Insurance Marketing and Sales Techniques that will help you to double your
income in 2016…GUARANTEED!
leads Topics to be covered
Your current client list is
How to generate Insurance
New Postcard Mailing System
Sample postcards that
have sold millions
How a Multi-Million Dollar
Producer gets referrals
Stop pushing products
me give you 7 Insurance Marketing and Sales Techniques that will help you
to double your income in the next 90 days…GUARANTEED.
1. YOUR CURRENT
CLIENT LIST IS THE BEST-The very best list you have is from your current clients
who you have sold one or more financial products. The reason is these
people have already bought from you. They trust you enough to buy your
product and services.
I know from years of
experience that four things are guaranteed when it comes to our business.
- The leads from interested
parties are better than anything else.
- No matter how interested
someone is in our services they rarely call us. (It’s an amazing thing, most
people don’t- or, worse, won’t-see the forest for the trees when it comes to
things financial. Some people will devote more time going over their
supermarket receipts to make sure they haven’t been overcharged a few
dollars than they’ll spend keeping their life savings from becoming a
windfall for Uncle Sam.
- If you continually mail your
prospects and clients a postcard, letter, flyer or monthly newsletter you
will see your business grow quickly.
- If you do a follow up on
your postcards and letters via the phone you will see your appointments go
- Contact your current clients
who are at the retirement age and talk with them about their 401 (k) or IRA
I also developed a phone script on IRA Rollovers and annuity updates that will get most agents
an 60% appointment rate with affluent widows and baby boomers. I also, have a script that was
developed by a young man in California who has his college son dial a 100
numbers per day of people who have received his postcards. He asks
if they would be receptive to receiving a Free Report on how to receive tax
deferred income on their investment and if they would be interested in moving
their retirement into a tax free Roth. He then sends out a package that
contains the following:
A dynamite sales letter, annuity brochure from his
Insurance Company, one of our free reports, an illustration that shows the
difference between Bond, CD’s, Money Markets, and Annuities and finally a
testimonial sheet. He has an excellent follow up script he uses to secure
appointments. One week he had 21 people request his information and he
wrote over $270,000 in annuity premium. You can find this script and
letter on the second CD in the “Ultimate Insurance System.”
In addition, he pays his son $10.00 per hour plus a bonus and he works 2-3 hours
a day, four days a week. Let me tell you, if you can find a good marketing
assistant who can work from her home or your office and dial 400 phone numbers
of people who received your postcards or letters she or he will be worth her
weight in GOLD.
I go into great detail about marketing assistants in my
“197 Marketing Secrets and
I had a
marketing assistant for years who booked me an 8:30 AM and a
11:00AM appointment M-F. She had a wonderful phone voice
and she worked for years for me. I trained her on what tip
of prospect I was looking for to sell Insurance and annuities.
She mainly called off my "powe Niche Leads Of Widows."
WARNING: Stay away from those
appointment setting companies. I've found that 9 out of every 10 agents I talk
to about these companies lose thousands of dollars. So
you've been warned. Believe me I know from personal
Let me give you just one classified ad I used for recruiting an appointment
setter that had my phone ringing off the
Remember, I live in an area in Utah that has 25,000 college students.
Help Wanted Section
Part Time Marketing Assistant Wanted for Busy
Marketing Office. Must have good phone skills and self starter.
$8.00 hour plus bonuses based on your success. Work from home if required.
Call Russ at 435-563-4749.
(The above personal phone number is
current if you need to ask marketing questions.) Make note of it and when
you spend $1,000's of dollars on some mailing program or appointment setting
scheme and you feel discouraged give me a call. ( Fair enough!)
I had so many people call on this ad I thought I should set up a telemarketing
room for generating leads for agents. Then I realized I only need one good
marketing assistant and didn’t want to complicate my life.
A boiler room can get
ugly if you don't know what your doing.
2. HOW TO
GENERATE ANNUITY LEADS AND IRA ROLLOVER LEADS DAILY- I had
an agent recently call me and in our conversation ask me, “When is the best time
to be looking for leads?” I told him right now and all the time.
About 90% of all agents wait until their out of leads to start looking for the
next best lead program.
No matter if your company gives you leads or how
successful you are, don’t put off lead generation for a later day. By the
time you need leads again it may be too late.
Being a "Lead Junkie" I’ve been telling agents for years that you need
to be cultivating high quality annuity and IRA Rollover leads everyday of the week.
