Tuesday, July 25, 2006
How To Write Insurance Leads-Annuity Leads Headlines That Can Increase Your Response By 1800%
How To Write Insurance Leads-Annuity Leads Headlines That Can Increase Your Response By Up To 1800%.
I’d like to extend a warm welcome to you today. I’m going to teach you a valuable skill that you can use almost every business day of your life to help increase your income. In this issue I’m going to show you:
How to write Insurance leads-Annuity Leads headlines so compelling that senior prospects will flood you with
inquiries that you can turn into cold hard cash!
You may ask, why do I need to know how to write Award-Winning Insurance leads-Annuity leads Headlines? Because, as an insurance agent you need to know everything possible about creating cash-generating powerful headlines that will make your prospects drive 10 miles to drop your lead into the mailbox or run to the nearest phone to call your 800 number and inquire about your valuable information.
FACTS YOU SHOULD KNOW:
More than 90% of all Insurance leads and Annuity leads ads and letters today don’t have headlines.
Ninety percent of the success or failure of any offer, whether in a space ad or sales letter, relies on the headline. Without a headline, your ads are doomed for failure almost every time. Marketing tests have shown that sales letters create more response with headlines.
Teaser copy on an envelope and the title of a book are as important as the headlines in a sales letter or ad.
My good friend and top copy writer, Brian Violes, has tested countless headlines and has found they can increase your response by as much as 1800% if they make powerful promises and/or benefits to your market.
Headline writing is the best place to start. I’ll show you how to ignite your sales by creating headlines with amazing power!
Here is what three, trail-blazing advertising legends say about the power of using headlines:
"On the average, five times as many people read the headlines as read the body copy. It follows that, unless your headline sells your product, you have wasted 90 percent of your money."
David Oglivy
"The sole purpose of a headline is to offer the reader a reward for reading the body copy. The wrong headline, or no headline, can result in the failure of the ad to accomplish its primary goal; to lead the reader into the body of the ad."
Jay Abraham
"Advice to copy writer: When you are assigned to write an ad, write a lot of headlines first. Spend hours writing headlines – or days if necessary. If you happen to think of a headline while walking down the street or while riding the bus, take out a pencil and paper and write it down."
John Caples
All three of these men are advertising legends. They have made millions for their clients and themselves by writing magical, cash-generating, powerful headlines!
The average ad writer will usually write dozens of headlines before finding just the right one. Brian Violes once said:
"If You’re Serious About Writing Insurance Leads-Annuity Leads Ads and Postcards That Sell, You Need To Spend The Time It Takes To Write At Least 100 Headlines Every Time You Sit Down To Write An Ad!"
100…really? YES…at least! Brian tells me that he has more than 25 megabytes of headlines on his hard drive!
Trust me, it takes more than a few minutes to come up with selling headlines. You’ve got to commit yourself to sit down and write at least 100 headlines.
What does a headline do?
An effective headline is important for many reasons.
It attracts attention. Your headline must practically reach out to your prospects, grab them by the throat and say, "HEY! I’M TALKIN’ TO YOU!"
You want to attract only your target prospect!
Communicate the strongest benefits you offer your target market. This will answer the important question we all talk about, "What’s In It For Me?"
Sets the tone for the offer. Sometimes you may want to place your offer directly in your headline.
A headline acts like a marquee, a rook-like projection over the entrance of a movie theater.
Selects the right audience.
Perhaps most importantly, your headline is the "ad for your ad."
If your headline fails to stop your prospect dead in their tracks, the whole ad becomes worthless to you. Get the point?
Formula for writing good headlines:
Write as many as 25 headlines, put them away for a day, then select the best one.
Use quotation marks because they are more believable.
The combination of a good headline and a good picture is irresistible.
The best headlines offer something.
Try to include the prospect’s self interest into every headline.
Tell a story.
Address the headline to a specific person or group.
Put a date in your headline.
Use reverse type sparingly because it is hard to read.
The headline should answer the question: "What’s In It For Me?
How to start writing award winning Insurance leads- annuity leads headlines for your letters, postcards and advertising.
First, you must identify all the benefits and features of the product – from the prospects point of view.
The benefits are the really hot issues…
Benefits are what provide the answer to the "so what" attitude.
Try to use strong action verbs. For example: "Discover How To Slash
Your Property Taxes and Mortgage Interest by 65%." The word
"slash" is a very strong action verb. When seniors read or hear that
word they immediately think about saving money.
An example of "feature" would be that a product weighs more than
12 lbs. and has over 400 pages in it.
You will find that you need both benefits and features in your
headline and your copy. Place emphasis on benefits.
Remember, seniors respond most of the time to their emotions.
There are hundreds of benefits that work, but most of them fall into
one of two categories. The two most powerful benefits that motivate prospects in our culture are love and money.
By writing benefits into your headline, you will automatically stimulate emotions. Then a person will justify his or her decision by using logic. Isn’t that interesting? I’ve just given you some powerful information that you can use to increase response when writing your own headlines.
Here are some sample headlines I’ve created for you. Try to imagine a senior citizen receiving a letter or postcard containing these headlines.
A Powerful Strategy You Can Use To Turn Your CD Money Into A Triple Compounding Account!
How To Quickly And Easily Get Triple Compounding On Your CDs!
Free Report Reveals 13 Powerful Ways To Beat The Banker With Your Money!
WARNING TO SENIORS
You May Be a Victim of Bankers’ Greed!
Do You Have A Maturing CD?
How About A 12-14% Safe And Secure Investment Paid Monthly?
How About An Alternative Product That Pays 12 – 14% Monthly?
I enjoy expounding on writing headlines that can triple your response on any ad, direct-mail letter or postcard. Let me give you a secret that could fill your mailbox with leads. Some of the headlines you just read would make most seniors run to the nearest phone or mailbox to discover the secret of what you offer.
Ogilvy said, "On the average, five times as many people read the headlines as read the body copy."
A strong headline that compels the reader to read the entire ad should do the trick, right? Assuming you’ve properly targeted your ad so that seniors who read it want your product, getting additional seniors to read the ad should certainly dramatically increase sales, don’t you think?
You don’t have to guess at this one! The research has already been done for you. Direct marketers have already proven that you can increase response to an ad anywhere from 10 to 20 percent and up to 18 times (1800%), simply by using a stronger headline.
Are you starting to see the importance of headlines?
Without a headline, you’ve got no way to force people to read the ad. If they don’t read the ad they can’t respond to it.
Here’s the secret. Since a headline is an "ad for the ad", a good one is like a powerful magic force that calls out to your prospects and compels them to read on.
How do you brainstorm a winning headline?
Here’s a great technique. Using 3 X 5 cards, start an "idea file." Start looking in magazines, newspapers and direct mail letter and jot down the headlines that catch your interest.
Find ads that are selling to a similar market as yours – then write the headlines. This will get you in the mood for writing winning ads. Just take the benefit in the ad they’re selling in their headline and add your benefit. Try it – maybe that’ll be your winning headline.
For example, a few years ago, Iwas watching one of my son’s soccer games and during half time I was reading Success Unlimited magazine. I came across an article about a couple who had sold thousands of birdhouses. They had a picture of themselves and in the background there was a small flier hanging on their wall that said, "Now There’s Nothing In The Way Of You Being A Bird Watcher."
The moment I read that ad, I started thinking of how I could use it for my marketing program. I like the words, "Now There’s Nothing In The Way of You…"
Here’s a sample of headline I thought about using:
Now There’s Nothing in the Way of You Getting Triple Compounding on Your CDs!
Now There’s Nothing in the Way of You Protecting Your CDs, Social Security,
Pension and Assets from the Medicaid Gang!
The point I’m making is, you need to look everywhere for sample
headlines that you can use in all of your advertising. You need to
continue looking for headlines that you can collect and incorporate
into your "idea file."
Let me give you one of the most powerful headlines you can use
that will almost guarantee doubling or tripling your response.
Use a Personalized Headline.
