Ever since we introduced the Insurance Pro Shop in November of 1999, we’ve been helping agents, all across the country, to recognize that prospecting doesn’t have to be hard, frustrating or expensive, if you’ll take the time to learn the ‘Insider Secrets’ to properly and effectively marketing your services in your local community. With a few minor changes and applying some simple techniques… “You can be in front of more of your ‘IDEAL’ life insurance or annuity prospects in one month than most agents will see in an entire year.”
Some agents have quickly grasped our message, immediately applied the techniques we recommended. In a matter of only a month or so they’ve been able to double and triple their commissions and/or fees to $15,000 – $30,000 or more per month. For other agents, it’s taken six months, to a year, to double and triple their monthly income. And, unfortunately, there are some agents who are still struggling, because they are afraid to make any changes. So, they continue to do what’s easiest and most comfortable for them right now.
The simple truth is that within the next two to six months, each and every one of you can double or triple your income if you’ll recognize that this, or any business you’re involved in, is about your ability to consistently attract your ‘Ideal’ prospects to you. Your success in business is ultimately determined by your ability and willingness to market yourself and your services to your ‘Ideal’ prospects.
Let’s Get Down To The Critical Issues…
If you want to succeed big time in this business, it’s actually incredibly easy if you’ll first determine WHO ARE YOUR IDEAL PROSPECTS… then follow three critical steps… avoid two common mistakes… and learn one simple truth!
So, Who Are Your ‘Ideal Prospects?’
In simple terms, your ‘Ideal Prospects’ are the people you have the best chance of setting an appointment with and selling. You must know EXACTLY who your ideal prospects are. You need to know more than just the demographics. (age, income level, etc.) You need to know WHY they’re struggling, what they most want in the world, what their values are, etc.
You need to be able to connect with them on a deep emotional level and that means knowing what’s important to them and what keeps them up at night.
Now Follow Three Critical Steps…
The ‘Right Message’… to the ‘Right People’… at the ‘Right Time’!
Step One… The ‘Right Message’ is really about you deciding, what specific problem you are going to specialize in solving for people, to attract them to you. If your prospect doesn’t see they have a problem and understand how you can help them, is there any reason for them to take their precious time to meet with you, let alone buy from you? (And, it’s NOT about your hot new products, having the lowest premiums, highest investment returns, a slick new sales idea, the companies you represent, or your credentials!)
Step Two… To The ‘Right People’ is about sending your special message to your ‘Ideal Prospects’. These are the people who need and will benefit the most from your services; can be seen on a favorable basis, and have the ability to pay for your services?
Step Three… At The ‘Right Time’ is making sure your ‘Ideal Prospects’ see your message when they are ready and able to take action. “People buy when they are ready to buy, not when you are ready to sell.” So, if you want to sell them you must be constantly in touch with your best prospects, so you are there when they are ready to buy.
Avoid These Two Common Mistakes…
First, most agents want to believe that marketing is something you can do every once in a while when you decide you need more prospects. They believe it’s like a water faucet that you can just turn on whenever you need water. Consider, the only reason you can get water immediately from your faucet, is all the behind the scenes hard work the water department does ‘every day’ to keep the water running fresh and clear. Your marketing, attracting the right prospects to you, requires the same daily attention, if you want to keep a steady flow of the ‘IDEAL’ prospects.
Second, contrary to what most agents are being taught today, effective prospecting is NOT a numbers game. The ‘old fashioned’ shotgun prospecting approach most agents learn is that if you contact enough people, (buy enough leads, cold call enough people, run enough Ads, or send out enough sales letters) you’ll eventually find enough prospects, to set enough appointments, to close enough sales, to make the income you want. This ‘Numbers Game’ approach to prospecting can work to some extent if you work with large numbers of people, and you do it consistently. However, it is very time consuming and expensive. And, even when you do work with large numbers, and do it consistently, the results can be very sporadic. You never know who will read your Ad or sales letter and then respond. The main problem is that you are generally following-up the responses to try to set appointments with people who have never heard of you before.
Learn One Simple Truth…
People always prefer to work with someone they already know and can trust. The more good things people hear about you and the work that you do, the easier it’s going to be to get them to respond to your offers, set appointments, and buy from you.
So, What Does All This Mean…
What it all means, is that if you want to be in front of more of your ‘IDEAL PROSPECTS’ in one month than most agents will see in an entire year, then you must have a ‘complete’ marketing plan that you work on every day!
The more time you spend on developing a well-rounded marketing plan, tailored to your unique situation, the easier and more profitable your financial services career will become!
Jeremy has 23+ years of experience in the financial services industry as an Regional General Agent, Recruiter, Author, Speaker, Trainer, Consultant, Coach and Mentor.Jeremy’s unique perspectives and back to basics approach, on how to truly help clients, have enabled scores of agents and advisors to reach the top levels of their profession.
Latest posts by Jeremy Nason, RFC (see all)
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- How to Be in Front of Your Ideal Life & Annuity Prospects - May 14, 2018