By developing a clear postcard or letter marketing campaign and follow up with
my award winning phone script, it will give you
large numbers of quality leads and will greatly contribute to making you more
If you wait until you need leads you will be too
hungry for them and maybe even a little desperate for the business.
You may not be as selective and discerning as you should be. You may very
well end up trying to do business with people that have very little money. Can
you imagine that!
Have you ever gone shopping to the grocery store when you’re hungry? When
you get to the checkout counter you will have a whole lot of junk food you
really don’t need. Compare this when you shop when you’re not hungry.
Don’t wait until you need leads to look for them. Get as many leads now
while you can, while your mind is clear. Don’t wait until you’re starving
for leads. Start using our “3-Step Postcard System™” along with dozens of other
marketing strategies you will find in our marketing system.
3. ANNUITY AND IRA ROLLOVER
MAILING TECHNIQUE- Many agents ask me how I have done my postcard mailing in the
past. I would mail out a 1,000 postcards per week and I mail it to a list
of people age 60-78 with incomes over $50,000. (My list broker did a
survey and found that 80% of the people between ages 55-78 and incomes over
$50,000 had CD’s. Warning: Make sure you’re using an honest list broker that
cleans their list monthly and will not stuff your counts with low income and
over age people. Yes, there are dishonest list brokers who will have you
spending your hard earned money chasing people with incomes under $15,000 and
over 90 years old.) I’ve been burned before by these people. I finally,
have an honest list broker I would recommend to anyone.
I specialize in helping our members secure lists of CD, IRA
Holders, baby boomers, Affluent Widow's, Wealthy Americans high
income professionals. Questions on lists give
me a call at 435-563-4749.
4. HOW TO USE ONE OF MY 20 POSTCARDS-You
will find in my new updated course the “Ultimate Insurance System” over
and 17 reports
that are ready for you to use. Just go to "Ultimate
Insurance System" for details.
Statistics from direct mail houses show that 40% of all Insurance
Agents only mail to a prospect one time. In addition, 25% will do it
twice. I suggest you contact your prospect continually. In other words, I
would mail a postcard every four to six weeks, and then do another one and on
the third sequence either do a one page 8.5”X11” newsletter with your picture on
it or have your marketing assistant do a follow up phone call.
Here’s a very simple approach.
5. HOW TO SPENT MORE TIME IN
FRONT OF PROSPECTS- Do you know what
the average weekly time an agent spends in front of prospects selling?
The average sales person is in front of prospects selling only 8 hours a week.
Now let me ask you a personal question. How many hours do you spend in front of
prospects weekly? You may have no idea or do not even keep track. A
while back I was at a Life Insurance Selling Conference in Illinois and one of the
speakers who made over $200,000 in commissions selling annuities last
month spends an average of 17 hours a week in front of prospects.
Do you realize if you want to make $200,000
this year in commissions and you work a normal 40 hours a week
for 50 weeks you would need to earn $100 a hour. So if
you're trying to make all of your own appointments where you
could hire a marketing assistant at $10.00 per hour your losing
$90.00 a hour of your 40 hour work week.
Here's another fact of life you should
remember this year. I haven't found an agent yet making
$200,000 a year by getting their sales by word-of-mouth or by
just having one spoke of marketing. You need to be doing
direct response marketing using postcards, flyers and letters to
a qualified list of CD, IRA and Affluent Americans.
If you're in the final expense
marketing you need to be having 3-4 interviews a day. I know
some agents who use my $500+ A Day Lead System average this
amount of appointments.
Let me just tell you that
if you’re not selling annuities and IRA Rollovers as part of your sales
and marketing system you are not living
up to your full potential. The top financial advisors in the country that make
over a million dollars in our business sell annuities.
6. MILLION DOLLAR REFERRAL
TECHNIQUE-Million dollar sales agents
are always seeking qualified referrals for leads during the sales prospects. A
while back I was reading an excellent book on
selling called “The Ultimate Selling Power” by Donald Moine, PHD and Ken Lloyd,
PHD talk about this concept.
Upon completion of the sale
a good salespeople will ask the customer if she knows anyone else who could use
their product or services. Sales superstars often ask for, and receive,
those leads even before a sale has been consummated!
I have a
number of members who use my monthly client newsletter along
with my "Tell-A-Friend" insert and they give it out on
every interview. They offer a $25 gift certificate to Red
Lobster or Olive Garden for 5 referrals. You would be surprised
how many people will give up their friends and neighbors
for a dinner out. Check out my newsletter and landing pages
an example of how one of the top sales and marketing minds in the U.S.
accomplishes a ton of referrals..