This type of headline makes it personal. For example, I recently
received a letter in a brown #10 envelope with my name typed on
the envelope. When I opened it the large bold headline said:
Russ Jones Receives $15,000 From The Social Security Department
It really caught my attention. In fact, I ordered the newsletter. Additionally, if you had mail merge capabilities on your computer (and you should) this would be a powerful headline:
Thomas Scott Receives the Highest Rate of Interest on His CDs
The "Thomas Scott" portion of the headline is the personalization. This type of headline can be incredibly profitable. For some reason, it motivates prospects who wouldn’t be motivated any other way.
It’s not that they believe you actually sat down and typed an entire letter for them – It’s just something about seeing their name that people like.
If you take the time to set up your computer with a word processing
program like Microsoft Word, you could be shooting out personalized
letters and postcards. If you buy mailing lists, buy them on disk so you
can mail merge into your computer.
I’ll guarantee that if you personalize your letters and direct-mail letters
they will pull just like free hotcakes on a cold morning!
Powerful Headline Words That Are Proven Effective.
The most effective words you can use to begin your headlines are the words, "How To." Think about how many times you see a headline that starts with "How To?" With the "How To," you immediately involve your reader in something they have an interest in (provided you have done your research and targeted your market.)
Here are some time tested, effective headline words:
Announcing, How Would, Amazing, Yes, Secrets Of, Advice To, The Truth About,
Little Known Secrets, Facts, Discover, Amazing, Love ,New , Breakthrough
And finally, the most powerful headline words: FREE and YOU!
Let’s see if I can write a headline that uses some of these words.
"Top Marketing Expert Reveals the Little-Known Secrets to Success in Marketing Your Insurance Products to Seniors – Amazing Facts and Brainstorming Discoveries You Can’t Live Without!"
Two other words that are my favorite are Quick and Easy!
FREE REPORT! Reveals Seven Quick and Easy Ways for Seniors To Retire in Comfort.
Stay away from headlines that merely create curiosity. You must design your headlines to stir emotion within your prospects…it must strike a chord. It must get your prospect excited, scared, or remind them of deep frustration…a frustration that you can ease. That’s why, whenever possible, you must use power words.
Remember, you want your headlines to be passionate and create intrigue. You must address a senior’s biggest frustrations and worries. Those are: money, security, financial freedom, health, love of family and peace of mind (not in that particular order).
SAMPLE POSTCARD
I had one agent tell me that this postcard last year made him an extra $25,000 in commissions. My marketing course has over 25 postcards and 17 reports you can use.
FREE SPECIAL REPORT
“Shocking Truth Revealed In Free Report About Practically Unheard Of Tax Strategies…Local Resident Saves Over $3,000 With Just One Of These Little-Known Inside Secrets!”
Your Town, ST. A local couple is still amazed at how one little tip that this free workshop revealed to them…saved them over $3,000 in taxes that they were needlessly overpaying!
And this couple is not alone…more and more residents are catching wind of this hot new report, and are also saving themselves thousands of dollars! How? This is the only report that finally uncovers the truth about how to legally keep the long arm of Uncle Sam from digging into your pockets!
Here are just a few things you will learn:
· How to avoid the seven biggest mistakes seniors make with their savings and investments.
· How to avoid outliving your income.
· How to get triple compounding on your CD’s.
· How to protect your assets from Medicaid!
· Learn how to use “Tax Protected Savings.”
· Learn how to choose when you pay taxes on your investments.
Call 800-00000, 24 hours a day our recorded message to reserve your Free Special Report!
Your next newsletter will show you:
How to immediately double, triple, or even 10 times your response from your existing advertising budget!
How to write "Killer" direct mail and newspaper offers, ones that make senior citizens stop reading the Enquirer or watching daytime soaps to call your toll free number or mail your return card.
I’ll also give you a telephone script and letter that helped one agent write more than $6 million in annuity premiums last year.
"No One Has Endurance Like The Man Who Sells Insurance."
"The Best Way To Kill An Idea Is To Take It To A Meeting."
Hope you enjoyed the newsletter.
Russ Jones
"Creator of the 3-Step Postcard System"
P.S. Check out our website at Http://www.Ultimateinsurancesystem.com
If you have any marketing questions please call our office at 435-755-5096 .
Get the whole story in a hot new Free Special Report!
"How You Can Quickly and Easily Double Your Insurance Income in 90 Days...Plus Receive $3,686 In Bonuses along with a Double Your Money Back Guarantee!"
Check out our website at Http://www.ultimateinsurancesystem.com to learn how you can double your income in 90 days
Toll Free: 800-397-3840 Fax 800-808-6551
Copyrighted 2005 Ultimate Insurance System Insurance leads-Annuity leads All rights reserved
I’d like to extend a warm welcome to you today. I’m going to teach you a valuable skill that you can use almost every business day of your life to help increase your income. In this issue I’m going to show you:
How to write Insurance leads-Annuity Leads headlines so compelling that senior prospects will flood you with
inquiries that you can turn into cold hard cash!
You may ask, why do I need to know how to write Award-Winning Insurance leads-Annuity leads Headlines? Because, as an insurance agent you need to know everything possible about creating cash-generating powerful headlines that will make your prospects drive 10 miles to drop your lead into the mailbox or run to the nearest phone to call your 800 number and inquire about your valuable information.
FACTS YOU SHOULD KNOW:
More than 90% of all Insurance leads and Annuity leads ads and letters today don’t have headlines.
Ninety percent of the success or failure of any offer, whether in a space ad or sales letter, relies on the headline. Without a headline, your ads are doomed for failure almost every time. Marketing tests have shown that sales letters create more response with headlines.
Teaser copy on an envelope and the title of a book are as important as the headlines in a sales letter or ad.
My good friend and top copy writer, Brian Violes, has tested countless headlines and has found they can increase your response by as much as 1800% if they make powerful promises and/or benefits to your market.
Headline writing is the best place to start. I’ll show you how to ignite your sales by creating headlines with amazing power!
Here is what three, trail-blazing advertising legends say about the power of using headlines:
"On the average, five times as many people read the headlines as read the body copy. It follows that, unless your headline sells your product, you have wasted 90 percent of your money."
David Oglivy
"The sole purpose of a headline is to offer the reader a reward for reading the body copy. The wrong headline, or no headline, can result in the failure of the ad to accomplish its primary goal; to lead the reader into the body of the ad."
Jay Abraham
"Advice to copy writer: When you are assigned to write an ad, write a lot of headlines first. Spend hours writing headlines – or days if necessary. If you happen to think of a headline while walking down the street or while riding the bus, take out a pencil and paper and write it down."
John Caples
All three of these men are advertising legends. They have made millions for their clients and themselves by writing magical, cash-generating, powerful headlines!
The average ad writer will usually write dozens of headlines before finding just the right one. Brian Violes once said:
"If You’re Serious About Writing Insurance Leads-Annuity Leads Ads and Postcards That Sell, You Need To Spend The Time It Takes To Write At Least 100 Headlines Every Time You Sit Down To Write An Ad!"
100…really? YES…at least! Brian tells me that he has more than 25 megabytes of headlines on his hard drive!
Trust me, it takes more than a few minutes to come up with selling headlines. You’ve got to commit yourself to sit down and write at least 100 headlines.
What does a headline do?
An effective headline is important for many reasons.
It attracts attention. Your headline must practically reach out to your prospects, grab them by the throat and say, "HEY! I’M TALKIN’ TO YOU!"
You want to attract only your target prospect!
Communicate the strongest benefits you offer your target market. This will answer the important question we all talk about, "What’s In It For Me?"
Sets the tone for the offer. Sometimes you may want to place your offer directly in your headline.
A headline acts like a marquee, a rook-like projection over the entrance of a movie theater.
Selects the right audience.
Perhaps most importantly, your headline is the "ad for your ad."
If your headline fails to stop your prospect dead in their tracks, the whole ad becomes worthless to you. Get the point?
Formula for writing good headlines:
Write as many as 25 headlines, put them away for a day, then select the best one.
Use quotation marks because they are more believable.
The combination of a good headline and a good picture is irresistible.
The best headlines offer something.
Try to include the prospect’s self interest into every headline.
Tell a story.
Address the headline to a specific person or group.
Put a date in your headline.
Use reverse type sparingly because it is hard to read.
The headline should answer the question: "What’s In It For Me?
How to start writing award winning Insurance leads- annuity leads headlines for your letters, postcards and advertising.
First, you must identify all the benefits and features of the product – from the prospects point of view.
The benefits are the really hot issues…
Benefits are what provide the answer to the "so what" attitude.
Try to use strong action verbs. For example: "Discover How To Slash
Your Property Taxes and Mortgage Interest by 65%." The word
"slash" is a very strong action verb. When seniors read or hear that
word they immediately think about saving money.
An example of "feature" would be that a product weighs more than
12 lbs. and has over 400 pages in it.
You will find that you need both benefits and features in your
headline and your copy. Place emphasis on benefits.
Remember, seniors respond most of the time to their emotions.
There are hundreds of benefits that work, but most of them fall into
one of two categories. The two most powerful benefits that motivate prospects in our culture are love and money.
By writing benefits into your headline, you will automatically stimulate emotions. Then a person will justify his or her decision by using logic. Isn’t that interesting? I’ve just given you some powerful information that you can use to increase response when writing your own headlines.
Here are some sample headlines I’ve created for you. Try to imagine a senior citizen receiving a letter or postcard containing these headlines.
A Powerful Strategy You Can Use To Turn Your CD Money Into A Triple Compounding Account!
How To Quickly And Easily Get Triple Compounding On Your CDs!
Free Report Reveals 13 Powerful Ways To Beat The Banker With Your Money!
WARNING TO SENIORS
You May Be a Victim of Bankers’ Greed!
Do You Have A Maturing CD?
How About A 12-14% Safe And Secure Investment Paid Monthly?
How About An Alternative Product That Pays 12 – 14% Monthly?
I enjoy expounding on writing headlines that can triple your response on any ad, direct-mail letter or postcard. Let me give you a secret that could fill your mailbox with leads. Some of the headlines you just read would make most seniors run to the nearest phone or mailbox to discover the secret of what you offer.
Ogilvy said, "On the average, five times as many people read the headlines as read the body copy."
A strong headline that compels the reader to read the entire ad should do the trick, right? Assuming you’ve properly targeted your ad so that seniors who read it want your product, getting additional seniors to read the ad should certainly dramatically increase sales, don’t you think?
You don’t have to guess at this one! The research has already been done for you. Direct marketers have already proven that you can increase response to an ad anywhere from 10 to 20 percent and up to 18 times (1800%), simply by using a stronger headline.
Are you starting to see the importance of headlines?
Without a headline, you’ve got no way to force people to read the ad. If they don’t read the ad they can’t respond to it.
Here’s the secret. Since a headline is an "ad for the ad", a good one is like a powerful magic force that calls out to your prospects and compels them to read on.
How do you brainstorm a winning headline?
Here’s a great technique. Using 3 X 5 cards, start an "idea file." Start looking in magazines, newspapers and direct mail letter and jot down the headlines that catch your interest.
Find ads that are selling to a similar market as yours – then write the headlines. This will get you in the mood for writing winning ads. Just take the benefit in the ad they’re selling in their headline and add your benefit. Try it – maybe that’ll be your winning headline.
For example, a few years ago, Iwas watching one of my son’s soccer games and during half time I was reading Success Unlimited magazine. I came across an article about a couple who had sold thousands of birdhouses. They had a picture of themselves and in the background there was a small flier hanging on their wall that said, "Now There’s Nothing In The Way Of You Being A Bird Watcher."
The moment I read that ad, I started thinking of how I could use it for my marketing program. I like the words, "Now There’s Nothing In The Way of You…"
Here’s a sample of headline I thought about using:
Now There’s Nothing in the Way of You Getting Triple Compounding on Your CDs!
Now There’s Nothing in the Way of You Protecting Your CDs, Social Security,
Pension and Assets from the Medicaid Gang!
The point I’m making is, you need to look everywhere for sample
headlines that you can use in all of your advertising. You need to
continue looking for headlines that you can collect and incorporate
into your "idea file."
Let me give you one of the most powerful headlines you can use
that will almost guarantee doubling or tripling your response.
Use a Personalized Headline.
This type of headline makes it personal. For example, I recently
received a letter in a brown #10 envelope with my name typed on
the envelope. When I opened it the large bold headline said:
Russ Jones Receives $15,000 From The Social Security Department
It really caught my attention. In fact, I ordered the newsletter. Additionally, if you had mail merge capabilities on your computer (and you should) this would be a powerful headline:
Thomas Scott Receives the Highest Rate of Interest on His CDs
The "Thomas Scott" portion of the headline is the personalization. This type of headline can be incredibly profitable. For some reason, it motivates prospects who wouldn’t be motivated any other way.
It’s not that they believe you actually sat down and typed an entire letter for them – It’s just something about seeing their name that people like.
If you take the time to set up your computer with a word processing
program like Microsoft Word, you could be shooting out personalized
letters and postcards. If you buy mailing lists, buy them on disk so you
can mail merge into your computer.
I’ll guarantee that if you personalize your letters and direct-mail letters
they will pull just like free hotcakes on a cold morning!
Powerful Headline Words That Are Proven Effective.
The most effective words you can use to begin your headlines are the words, "How To." Think about how many times you see a headline that starts with "How To?" With the "How To," you immediately involve your reader in something they have an interest in (provided you have done your research and targeted your market.)
Here are some time tested, effective headline words:
Announcing, How Would, Amazing, Yes, Secrets Of, Advice To, The Truth About,
Little Known Secrets, Facts, Discover, Amazing, Love ,New , Breakthrough
And finally, the most powerful headline words: FREE and YOU!
Let’s see if I can write a headline that uses some of these words.
"Top Marketing Expert Reveals the Little-Known Secrets to Success in Marketing Your Insurance Products to Seniors – Amazing Facts and Brainstorming Discoveries You Can’t Live Without!"
Two other words that are my favorite are Quick and Easy!
FREE REPORT! Reveals Seven Quick and Easy Ways for Seniors To Retire in Comfort.
Stay away from headlines that merely create curiosity. You must design your headlines to stir emotion within your prospects…it must strike a chord. It must get your prospect excited, scared, or remind them of deep frustration…a frustration that you can ease. That’s why, whenever possible, you must use power words.
Remember, you want your headlines to be passionate and create intrigue. You must address a senior’s biggest frustrations and worries. Those are: money, security, financial freedom, health, love of family and peace of mind (not in that particular order).
SAMPLE POSTCARD
I had one agent tell me that this postcard last year made him an extra $25,000 in commissions. My marketing course has over 25 postcards and 17 reports you can use.
FREE SPECIAL REPORT
“Shocking Truth Revealed In Free Report About Practically Unheard Of Tax Strategies…Local Resident Saves Over $3,000 With Just One Of These Little-Known Inside Secrets!”
Your Town, ST. A local couple is still amazed at how one little tip that this free workshop revealed to them…saved them over $3,000 in taxes that they were needlessly overpaying!
And this couple is not alone…more and more residents are catching wind of this hot new report, and are also saving themselves thousands of dollars! How? This is the only report that finally uncovers the truth about how to legally keep the long arm of Uncle Sam from digging into your pockets!
Here are just a few things you will learn:
· How to avoid the seven biggest mistakes seniors make with their savings and investments.
· How to avoid outliving your income.
· How to get triple compounding on your CD’s.
· How to protect your assets from Medicaid!
· Learn how to use “Tax Protected Savings.”
· Learn how to choose when you pay taxes on your investments.
Call 800-00000, 24 hours a day our recorded message to reserve your Free Special Report!
Your next newsletter will show you:
How to immediately double, triple, or even 10 times your response from your existing advertising budget!
How to write "Killer" direct mail and newspaper offers, ones that make senior citizens stop reading the Enquirer or watching daytime soaps to call your toll free number or mail your return card.
I’ll also give you a telephone script and letter that helped one agent write more than $6 million in annuity premiums last year.
"No One Has Endurance Like The Man Who Sells Insurance."
"The Best Way To Kill An Idea Is To Take It To A Meeting."
Hope you enjoyed the newsletter.
Russ Jones
"Creator of the 3-Step Postcard System"
P.S. Check out our website at Http://www.Ultimateinsurancesystem.com
If you have any marketing questions please call our office at 435-755-5096 .
Get the whole story in a hot new Free Special Report!
"How You Can Quickly and Easily Double Your Insurance Income in 90 Days...Plus Receive $3,686 In Bonuses along with a Double Your Money Back Guarantee!"
Check out our website at Http://www.ultimateinsurancesystem.com to learn how you can double your income in 90 days
Toll Free: 800-397-3840 Fax 800-808-6551
Copyrighted 2005 Ultimate Insurance System Insurance leads-Annuity leads All rights reserved
Saturday, July 01, 2006
10 Important Insurance-Annuity Marketing Leads Tips
10 Important Insurance and Annuity Marketing Leads Tips
Each of the following Ten Insurance and Annuity 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 and Annuity products and services you offer ...and by using a variety of different marketing methods. For instance, you can use a annuity 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 and annuity 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 insurance or annuity 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 automatic Insurance or annuity 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 2006 with mailing out at least 1,000 postcards per week using our “3-Step Postcard Systems." Http://www.ultimateinsurancesystem.com/bonusreport.htm
Tip 6: Develop a series of 4 or 5 different special Insurance or annuity 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 Insurance or annuity 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 Insurance and annuity 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: Insurance and Annuity Advertising 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 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 and Annuity 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.
BONUS: MILLION DOLLAR 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.
I hope you enjoyed this newsletter and you will apply some of the principals discussed. If you need marketing help or just want to talk about your current marketing campaign give me a call at 1-435-755-5096. If you haven’t ordered my marketing course and would like to read additional marketing and sales techniques just go to the following website: www.ultimateinsurancesystem.com/bonusreport.htm
Yours for your success,
Russ Jones
Creator of the “3-Step Postcard System.”
Http://www.Ultimateinsurancesystem.com
P.S. Take a look at our new "3-Steps To Multi-Million $$$ Production
Http://www.ultimateinsurancesystem.com
Each of the following Ten Insurance and Annuity 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 and Annuity products and services you offer ...and by using a variety of different marketing methods. For instance, you can use a annuity 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 and annuity 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 insurance or annuity 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 automatic Insurance or annuity 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 2006 with mailing out at least 1,000 postcards per week using our “3-Step Postcard Systems." Http://www.ultimateinsurancesystem.com/bonusreport.htm
Tip 6: Develop a series of 4 or 5 different special Insurance or annuity 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 Insurance or annuity 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 Insurance and annuity 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: Insurance and Annuity Advertising 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 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 and Annuity 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.
BONUS: MILLION DOLLAR 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.
I hope you enjoyed this newsletter and you will apply some of the principals discussed. If you need marketing help or just want to talk about your current marketing campaign give me a call at 1-435-755-5096. If you haven’t ordered my marketing course and would like to read additional marketing and sales techniques just go to the following website: www.ultimateinsurancesystem.com/bonusreport.htm
Yours for your success,
Russ Jones
Creator of the “3-Step Postcard System.”
Http://www.Ultimateinsurancesystem.com
P.S. Take a look at our new "3-Steps To Multi-Million $$$ Production
Http://www.ultimateinsurancesystem.com
Sunday, June 25, 2006
3 Business Steps
________________________________________________________________________
For about twelve years now we have been studying the difference between insurance agents and financial advisors whose businesses are successful, and others who struggle just to pay the rent. How in the world can you have two agents who work in the same town, work with the same prospects; and have one who is making a six-figure income yearly while the other just barely pay the bills. Is one more intelligent than the other? We highly doubt it!
If intelligence was the issue, every college professor would be a millionaire. The smartest kid in your high school class wouldn’t be working for the dumb kid in your town who grew up to be one of the richest men in town.
If you give a million dollars to an intelligent person who did not earn it, they will more than likely blow it within 12 to 24 months. However, if you have someone who earned a million dollars with intelligent business practices, but his business fails for some unknown reason, he will more than likely earn back his money. Why is that?
The reason is, it is not money that makes money. It is specialized knowledge that makes money. It is the knowledge of marketing principles that make a business succeed independently of financial backing.
The difference in the success of our business comes down to our ability to market and promote our services and products to people.
The truth is specialized knowledge of the right principles – like marketing to people – can give you a huge competitive edge! You need to understand the following:
You are In Three Businesses
First, you are in the insurance business.
The second business you are in is the people business. Because it is the people who will buy your products. The people are who will refer you to other people. In addition, unless you understand that you are in the people business, you will find it hard to make a good living in this business.
The third business you are in the business of marketing. No matter what business you are in, you must market your services and products. We cannot emphasize it enough: Marketing is the lifeblood of every business! It is like flossing your teeth. It is not something you look forward to doing when you wake up in the morning, but if you do not, it will lead to pain and agony down the road. It is also something that the more you do, the better you get at it. Of course, the more you do, the easier it becomes. In fact, two things you really ought to make part of your daily routine are flossing and marketing.
Another thing you should know about marketing is that it’s a process. It is not an event. It is not something you try once and see how it works. It is something you do all the time. Again, it is a process. The more you work the process into your daily business, the more it will work for you. The more knowledge you have on marketing, the better marketer you will become. Thus, your commissions are governed by how well you market in this business.
What you need to learn is, you are a marketer first, and an insurance professional second. Until you learn this principle you will never make the kind of money to may desire.
Remember, this one principle:
It is a fact… the best marketers make the most money!
Unfortunately, the reality is that 90-95% of all insurance agents we speak with, are not marketing at the level they can or should be, or just are not marketing at all!
Many agents are in a comfort zone. They are living, more often dying, off the referrals onto which they accidentally stumble. In addition, when we ask these agents for a specific, systematic marketing plan, the conversation goes silent. Remember this statement, “Marketing is the ONLY function of your business that makes you money!” "Every other function is an expense!”
If you just sit back and wait for the home office to develop a new marketing approach, or wait for another miracle to happen, you are costing yourself thousands of dollars. You need to optimize your time, money, and talents to become the top marketer in your field. We still believe insurance agents have a right to make a six-figure income and to enjoy life to the fullest. We know of agents driving cars that have 150,000 hard traveled miles on the speedometer. If they would just become a top marketer in this field, they could drive any car they want and earn the income they desire.
As you read this manual, you will discover a number of marketing strategies that will make you a top marketer. You will learn from countless years of testing hundreds of different marketing strategies from both our office and a number of other top marketers.
All you have to do is take the time to study these strategies and start implementing them into your business.
The most important system to create in your business is an effective marketing system. Moreover, an effective marketing system is one that delivers predictable results from repetitive use.
The end result of using the marketing techniques described in detail in this manual will provide the maximum-effectiveness with a predictable income. For that to happen you must:
Have a marketing system in place that predictably, reliably, consistently, affordably and efficiently provides you with more qualified prospects than you can handle.
When we mail one thousand postcards per week, our response is at least 5%. Our response is from prospects who want additional information in a form of a "FREE REPORT" or an "Agents’ Starter Kit.”
It is this kind of predictability that you can build into your marketing, and it is a great feeling knowing you have a predictable income.
Once you start using “Predictable Marketing Strategies,” and the hundreds of other ones you will learn throughout this manual, you will begin to see the results of leads filling your mailbox daily. Your income will start doubling, tripling even QUADRUPLING over the next 12 months or less…
Now, let us turn to the next marketing strategy, and see what you can learn from it.
Check out our Confidential Marketing Report at www.ultimateinsurancesystem.com/bonusreport.htm
For about twelve years now we have been studying the difference between insurance agents and financial advisors whose businesses are successful, and others who struggle just to pay the rent. How in the world can you have two agents who work in the same town, work with the same prospects; and have one who is making a six-figure income yearly while the other just barely pay the bills. Is one more intelligent than the other? We highly doubt it!
If intelligence was the issue, every college professor would be a millionaire. The smartest kid in your high school class wouldn’t be working for the dumb kid in your town who grew up to be one of the richest men in town.
If you give a million dollars to an intelligent person who did not earn it, they will more than likely blow it within 12 to 24 months. However, if you have someone who earned a million dollars with intelligent business practices, but his business fails for some unknown reason, he will more than likely earn back his money. Why is that?
The reason is, it is not money that makes money. It is specialized knowledge that makes money. It is the knowledge of marketing principles that make a business succeed independently of financial backing.
The difference in the success of our business comes down to our ability to market and promote our services and products to people.
The truth is specialized knowledge of the right principles – like marketing to people – can give you a huge competitive edge! You need to understand the following:
You are In Three Businesses
First, you are in the insurance business.
The second business you are in is the people business. Because it is the people who will buy your products. The people are who will refer you to other people. In addition, unless you understand that you are in the people business, you will find it hard to make a good living in this business.
The third business you are in the business of marketing. No matter what business you are in, you must market your services and products. We cannot emphasize it enough: Marketing is the lifeblood of every business! It is like flossing your teeth. It is not something you look forward to doing when you wake up in the morning, but if you do not, it will lead to pain and agony down the road. It is also something that the more you do, the better you get at it. Of course, the more you do, the easier it becomes. In fact, two things you really ought to make part of your daily routine are flossing and marketing.
Another thing you should know about marketing is that it’s a process. It is not an event. It is not something you try once and see how it works. It is something you do all the time. Again, it is a process. The more you work the process into your daily business, the more it will work for you. The more knowledge you have on marketing, the better marketer you will become. Thus, your commissions are governed by how well you market in this business.
What you need to learn is, you are a marketer first, and an insurance professional second. Until you learn this principle you will never make the kind of money to may desire.
Remember, this one principle:
It is a fact… the best marketers make the most money!
Unfortunately, the reality is that 90-95% of all insurance agents we speak with, are not marketing at the level they can or should be, or just are not marketing at all!
Many agents are in a comfort zone. They are living, more often dying, off the referrals onto which they accidentally stumble. In addition, when we ask these agents for a specific, systematic marketing plan, the conversation goes silent. Remember this statement, “Marketing is the ONLY function of your business that makes you money!” "Every other function is an expense!”
If you just sit back and wait for the home office to develop a new marketing approach, or wait for another miracle to happen, you are costing yourself thousands of dollars. You need to optimize your time, money, and talents to become the top marketer in your field. We still believe insurance agents have a right to make a six-figure income and to enjoy life to the fullest. We know of agents driving cars that have 150,000 hard traveled miles on the speedometer. If they would just become a top marketer in this field, they could drive any car they want and earn the income they desire.
As you read this manual, you will discover a number of marketing strategies that will make you a top marketer. You will learn from countless years of testing hundreds of different marketing strategies from both our office and a number of other top marketers.
All you have to do is take the time to study these strategies and start implementing them into your business.
The most important system to create in your business is an effective marketing system. Moreover, an effective marketing system is one that delivers predictable results from repetitive use.
The end result of using the marketing techniques described in detail in this manual will provide the maximum-effectiveness with a predictable income. For that to happen you must:
Have a marketing system in place that predictably, reliably, consistently, affordably and efficiently provides you with more qualified prospects than you can handle.
When we mail one thousand postcards per week, our response is at least 5%. Our response is from prospects who want additional information in a form of a "FREE REPORT" or an "Agents’ Starter Kit.”
It is this kind of predictability that you can build into your marketing, and it is a great feeling knowing you have a predictable income.
Once you start using “Predictable Marketing Strategies,” and the hundreds of other ones you will learn throughout this manual, you will begin to see the results of leads filling your mailbox daily. Your income will start doubling, tripling even QUADRUPLING over the next 12 months or less…
Now, let us turn to the next marketing strategy, and see what you can learn from it.
Check out our Confidential Marketing Report at www.ultimateinsurancesystem.com/bonusreport.htm
Insurance Marketing Strategies
________________________________________________________________________
For about twelve years now we have been studying the difference between insurance agents and financial advisors whose businesses are successful, and others who struggle just to pay the rent. How in the world can you have two agents who work in the same town, work with the same prospects; and have one who is making a six-figure income yearly while the other just barely pay the bills. Is one more intelligent than the other? We highly doubt it!
If intelligence was the issue, every college professor would be a millionaire. The smartest kid in your high school class wouldn’t be working for the dumb kid in your town who grew up to be one of the richest men in town.
If you give a million dollars to an intelligent person who did not earn it, they will more than likely blow it within 12 to 24 months. However, if you have someone who earned a million dollars with intelligent business practices, but his business fails for some unknown reason, he will more than likely earn back his money. Why is that?
The reason is, it is not money that makes money. It is specialized knowledge that makes money. It is the knowledge of marketing principles that make a business succeed independently of financial backing.
The difference in the success of our business comes down to our ability to market and promote our services and products to people.
The truth is specialized knowledge of the right principles – like marketing to people – can give you a huge competitive edge! You need to understand the following:
You are In Three Businesses
First, you are in the insurance business.
The second business you are in is the people business. Because it is the people who will buy your products. The people are who will refer you to other people. In addition, unless you understand that you are in the people business, you will find it hard to make a good living in this business.
The third business you are in the business of marketing. No matter what business you are in, you must market your services and products. We cannot emphasize it enough: Marketing is the lifeblood of every business! It is like flossing your teeth. It is not something you look forward to doing when you wake up in the morning, but if you do not, it will lead to pain and agony down the road. It is also something that the more you do, the better you get at it. Of course, the more you do, the easier it becomes. In fact, two things you really ought to make part of your daily routine are flossing and marketing.
Another thing you should know about marketing is that it’s a process. It is not an event. It is not something you try once and see how it works. It is something you do all the time. Again, it is a process. The more you work the process into your daily business, the more it will work for you. The more knowledge you have on marketing, the better marketer you will become. Thus, your commissions are governed by how well you market in this business.
What you need to learn is, you are a marketer first, and an insurance professional second. Until you learn this principle you will never make the kind of money to may desire.
Remember, this one principle:
It is a fact… the best marketers make the most money!
Unfortunately, the reality is that 90-95% of all insurance agents we speak with, are not marketing at the level they can or should be, or just are not marketing at all!
Many agents are in a comfort zone. They are living, more often dying, off the referrals onto which they accidentally stumble. In addition, when we ask these agents for a specific, systematic marketing plan, the conversation goes silent. Remember this statement, “Marketing is the ONLY function of your business that makes you money!” "Every other function is an expense!”
If you just sit back and wait for the home office to develop a new marketing approach, or wait for another miracle to happen, you are costing yourself thousands of dollars. You need to optimize your time, money, and talents to become the top marketer in your field. We still believe insurance agents have a right to make a six-figure income and to enjoy life to the fullest. We know of agents driving cars that have 150,000 hard traveled miles on the speedometer. If they would just become a top marketer in this field, they could drive any car they want and earn the income they desire.
As you read this manual, you will discover a number of marketing strategies that will make you a top marketer. You will learn from countless years of testing hundreds of different marketing strategies from both our office and a number of other top marketers.
All you have to do is take the time to study these strategies and start implementing them into your business.
The most important system to create in your business is an effective marketing system. Moreover, an effective marketing system is one that delivers predictable results from repetitive use.
The end result of using the marketing techniques described in detail in this manual will provide the maximum-effectiveness with a predictable income. For that to happen you must:
Have a marketing system in place that predictably, reliably, consistently, affordably and efficiently provides you with more qualified prospects than you can handle.
When we mail one thousand postcards per week, our response is at least 5%. Our response is from prospects who want additional information in a form of a "FREE REPORT" or an "Agents’ Starter Kit.”
It is this kind of predictability that you can build into your marketing, and it is a great feeling knowing you have a predictable income.
Once you start using “Predictable Insurance Marketing Strategies,” and the hundreds of other ones you will learn throughout this manual, you will begin to see the results of leads filling your mailbox daily. Your income will start doubling, tripling even QUADRUPLING over the next 12 months or less…
Now, let us turn to the next marketing strategy, and see what you can learn from it.
Check out our Confidential Marketing Report at http://www.ultimateinsurancesystem.com/bonusreport.htm
For about twelve years now we have been studying the difference between insurance agents and financial advisors whose businesses are successful, and others who struggle just to pay the rent. How in the world can you have two agents who work in the same town, work with the same prospects; and have one who is making a six-figure income yearly while the other just barely pay the bills. Is one more intelligent than the other? We highly doubt it!
If intelligence was the issue, every college professor would be a millionaire. The smartest kid in your high school class wouldn’t be working for the dumb kid in your town who grew up to be one of the richest men in town.
If you give a million dollars to an intelligent person who did not earn it, they will more than likely blow it within 12 to 24 months. However, if you have someone who earned a million dollars with intelligent business practices, but his business fails for some unknown reason, he will more than likely earn back his money. Why is that?
The reason is, it is not money that makes money. It is specialized knowledge that makes money. It is the knowledge of marketing principles that make a business succeed independently of financial backing.
The difference in the success of our business comes down to our ability to market and promote our services and products to people.
The truth is specialized knowledge of the right principles – like marketing to people – can give you a huge competitive edge! You need to understand the following:
You are In Three Businesses
First, you are in the insurance business.
The second business you are in is the people business. Because it is the people who will buy your products. The people are who will refer you to other people. In addition, unless you understand that you are in the people business, you will find it hard to make a good living in this business.
The third business you are in the business of marketing. No matter what business you are in, you must market your services and products. We cannot emphasize it enough: Marketing is the lifeblood of every business! It is like flossing your teeth. It is not something you look forward to doing when you wake up in the morning, but if you do not, it will lead to pain and agony down the road. It is also something that the more you do, the better you get at it. Of course, the more you do, the easier it becomes. In fact, two things you really ought to make part of your daily routine are flossing and marketing.
Another thing you should know about marketing is that it’s a process. It is not an event. It is not something you try once and see how it works. It is something you do all the time. Again, it is a process. The more you work the process into your daily business, the more it will work for you. The more knowledge you have on marketing, the better marketer you will become. Thus, your commissions are governed by how well you market in this business.
What you need to learn is, you are a marketer first, and an insurance professional second. Until you learn this principle you will never make the kind of money to may desire.
Remember, this one principle:
It is a fact… the best marketers make the most money!
Unfortunately, the reality is that 90-95% of all insurance agents we speak with, are not marketing at the level they can or should be, or just are not marketing at all!
Many agents are in a comfort zone. They are living, more often dying, off the referrals onto which they accidentally stumble. In addition, when we ask these agents for a specific, systematic marketing plan, the conversation goes silent. Remember this statement, “Marketing is the ONLY function of your business that makes you money!” "Every other function is an expense!”
If you just sit back and wait for the home office to develop a new marketing approach, or wait for another miracle to happen, you are costing yourself thousands of dollars. You need to optimize your time, money, and talents to become the top marketer in your field. We still believe insurance agents have a right to make a six-figure income and to enjoy life to the fullest. We know of agents driving cars that have 150,000 hard traveled miles on the speedometer. If they would just become a top marketer in this field, they could drive any car they want and earn the income they desire.
As you read this manual, you will discover a number of marketing strategies that will make you a top marketer. You will learn from countless years of testing hundreds of different marketing strategies from both our office and a number of other top marketers.
All you have to do is take the time to study these strategies and start implementing them into your business.
The most important system to create in your business is an effective marketing system. Moreover, an effective marketing system is one that delivers predictable results from repetitive use.
The end result of using the marketing techniques described in detail in this manual will provide the maximum-effectiveness with a predictable income. For that to happen you must:
Have a marketing system in place that predictably, reliably, consistently, affordably and efficiently provides you with more qualified prospects than you can handle.
When we mail one thousand postcards per week, our response is at least 5%. Our response is from prospects who want additional information in a form of a "FREE REPORT" or an "Agents’ Starter Kit.”
It is this kind of predictability that you can build into your marketing, and it is a great feeling knowing you have a predictable income.
Once you start using “Predictable Insurance Marketing Strategies,” and the hundreds of other ones you will learn throughout this manual, you will begin to see the results of leads filling your mailbox daily. Your income will start doubling, tripling even QUADRUPLING over the next 12 months or less…
Now, let us turn to the next marketing strategy, and see what you can learn from it.
Check out our Confidential Marketing Report at http://www.ultimateinsurancesystem.com/bonusreport.htm
Wednesday, June 29, 2005
Four Successful Habits of Getting Referrals
Here Are Four Successful Habits of Getting Successful
Referrals
1. Show Up On Time
How often do service providers show up late, return calls
late, or keep their clients waiting?
This creates a feeling of anger and resentment and make
your clients feel like you don’t respect or value their time.
Don’t make this mistake - return calls when promised,
and show up to all appointments and seminars on time.
2. Do What You Say
How many salespeople and service providers promise
you the world before they have your money, then fall far
short of providing the service they originally promised
after they have your money?
This may get a company the sale once, but no one will
ever repeat purchase from them since they didn’t do
what they originally promised.
3. Finish What You Start
Builders and contractors are notorious for not finishing
what they start. All of us have experienced entering into
an agreement with a service provider who does half the
work, and then stops for one reason or another and
never completes the job.
Make sure you finish what you start with all of your
clients - that means sticking with them all the way
through negotiating for a better rate and payment,
and making sure they get what they deserved.
Don’t make the mistake of only focusing on signing up
new clients without also completing the service for your
existing clients.
Remember, you want your existing clients to do additional
Business with you.
4. Say Please And Thank You
When was the last time a service provider said `please`
and `thank you` and genuinely meant it?
You must show appreciation for your clients - they are
the lifeblood of your business. Make sure you treat them
like gold!
The problem is not 10 in 100 in our businesses
actually practice these four simple skills consistently.
I’ve added some additional habits that I feel are
necessary for you to automatically generate referrals
and renewals:
5. Under-Promise And Over-Deliver
Most Insurance brokers do the exact opposite of this -
they promise you the world, and automatically set you
up for disappointment.
Always promise your clients less than what you think
you can accomplish. This way, when your results are
better than expected, they think you walk on water,
and end up referring their friends.
6. Bond With Your Clients
Most businesses don’t have any idea how to `bond`
with their clients. They feel business relationships
should be treated differently than personal relationships.
They’re Dead Wrong!
People are people, and they enjoy the emotions of
love, respect, friendship, closeness, honesty, integrity,
recognition, etc., regardless of whether the relationship
is business or personal.
Don’t try to fight this. Instead, look at all of your clients
as friends, and treat them that way.
Send them written correspondence once a month to
keep in touch with them (I love using a monthly
newsletter for this!), send them unexpected gifts (like
books, audiotapes, brownies) to let them know how
much you appreciate them, admit when you’re wrong
instead of arguing and send apology letters or gifts,
recognize them in your newsletter and let them know
they’re special, and make personal calls to your best
clients to see how they’re doing.
If you consistently practice the six habits over the next
90 days, you will start to see a drastic change in your
business.
Business will start to flow to you almost automatically
without you having to push so hard for it.
You will also begin to enjoy your business and your
clients more, and it will start to feel more like fun
instead of work.
Also, make sure you constantly listen to your clients -
what they like, what they don’t like, why they bought
from you, what other products and services you can
provide for them, etc.
Your clients have all the answers if you listen to them.
Shawn Meldrum contributed to this article
http://www.ultimateinsurancesystem.com
Referrals
1. Show Up On Time
How often do service providers show up late, return calls
late, or keep their clients waiting?
This creates a feeling of anger and resentment and make
your clients feel like you don’t respect or value their time.
Don’t make this mistake - return calls when promised,
and show up to all appointments and seminars on time.
2. Do What You Say
How many salespeople and service providers promise
you the world before they have your money, then fall far
short of providing the service they originally promised
after they have your money?
This may get a company the sale once, but no one will
ever repeat purchase from them since they didn’t do
what they originally promised.
3. Finish What You Start
Builders and contractors are notorious for not finishing
what they start. All of us have experienced entering into
an agreement with a service provider who does half the
work, and then stops for one reason or another and
never completes the job.
Make sure you finish what you start with all of your
clients - that means sticking with them all the way
through negotiating for a better rate and payment,
and making sure they get what they deserved.
Don’t make the mistake of only focusing on signing up
new clients without also completing the service for your
existing clients.
Remember, you want your existing clients to do additional
Business with you.
4. Say Please And Thank You
When was the last time a service provider said `please`
and `thank you` and genuinely meant it?
You must show appreciation for your clients - they are
the lifeblood of your business. Make sure you treat them
like gold!
The problem is not 10 in 100 in our businesses
actually practice these four simple skills consistently.
I’ve added some additional habits that I feel are
necessary for you to automatically generate referrals
and renewals:
5. Under-Promise And Over-Deliver
Most Insurance brokers do the exact opposite of this -
they promise you the world, and automatically set you
up for disappointment.
Always promise your clients less than what you think
you can accomplish. This way, when your results are
better than expected, they think you walk on water,
and end up referring their friends.
6. Bond With Your Clients
Most businesses don’t have any idea how to `bond`
with their clients. They feel business relationships
should be treated differently than personal relationships.
They’re Dead Wrong!
People are people, and they enjoy the emotions of
love, respect, friendship, closeness, honesty, integrity,
recognition, etc., regardless of whether the relationship
is business or personal.
Don’t try to fight this. Instead, look at all of your clients
as friends, and treat them that way.
Send them written correspondence once a month to
keep in touch with them (I love using a monthly
newsletter for this!), send them unexpected gifts (like
books, audiotapes, brownies) to let them know how
much you appreciate them, admit when you’re wrong
instead of arguing and send apology letters or gifts,
recognize them in your newsletter and let them know
they’re special, and make personal calls to your best
clients to see how they’re doing.
If you consistently practice the six habits over the next
90 days, you will start to see a drastic change in your
business.
Business will start to flow to you almost automatically
without you having to push so hard for it.
You will also begin to enjoy your business and your
clients more, and it will start to feel more like fun
instead of work.
Also, make sure you constantly listen to your clients -
what they like, what they don’t like, why they bought
from you, what other products and services you can
provide for them, etc.
Your clients have all the answers if you listen to them.
Shawn Meldrum contributed to this article
http://www.ultimateinsurancesystem.com
Sunday, June 26, 2005
Why ARM Methods Are So Important To Insurance Agents
What is ARM?
ARM is Automated Response-Oriented Marketing. It is a unique method of locating qualified, motivated prospects who are in your market, and motivating them to actually contact YOU.
Why ARM Methods Are So Important To Your Success…
It’s unfortunate, but traditional marketing methods we’ve all been taught are inefficient, emotionally and physically draining, and in most cases simply don’t work. I know that’s a controversial statement, but I’ve yet to meet a single agent who truly enjoys the process of constant and grinding rejection found in most cold calling. Here’s why ARM works so well…..
1. Cold Callings will Drive You Crazy! Less than 5% of agent and financial planners can tolerate cold calling. And could there be a less efficient way to generate prospects?
2. Insurance Success Is About TIMING: getting the right message (about your unique services), to the right person, at the right time. ARM automatically locates these prospects who need your services now.
3. There’s Only ONE Thing You Do In Insurance That Makes You Money: The only thing that generates income for you is CLOSING SALES. Anytime you are doing ANYTHING other than working with clients and closing sales is time you are working FOR FREE. This includes time that you spend doing seminars, talking to them on the phone, and yes….even prospecting!
ARM is designed to work like a marketing “system” that works to bring you new prospects, while you’re out working directly with clients, closing deals, and making money.
Do you see why these methods are so important to your success? This entire course…all 3 steps… is about leveraging your ability to generate clients and increase the sales and referrals from your existing client base.
HOW DOES ARM WORK?
Advertising Executive, David Ogilvy, wrote a famous formula for creating high-impact response-oriented marketing. It involves 4 essential elements:
1. First, Capture Attention and Imagination (usually accomplished through a headline, not your name or agency name);
2. Next, Stimulate Curiosity and Interest (benefit-rich copy about subjects important to them);
3. Next, Intensify the Desire ( build motivation for your product or service by showing what it will DO for your prospect);
4. Finally, motivate Action NOW on your behalf.
There’s a 3-part process that takes place with any Response Oriented Promotion:
1. The first part requires you to specifically identify a promising MARKET. It also involves knowing that market well. The more specifically you define your target market, and the more you know about them, the better you can create an offer or marketing message of deep interest about THEIR situation. That’s how you get people to listen to you.
2. The second part involves making an irresistible appeal of enormous benefit (your offer) to your particular prospect. Notice I said “unique”. You want to create a compelling, preferably irresistible marketing message about what you can DO for them that no other agent or option can do. Notice the emphasis here is on what you will DO for THEM. It says nothing about you, your wonderful company, your “multi-million dollar production” or anything other than THEIR self-serving interests.
3. The third part of the process is creating a motivating reason—or multiple reasons—for them to act NOW on your offer, in an easy, non-threatening way. People won’t respond to any of your marketing without compelling reasons for doing so. This is perhaps why traditional insurance marketing does nothing to generate new business for you, and is a complete waste of money.
The First Step in the 3-Steps system will guide you to building a lead generating “system” in your Insurance and financial business. It’s divided into 8 parts, or sequential steps as follows…. Additional Steps will follow in the days to come.
Best wishes,
Russ Jones
Creator of "The Three Step Marketing System"
http://www.ultimateinsurancesystem.com
ARM is Automated Response-Oriented Marketing. It is a unique method of locating qualified, motivated prospects who are in your market, and motivating them to actually contact YOU.
Why ARM Methods Are So Important To Your Success…
It’s unfortunate, but traditional marketing methods we’ve all been taught are inefficient, emotionally and physically draining, and in most cases simply don’t work. I know that’s a controversial statement, but I’ve yet to meet a single agent who truly enjoys the process of constant and grinding rejection found in most cold calling. Here’s why ARM works so well…..
1. Cold Callings will Drive You Crazy! Less than 5% of agent and financial planners can tolerate cold calling. And could there be a less efficient way to generate prospects?
2. Insurance Success Is About TIMING: getting the right message (about your unique services), to the right person, at the right time. ARM automatically locates these prospects who need your services now.
3. There’s Only ONE Thing You Do In Insurance That Makes You Money: The only thing that generates income for you is CLOSING SALES. Anytime you are doing ANYTHING other than working with clients and closing sales is time you are working FOR FREE. This includes time that you spend doing seminars, talking to them on the phone, and yes….even prospecting!
ARM is designed to work like a marketing “system” that works to bring you new prospects, while you’re out working directly with clients, closing deals, and making money.
Do you see why these methods are so important to your success? This entire course…all 3 steps… is about leveraging your ability to generate clients and increase the sales and referrals from your existing client base.
HOW DOES ARM WORK?
Advertising Executive, David Ogilvy, wrote a famous formula for creating high-impact response-oriented marketing. It involves 4 essential elements:
1. First, Capture Attention and Imagination (usually accomplished through a headline, not your name or agency name);
2. Next, Stimulate Curiosity and Interest (benefit-rich copy about subjects important to them);
3. Next, Intensify the Desire ( build motivation for your product or service by showing what it will DO for your prospect);
4. Finally, motivate Action NOW on your behalf.
There’s a 3-part process that takes place with any Response Oriented Promotion:
1. The first part requires you to specifically identify a promising MARKET. It also involves knowing that market well. The more specifically you define your target market, and the more you know about them, the better you can create an offer or marketing message of deep interest about THEIR situation. That’s how you get people to listen to you.
