Letters | Producers eSource Insurance Selling Tips & News

Let Your Clients Do the Bragging!

Top professionals in nearly every field of selling understand the value of a good client. Each client’s business not only adds to your personal bottom line, but it can lead to even more business through referrals. However, the best salespeople have learned how to get more business because of an existing client, even from a non-referred lead. How do they do this? By getting permission to use the client’s name. There are several ways of using a client’s name. You can simply name-drop to a … [Read more...]

Filed Under: Client Acquisition, Closing, Pick Right, Prospecting/Referrals, Selling Skills
Tagged With: Communication, Lead Generation, Letters, prospecting

6 Easy Ways to Get Boomer Prospects to Call You

» By Jeff Dobkin

Follow this simple six-step plan to get boomer prospects to call you and ultimately, to schedule the appointment. I turn 50 this year. I never thought I’d get this old, yet here I am. Everything is strangely the same as it was when I was younger, but now bank tellers call me “sir” and “mister.” I take a size 32 pants, but a 36 feels so good. And yeah, sometimes my back hurts, which matches the morning pain in my planar fascia. Heck, a couple of years ago I thought the planar … [Read more...]

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Filed Under: Client Acquisition, One on One, Prospecting/Referrals, Selling Skills
Tagged With: Appointments, Baby Boomers, Booklets, Calling, Direct Mail, Letters, Policies, Postcards, Response, Retirement Planning, Reviews

Prospecting Letters Still Open Doors

» By Kendra Lee

I am often asked about the effectiveness of letters as a prospecting strategy in today’s electronic world. You see email, cold calling and webinar tips, but rarely hear about letters. Direct mail has fallen off considerably. Anything suspected to be a sales approach gets tossed in the name of productivity savings. It’s harder than ever to ensure your letter reaches the intended recipient. Even when you pay the extra money to send it via Express Mail, it’s frequently an assistant who … [Read more...]

Filed Under: Client Acquisition, Marketing, Promotion/Advertising, Prospecting/Referrals
Tagged With: Communication, Direct Mail, Follow-up, Letters

Your No. 1 Client Is Someone Else’s No. 1 Prospect

» By Matt Neuman

Your No. 1 client is another advisor’s, another planner’s, another professional’s No. 1 prospect. The same holds true for you: your No. 1 prospect is, in turn, someone else’s No. 1 client. So the challenge now becomes: How do you keep top clients singing your praises while also adding more ideal clients to your practice? That is the big question, because if you don’t take care of your clients, someone else will. Step No. 1: Develop a compelling story to tell. People want to hear … [Read more...]