Tom Gau, MBA, CFP, CPA is
one of the most successful financial planners in the world today. Tom is
not just a millionaire, he makes millions of dollars each year in income by
helping his clients slash their taxes and increase their investment returns.
In his very first meeting with a new client (before anything has been sold), Tom
will say, “I am paid in two ways; One is a very small money
management fee, the other is that when I do an outstanding job for my clients,
they tell their friends about me. If I do a truly outstanding job for you,
is there any reason you would not want a few of your friends or relative to know
about the benefits I offer?”
What can a person say?
Because they want the best for their friends and relatives, they have to
recommend Tom Gau. Tom has said that the average client gives him five or
six high quality referrals over the course of a few months. Even more
remarkable is that Tom Gaus powerful lead generation strategy costs him
virtually nothing. He simply tells clients in the very first meeting that
he expects leads when he does a great job. Clients are happy to supply those
leads. It is not by accident that Tom Gau built his assets under
management to nearly $500+ million.
In another chapter in the
“Ultimate Selling Power” book I discovered another brilliant concept. We
should believe in the value YOU bring to the Table. I know you don’t have
skills to take care for a life-threatening illness. However, you can be
proud, excited and passionate about what you are offering? If you can find
the most appropriate and powerful product and services for young people or older
families, if you can help them diversify their holdings, reduce risk, enhance
returns, lower their taxes, avoid hidden fees, pay off mortgages early, fund the
kid’s college education, and retire early and rich over 25 years, you can turn a
$100,000 net worth into a $5 million net worth family.
Through all of these
solutions combined with second-to-die life insurance policies, Fixed Index
annuities, and Stretch IRA's, some of our agents and financial advisors have been
able to turn $1 Million net worth families into $20 million net worth families.
How can you not get excited and passionate about that? YOU can make a
If you can help families
and individuals accomplish their goals, you can accomplish miracles.
However, as great as these products, services, and solutions are, people
still have to be sold on them.
7. STOP PUSHING
PRODUCTS-You need to throw out the ugly suit of pushing products and start
building relationships with your prospects building a direct response monthly
relationship with your existing clients.
- Stop selling products,
interest rates, yield features.
- Find what your prospect
wants, needs and desires are. Find out what motivates them. Disturb
them with questions and give them the solution to their pain.
- Sell financial needs –
safety of principle.
- Can you answer why a
prospect should do business with you, above any other options, including
doing nothing, or whatever I’m doing NOW?
- You need to be a builder of
Relationship with your clients and prospects. This is why we do a monthly
"prospect and client newsletter" every month for our members.
You need to build a USP for
yourself. What makes you different from all other financial advisors in
your area. For instance do you do any of the following:
- I help clients create wealth
and protect their principal and assets from greedy attorneys and the IRS.
- I save people thousands in
taxes and other financial expenses that they overpay.
- We get money for business
owners using little known secrets that your banker doesn’t want you to know
- I give people a Money
Personality Profile that shows them why there are almost always blowing
thousands of dollars a year.
- I show people how to save
thousands of dollars in taxes and beat this new tax laws…totally legally!
- I show people with net worth
over 2 Million how to completely protect themselves from losing their assets
Thing of your business as a wagon wheel with spokes and the hub is the base.
If you only have two spokes and one breaks your in trouble. However if you
have at least 8 spokes and one breaks it won’t be a problem. That’s what
you want your Insurance marketing business to have. You need to have systems in
place for building referrals, current clients, center of influences, postcards,
telemarketing, newspaper ads, etc.
Check out the latest postcard I wrote for an
Dentist Campaign Users
Although written for dentists, this ad can be used for physicians,
chiropractors, podiatrists, etc. Any high income professionals this will
work wonderfully! You will only have to change the language
to target your specific audience. This should be mailed directly to your
target market. Because there are few of these people, it would be a waste
of your money to run it in a local newspaper. We can get you high income
professionals in your region. Just call us at 435-563-4749.
I hope you enjoyed this newsletter and
you will apply some of the principals discussed. If you need marketing
help or just want to talk about your current marketing campaign give me a call
at 1-435-563-4749. If you haven’t ordered my "197 Marketing Strategies and
Ultimate Insurance System" and would like to read
additional marketing and sales techniques just go to the following website: