I hope you having a great selling year and you have at least four spokes of market up and
running on your insurance marketing wagon wheel! Remember, you're the hub and each spoke running around
your wheel is a lead generating system. If you only have one or two spokes of marketing
you may be in big trouble if one breaks.
I appreciate the opportunity to share our marketing ideas with you...marketing ideas and systems based on our
agents most successful and best-kept marketing secrets.
You're about to be exposed to ideas and strategies that will challenge you and show
you step-by-step how to create explosive new growth in your business.
This Insurance Marketing newsletter has two primary objectives. To show you:
1.) How to make your phone constantly ring with interested new prospects who are interested in
talking with you, and...
2.) How to deliver extraordinary customer service that wins you referral after referral and helps
you develop a 90-plus percent referral-based practice...taking your business to a whole new level!
And to this day it still amazes me. The things our agents are able to do with some of the simplest,
easiest (yet rarely applied) strategies.
One simple example I'll share with you has an agent of ours getting over 40 interested new prospects
calling him on his cell phone every single month. And it costs him less than $2 a insurance lead! More on that in
a minute. But first...
What qualifies me to share these insurance marketing ideas with you?
It's the results we help agents produce in the real world. Nothing more...nothing less.
Am I the smartest, sharpest guy in the world? Am I the end- all, be-all? Do I have all the answers? No...on all three
counts.
But the examples I'll share with you in upcoming newsletters and companion reports are ideas and strategies that will
change your thinking, challenge your old habits and standards and...most importantly...help YOU make more
money!
Skeptical? I understand. When others blow their horn I'm probably the world's ultimate skeptic. That's why even
talking about what "I've done" makes me uncomfortable.
It's our agents who are doing it. They're the ones hitting the street day-in, day-out. And they're the
reason this approach is so effective and profitable. And I'm confident once you read what they've been doing you'll
quickly see how you can easily duplicate their success in your own Insurance marketing practice.
And finally...
Why should I anticipate each new insurance marketing newsletter?
Because I won't hold anything back. You'll get the real life situations, the actual strategies our agents have
perfected and a clear-cut path to increasing your production in less time.
I'm NOT going to give you bits and pieces. I AM going to give you good, quality "meaty" stuff that will have you
lying awake at night hungry and "chomping at the bit" to put these ideas to work...and bank profits!
That's my goal...to put money in your pocket.
Having said that, welcome to the real world of Insurance Marketing!
What would your life and your business be like if you spent nearly all your time working with people who were ready
and already pre qualified...rather than spending most of your
time trying to find them?
What if you never had to concern yourself with the national Do Not Call laws ever again, because your
marketing worked so well that all of the prospects you ever need, actually call you?
Or how about the idea of being so precise and effective with your marketing that you could reduce or eliminate all
unnecessary advertising expenses?
Sound too good to be true? It's not.
Click Here For Free Confidential Report and "Million $$$ Producer's Newsletter."
It's like a recipe...you've got to have all the right ingredients. You need all the pieces to the puzzle. And
here's your first critical building block to making that picture a living reality in your business and your life.
Just like over 3025 members of ours have...
Listen closely. I'm going to show you, in three simple words, how to get prospect after prospect after prospect
calling YOU.
If you don't do what I'm going to show you...your prospects will call your competitor...plain and simple.
The three words? Lean in closer. Pay really close attention. The three simple words are: MAKE IT EASY!
Make it easy for prospects to respond to you and your marketing.
I'll give you several fabulous examples in a minute...but first let's talk about WHY you need to "make it easy."
The fact is prospects are sick and tired of being cold-called, grilled with 20 qualifying questions and made to
jump through hoops. And the 54 million names on the national DNC list prove it.
Granted, eventually your prospects have to answer your qualifying questions for you to get to a closing situation.
But for them to willingly answer your questions, you have to lay the groundwork a little bit first. Why? Because...
Again, in the past you used to be able to push a little harder because you may have been the only agent in their house.
Now your prospects think they have access to the same information.
It's true, you and I know 30-50% of what they get on the Internet is out of date. In addition, you have competition from
the TV, banks and every stock broker. Nonetheless, this idea that they have access to the same information you do
changes the "rules of the game." So to get them to answer your
questions and jump through the necessary hoops is a little trickier and takes a little more finesse.
Too many agents just expect prospects to instantly trust them. In the past prospects used to have greater motivation
(again, because you had something they didn't). This added motivation caused prospects to give in to agents'
questioning. Then eventually, even though they didn't like the way the agent led them into it, they began working with
the agent anyway.
Well, in today's world the information "exclusive" is gone. Prospects thinking they have access to the same information
adds a new dynamic. Their motivation levels are lower and they simply won't take being pushed anymore. So if agents
want prospects to work with them, they have to extend themselves more and more to build higher levels of trust
with their prospects first.
Developing a relationship with a prospect is a lot like dating. Trust builds gradually. For example, if you were
dating you wouldn't ask your date if he or she wanted to get married the very first time you went out.
In today's financial world environment, with prospects who are unwilling to open up to you, your first question can no
longer be "Have you any CD’s maturing this month?" or "What interest rate are you receiving on your CD’s?"
These kinds of questions are much too presumptuous, sharp angled and tend to put people off.
You've got to establish trust and rapport before you can begin asking questions like that. You need to slow down
just a little bit and develop a friendly, easy-going dialog. But, even before that, you've got to reach your prospect
BEFORE your competitor...you've got to generate the lead. That's why our "3-Step Postcard System" works!
If the phone's not ringing, you're done before you ever start. Which brings me back to the original point - MAKE
IT EASY for prospects to respond to you.
PUT PROSPECTS AT EASE WHEN YOUR PROSPECTING FOR INSURANCE LEADS AND
In your insurance marketing, weave words into your message that take away your prospects' fears.
