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Click here for Free Report on
How New Agents are Selling $200,000-$400,000 IRA Rollovers
Using our IRA Lists with our 3-Step Postcard System™"
“Seven Golden Nuggets You Can use to Increase Your Production
Starting Today"
Let me give you Seven "Golden
Nugget" strategies you can use starting tomorrow to increase
your production.
1. If someone does not become
your customer or client, ask them why. Here's a script
that has worked very well is:
"I understand.
Hopefully, I can help you and your family in the future in the
way I have been able to help so many other families. I
want to apologize to you. I obviously did not do something
right. I know if I had fully explained the many benefits
of our services and if I had fully answered your questions, you
would want to become a client. I'm just curious, what did
I not explain as well as I should have?" What do you have
questions about.
The key phrase is "I'm just
curious, what...I use this phrase all the time in my phone
conversation to find out the real story.
2. Another powerful variation of
the sales dialogue is:
"I want to apologize. I
obviously did not do something right, or you would have decided
to become a customer. So that I do not make that mistake
again, can you tell me what I did wrong? Can you help me?"
A very high percentage of
prospects will help you.
3. The average Insurance agent
today spends 11 hours per week selling in front of prospects.
And according to statistics very few Insurance agents spend more
than 20 hours per week directly selling in front of a prospect.
There are relatively few ironclad
take-it-to-the-bank Laws of Sales Success. Here is one of
the most powerful: Everything else being equal, the
Insurance agent who spends the most time directly in front of
(or on the phone with) prospects and clients make the most
sales. Period.
4. Have at least 20 responses to
every major objection. Super stars like Tom Gau (one of
the most successful financial planners in the U.S.) has over 30
written responses to any objection or stall they might
encounter. It is no accident they are so successful.
Here's the mindset of a million
dollar producer is:
Nothing is more important than
the time I spend directly interacting with prospects and
clients. This is truly a sacred time.
5. Some Insurance agents ask me
the question: "When is the best time to be looking for
leads?" The answer is twofold: Right now
and all the time.
No matter how successful you
are, don't put off lead generation for some later date.
By then it may be too late.
Waiting until you "need" leads is
like going shopping on an empty stomach. Everything in the
grocery store looks good to a hungry person.
When you get up to the checkout
counter you find a whole bunch of junk food you wouldn't
normally buy in your basket.
Million dollar producers seek
prospects all of the time - they even look for lead during the
sale itself.
6. For example when the sale has
been completed, you will hear good sales people ask the client
if she knows anyone else who could use their product or
services. Million dollar producers often ask, and
receive, those leads even before a sale has been consummated!
Here is an example of how Tom Gau one of the top marketing minds
in the country accomplishes this.
Tom makes millions of dollars
each year helping clients slash their taxes and increase their
investment returns. I have Tom's dynamite presentation in
our Ultimate Total Package System. Check it out by
at
http://www.Ultimatetotalpackage.com
In his very first meeting with a
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 and elatives 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 told other sales people
that his average client gives him five to six highly quality
referrals during the next few months. Even more remarkable is
that Tom Gau's powerful lead generation strategy costs him
virtually nothing.
He simple tells clients in
the very first meeting that he expect 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 $600 million.
7. I highly recommend those
members who subscribe to my prospect and client newsletter
called "Smart Money News and Facts You Should Know"
should do the following over the up coming holidays.
Print up 10-20 newsletters along
with a "Tell-a-Friend Certificate" along with a return envelope
with a 42 cent stamp attached and do the following:
Go down to your local baker and
have him make 10-20 loaves of Pumpkin bread all neatly wrapped
for you to hand deliver to some of your best clients.
Just drop the bread off at their
house along with the newsletter and let them know you're
thinking of them over the holidays and wanted to drop off a
little gift. In included in the gift is the newsletter and
"Tell-a-Friend Certificate."
This is concept has worked for a
number of our members. One member in 2007 increased his
annuity production by 217% and it all started when he delivered
the Pumpkin bread and newsletter to 10 of his clients.
Check out the website at :
http://www.ultimatetotalpackage.com
Here's an example of
the power of the simple newsletter to generate
annuity leads and Insurance leads.
Here’s some reason comments I’ve been hearing
from PMR Members who use our newsletter and “Tell-A-Friend
Certificate ” Insert.
......An easy $60,000+...
I've only sent two issues of your newsletter and already it's
brought me $60,700 worth of annuity business. I can't think of a
better way to stay connected with clients and generate new
clients.
I have been
using your newsletters to send to my clients and potential
clients. the other day a guy came in with a newsletter
that his brother had given to him. He is rolling over
$487,000. Thanks R. Smith, Forney, Texas
......I mail about 400 newsletters a month and receive about
6-10 referrals per month. In 18 months it's brought me in over
$700,000 in sales. This past May alone I sold a
$54,900 annuity, a $178,000 IRA Rollover, and a
$117,695 annuity. The newsletter allows us to stay in front
of our client's eyes until they are ready to do business with
us. Thank you, thank you, thank you!!!
......I can directly attribute the newsletter for generating
over $200,000.00 in sales over the last 14 months. Theses
sales had an average of 37.4% gross profit. We spent $6,750.00
in sending out the mailings to receive about $60,000.00
in gross profit. Just do the math and it comes to 888% return!!!
Everyone tells me how much they enjoy receiving and READING it.
Keep up the good work.
......AMAZING... I had an annuity
lead I was trying to close for 3 years – after they received
their first newsletter from me, they immediately called and I
sold them a $75,000 annuity! That was easy!
......This newsletter is a
building block to having a stable business. The newsletter keeps
my clients from wandering off! I receive 5-6 referrals a month.
In total volume, I'd say it's brought me over $540,000 worth of
business.
For more information on our
website and client newsletter go take a test drive over at
http://www.PmrSystem.com You can receive a 30 day free
trial.
Go forth and prosper,
Russ Jones
Creator
of the "3-Step Postcard System"
http://www.UltimateTotalPackage.com
http://www.3steppostcardsystem.com
http://www.PmrSystem.com
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