of your office who have assets over 1.2 Million. Drip on them monthly with a postcard and monthly client newsletter.   I had an agent tell me that after mailing a small list of 300 names he  had one man buy a $200,000 annuity and then called him back and bought another $100,000 annuity with his wives CD.  However, it took 11 postcard mailings before he responded. Using the dripping method does work!  The question is...will you work the system.

The bottom line is... most productive Multi-Million Dollar Producer's spend the majority of their time on “business generating activities?”  This means they focus on marketing, closing big deals, and making sure the new-client, referral, repeat business, and word of mouth wheels are turning.

Is all this clear to you?  I hope so.  Because what I just told you is essential key to your success, and could very well change your life.