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10 Important Insurance leads-Annuity leads Marketing Tips
Each of the following Ten Insurance leads-Annuity leads Marketing Tips
is based on a highly effective - but often overlooked marketing tactic. How many
are you using? How many have you overlooked?
Tip 1: Insulate yourself against the impact of change by increasing the number
of Insurance products and services you offer ...and by using a variety of different
marketing methods. For instance, you can use a postcard mailing to Senior
Citizens from age 62 to 78 and income over $40,000. Every three weeks you would
drip on them with another postcard. Also, you could do a quarterly newsletter.
I like our “World Smallest Newsletter™” on a over sized postcard. Only a small
portion of your total business will be affected if the sales of one product or
marketing spoke on your marketing wheel declines or the response to one
marketing method drops.
Tip 2: Insurance Clients are prospects too. Stay in contact with them. Find or develop
other products or services you can offer them. It's easier to make a sale to a
previous customer than to someone who never bought from you. Here’s the ratio
of marketing you should use. Front end marketing should be 25%. That’s use
postcards, letters, flyers and emotional type ads to generate business. You
should be getting 25% of your business from “Critical Mass.” That’s by working
your clients to offer more services and products to on annual review. Another
50% should come from using a systematic process of getting your clients to have
their friends calling you. We go in depth on systems you can use to have a
bundle of referrals.
Tip 3: Avoid making any claim that sounds exaggerated ...even if it is true. A
bold claim creates doubt in your prospect's mind and jeopardizes the sale.
Reduce any bold claims to a more believable level. Use third party articles to
help make your claims hit home.
Tip 4: Express numerical claims as odd numbers with fractions or decimals. For
example, "Our clients save 17.7 percent" sounds more believable than "Our
clients save 20 percent" ...even if 20 percent is the accurate number.
Tip 5: Set up a Insurance leads-Annuity leads automatic mailing system that you can use weekly that will keep
you in a steady flow of leads. We have developed a brand new “Ultimate Postcard
System” that you can use that will do all your postcard mailings that will only
take about 15 minutes a week.
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 10 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. I highly recommend you start out 2005 with
mailing out at least 1,000 postcards per week using our “3-Step Postcard
Systems.™”
www.ultimateinsurancesystem.com/specialreport.htm
Tip 6: Develop a series of
4 or 5 different special Insurance leads-Annuity leads postcards. Use them one at a time on a quality lists.
I also like to use income levels over $50,000. Our test show that 80% of these
people have CD money. Continuously recycle through the same series of dripping
of postcards. This enables you to keep using special postcards to generate sales
without taking time to develop new ones.
Tip 7: If you're attracting many prospects who really don't have (or can't get)
the money to buy your product or service ...you need to change your market.
Target a market where prospects have an intense desire for the benefits produced
by your product or service - AND the money to buy it.
Tip 8: Set yourself apart from competitors by offering an exclusive benefit your
competitors cannot copy ...or one they're not willing to copy. One agent I know
has positioned himself in the following way. He specialists in showing people
how to have retirement money available from the 11 to the 20 year. People are
out living their money.
Tip 9: Advertising Insurance leads-Annuity leads copy produces the biggest response when each reader can
believe the message was written specifically for him or her. As you write any
sales message, visualize you're writing to one person instead of to a large
group of people. This will help you write in a less formal and more personal
style. Personalize envelopes with head addressed and a real live stamp.
Tip 10: Most insurance sales are not made on the first contact. Develop a method to
capture and save the names and contact information of prospects who don't buy
from you. Follow up periodically. A little gentle coaching will eventually
convert many of them into buyers. Develop a newsletter that you can send out on
a monthly basis. It can only be a postcard or a 8.5” X 11” letter.
Each of these 10 Insurance leads-Annuity leads marketing tips implements a simple but highly effective
marketing tactic. Take action now to apply those you overlooked. You'll be
surprised by how much business it produces for you. Check out our “Lazy Agents
Marketing System.”
BONUS: MILLION DOLLAR
INSURANCE MARKETING REFERRAL TECHNIQUE-Million dollar
sales agents seek process all the time-they even look for leads during the sales
prospects. I was just reading an excellent book on selling called “The Ultimate
Selling Power” by Donald Moine, PH.D and Ken Lloyd, PH. D 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!
Here is an example of how
one of the top sales and marketing minds in the U.S. accomplishes this.
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.
For more information on our
website and client newsletter go take a test drive over at
http://www.PmrSystem.com
This is my marketing gift to
you, This single one marketing strategy if used properly, will
double your annuity production for 2008.
I hope you have a fantastic
and profitable holiday season.
For additional marketing
information on sequential mailings go to
http://www.Ultimateinsurancesystem.com/specialreport.htm
Go forth and prosper,
Russ
J. Jones
P.S. Questions on marketing
call my personal line at 435-563-4749 and let's discuss your
current marketing campaign.
Creator
of the "3-Step Postcard System"
http://www.3steppostcardsystem.com
http://www.PmrSystem.com
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