For example, when offering a "Free Financial Evaluation" don't stop there. Add in words like "You're under no
commitment of any kind," and "the service is completely free-of-charge."
Make the prospect feel comfortable, relaxed and at ease about responding. If you do, they won't hesitate to pick up
the phone and call you. If you don't do everything you can to make them feel comfortable, prospects won't respond.
They'll just keep browsing until they meet up with another agent who hooks them and makes them feel comfortable.
Many agents seem to think, "If they're not willing to call me at the office or come to my office or attend my seminar,
I really don't want to deal with them." Well, I'm going to let you in on a little something:
***THOSE DAYS ARE OVER!***
With the Internet, Response Hotlines and hundreds of other information sources...the days of that luxury (call me at
the office or come to my office, forget it) are done, over, kaput!
IT'S A "NEW SET OF RULES"
Insurance agents are rapidly finding that the "rules" have changed almost overnight. Agents are slowly realizing, to keep the
doors open, they have to extend themselves further and further to reach prospects.
You can't hoard the information anymore because everyone thinks they have access to it. So if you don't have a
recognized "exclusive" on the information anymore, what's the answer?
You need to become **THE INFORMATION SOURCE** again. Agents used to be "the information source,"
and when they wielded that perceived power they could dictate some of the rules. Well, I know I'm kind of pounding
my drum a little bit here, but the "rules" have changed!
To again become **THE INFORMATION SOURCE** and **MAKE IT EASY** for prospects to respond to
you, you need to make it easier for prospects to respond to you than any of your competitors!
How?
Well, that brings me to the "secret weapon" our agents have been using. They've had such incredible success with it
because our little secret "MAKES IT EASY" for prospects to respond. In fact, it's the ultimate way of
"MAKING IT EASY" for prospects to respond to you because it capitalizes on the fact that everyone has
access to a phone (unlike the Internet). And...
Here's the Best Advice You'll Ever Receive on the National
Compel insurance leads-annuity leads prospects to call YOU!
What's the one guaranteed way you will never violate the DNC laws? Easy...have prospects call you.
If a prospect calls you, whether they are on the DNC list or not, they've raised their hand and made an "inquiry."
This clear-cut fact gives you every legal right to call them back. It's that simple.
Here's a perfect example of how an agent of smashed through the "Do-Not-Call" laws and beats his competition to
the prospect 90-95% of the time...because they call him.
A Colorado agent, generates over hundred leads a month. And the cool thing is he converts more than one
third of them into warm inbound lead calls asking him questions and wanting his help...all while
remaining completely within the law.
How does he do it?
He advertises his annuity that pays a 10% bonus and a starting interest rate the first year on a postcard
mailing that incorporates technology with psychology. When an interested prospect calls the
800 number on his postcard, they hear a 40-45 second audio message about his tax deferred annuity
and the current bonus available.
At the end of the recording, agent leaves a short message
like this:
"Once you get the insurance leads or annuity leads, what do you say?"
“Because financial market conditions are changing rapidly I would need to update our current interest rate and bonus
nearly every day. Rather than record a new message daily, if you would like pricing
information, simply press 0 and I will be happy to get you current pricing information.”
This super-simple tactic compels over one third of his leads to transfer and speak to him directly. And if he's not
available to take the call the hotline enables his prospects to leave a voice mail anytime 24 hours a day and
then he returns their call at his convenience.
With over 100 leads a month, he's connecting with 30 or more warm, interested prospects every single month...and
completely eliminating any fear or concern of crossing the Fed's laws.
How about that for making the phone ring?
What's the "insurance marketing secret" behind his success?
It's a "RECORDED INFORMATION - 24 HOURS A DAY" Response Hotline.
This concept is so simple...yet so effective...that most agents are absolutely floored when they experience its
power.
You weave this "Recorded Information" strategy into virtually everything you're doing. You put it in your ads,
on your postcards, on fliers, on direct mail, sales cards...everything!
Prospects absolutely love this service because it is an easy, non-threatening way to get information from you.
Agents love it because when your prospects call, the hotline captures their name, address and phone number
automatically...whether they leave it or not!
HERE'S WHAT AGENTS ALWAYS ASK...
"OK, you've captured their name, address and phone number. And yes, it's completely DNC compliant. Now if you call
them back, won't they be upset and drill you about how you got their number?
"How do prospects respond to this approach?"
After reading that script, can you see how this soft-sell, service-oriented approach positions you to gently lead your
prospect and begin establishing trust and rapport? And once you have trust and rapport...you're 80%-90% of the way to
the transaction.
Now granted, to establish trust and rapport you have to have effective scripts, a well thought out follow-up plan
and the right response hotline system to make it happen.
I hope you found the ideas in this newsletter helpful. It's a
"New World"! And dealing with clients and prospects in today's lightning-paced, information-filled DNC environment
takes looking at the whole process through a "New World" pair of glasses.
The ideas of old are nearly extinct. It's time to look to the horizon and embrace the "New Rules". The good news is
those who do will have an opportunity to experience tremendous prosperity...those who don't will go the way of
the cold-calling dinosaur.
Keep your eye out for our next newsletter. We're going to show you the most powerful, persuasive and
downright lethal selling tool you can use to double your income this year.
It will absolutely blow you away with it's amazing impact! This very same tool we're going to give you to test
has one agent closing over 76.8% of all his annuity appointments...it's absolutely stunning and you won't want
to miss it. So keep on the lookout for your next chapter of "The Million $$$ Producer’s Newsletter".
Please call me at 435-563-4749 to discuss your current marketing campaign.
My best to you in your business-building efforts!
Yours for the good life and, higher response,
Russ Jones
Creditor of the "3-Step Postcard System"