2. The second part involves making an irresistible appeal of enormous benefit (your offer) to your particular prospect. Notice I said “unique”. You want to create a compelling, preferably irresistible marketing message about what you can DO for them that no other agent or option can do. Notice the emphasis here is on what you will DO for THEM. It says nothing about you, your wonderful company, your “multi-million dollar production” or anything other than THEIR self-serving interests.
3. The third part of the process is creating a motivating reason—or multiple reasons—for them to act NOW on your offer, in an easy, non-threatening way. People won’t respond to any of your marketing without compelling reasons for doing so. This is perhaps why traditional insurance marketing does nothing to generate new business for you, and is a complete waste of money.
The First Step in the 3-Steps system will guide you to building a lead generating “system” in your Insurance and financial business. It’s divided into 8 parts, or sequential steps as follows…. Additional Steps will follow in the days to come.
Best wishes,
Russ Jones
Creator of "The Three Step Marketing System"
http://www.ultimateinsurancesystem.com
Friday, June 24, 2005
The Secret to Why Sales People Fail
SELLING: The Secret to Why Sales People Fail
Because they think they will.
Sounds simple, but it's true.Several national studies have revealed the following statisticsabout why salespeople fail:
The good news is if you simply change your attitude from anegative to a positive one, you have improved your probability ofsuccess 50%.
Earl Nightingale affirms this very thought when hesays: "We become what we think about."So, how do you change your attitude from negative to positive,from failure to success? It's really rather easy. All you have todo is follow these 7 guidelines:-->
Remember it's no one's fault but your own when something goeswrong...you always have (and had) a choice.-->
Ignore the junk news - work on a worthwhile project, make aplan or do something to enhance your life.--> For one year read only positive books and materials.--> Look for the silver lining when something goes wrong.-->
Listen to positive attitude tapes and attend seminars.-->
Ignore people who you tell you "you can't" or try to discourageyou.-->
Check your language - is it half full or half empty, partlysunny or cloudy?
Avoid why, can't and won't!
http://www.ultimateinsurancesystem.com
Because they think they will.
Sounds simple, but it's true.Several national studies have revealed the following statisticsabout why salespeople fail:
- 15% improper training in sales skills
- 20% poor verbal and written skills
- 15% poor or problematic boss
- 50% attitude
The good news is if you simply change your attitude from anegative to a positive one, you have improved your probability ofsuccess 50%.
Earl Nightingale affirms this very thought when hesays: "We become what we think about."So, how do you change your attitude from negative to positive,from failure to success? It's really rather easy. All you have todo is follow these 7 guidelines:-->
Remember it's no one's fault but your own when something goeswrong...you always have (and had) a choice.-->
Ignore the junk news - work on a worthwhile project, make aplan or do something to enhance your life.--> For one year read only positive books and materials.--> Look for the silver lining when something goes wrong.-->
Listen to positive attitude tapes and attend seminars.-->
Ignore people who you tell you "you can't" or try to discourageyou.-->
Check your language - is it half full or half empty, partlysunny or cloudy?
Avoid why, can't and won't!
http://www.ultimateinsurancesystem.com
Monday, June 20, 2005
5 Steps to a Marketing Plan
5 Steps to a Marketing Plan
Have clear and concise goals that you're excited about achievingThe first step to any marketing plan requires setting measurable goals and objectives. Ask yourself - where are you now, and where do you want to be in a year? In 5 years?
Now that you have a vision of the gap between where you are and where you want to be, ask yourself what has been preventing you from accomplishing those goals. Are you closer to achieving them than when you first started or do you feel that you have a mental block - perhaps they seem too overwhelming or impossible? Do you believe they are possible to achieve? Honestly ask yourself if you are strongly committed to making those goals a reality.
What's most important for any goal or objective is that you strongly feel that it is possible for you to accomplish it. If you don't feel you can achieve it, you will find that you fight yourself instead of believing in yourself and you will make it all the more difficult for you. On the other hand, if you believe in your ability to achieve your goals, you will be enthusiastic and passionate, and this attitude will resonate throughout your work. Yes, the power of positive thinking does wonders!
What do you do well & what could you improve?
Take out a piece of paper and a pen and jot down the activities you are currently doing in your career that have been successful for you. Elaborate on them as if you were describing your process to a newcomer in the field. Now, of these activities, are there any that you can improve upon? If so, what specifically can you do to make them better? In addition, now write down all the activities you do or have done that don't work well for you. Elaborate on what you think went wrong and why. Be honest with yourself.
Look at what competitors and top producers are doing
You probably have a routine that you follow to find prospects, convert them to clients and service them. This may be something you formulated in your first 1-3 years as an agent, or you might have adapted it greatly to fit your current situation. Now that you've looked at what you do, look at what some of your competitors do. Do they seem to be doing everything you are? Are they better or worse off than you? Now look to a top agent that you admire. Top producers often work the same amount of time or even less than agents that do 'ok' but they focus on what is most crucial to their business. What do they do and what do they delegate? Where do they focus their time and efforts?
Most top producers have a very efficient system in place - one that focuses on meeting their clients' wants and needs and striving for 100% client satisfaction. The top producers have learned how to leverage what they've learned about their clients to speed up their prospect to client conversion and they spend more time making their client's life easier. Think about how this top producer spends his or her day. How does this differ from yours?
Prioritize & Incorporate
Now that you've brainstormed about what you do and what a top producer probably does, how can you incorporate some of the best practices the top producer does into your own routine? Pick 2-3 activities you believe would increase your income most if you were to incorporate them into your own business practices. Now, how can you schedule them into your routine while still keeping the activities you do best? The key to marketing is to improve upon what you already do well. And replace the things that haven't been working along the way. By making these tradeoffs, in a few months, you'll start to see results. Keep making these kinds of baby steps, and soon, you'll be well on your way to achieving your goals.
Writing The Marketing Plan
Don't forget to document all the changes you want to make! You should schedule when you're going to do what task so you don't forget or go off track. This scheduling should be the foundation for your marketing plan. Marketing plans start with goals and objectives and detail out how exactly you will accomplish each. This involves changing the way you currently market to make the process more efficient. You want to make sure you are focusing on productive activities and spend less time on less effective activities. Outsource the less effective activities if you can. Eventually you will have to if you expect your business to grow, but initially, put them off to the side and focus on what will make you money. This ultimately will revolve around how you can make your current clients happy and how you can more effectively streamline your prospect to client conversion so you have more time to spend with clients.
Effective marketing plans require that you set measurable goals. Even if you are taking baby steps, you can still set mini-goals that by a certain date, you will have worked out the details of this aspect of your plan. 3 months out, you should have X new clients. 6 months out, you should see a decrease in prospect to conversion time of X%. And so on. If you can't measure it, you won't be able to evaluate how well you've stayed on track.
Your marketing plan should cover each and every activity you plan to do for the next month to get you to your goal 12 months out. If you want to earn $200,000 in commission, how many new listings will you need each month? What types of marketing materials will you need? How many sales will you need to close each month? After you've broken it down by month, break it down even further by week. How many postcards or direct mail letters do you need to send out each week? How many networking lunches should you schedule? Where should you take out classified ads?
As you can see, we started at an extremely high level and broke it down it extreme detail. At first your goals may seem daunting, but if you plan everything out and take baby steps to reach mini-goals, soon you'll find yourself well on your way to reaching that salary you always dreamed about.
http://www.ultimateinsurancesystem.com/
Have clear and concise goals that you're excited about achievingThe first step to any marketing plan requires setting measurable goals and objectives. Ask yourself - where are you now, and where do you want to be in a year? In 5 years?
Now that you have a vision of the gap between where you are and where you want to be, ask yourself what has been preventing you from accomplishing those goals. Are you closer to achieving them than when you first started or do you feel that you have a mental block - perhaps they seem too overwhelming or impossible? Do you believe they are possible to achieve? Honestly ask yourself if you are strongly committed to making those goals a reality.
What's most important for any goal or objective is that you strongly feel that it is possible for you to accomplish it. If you don't feel you can achieve it, you will find that you fight yourself instead of believing in yourself and you will make it all the more difficult for you. On the other hand, if you believe in your ability to achieve your goals, you will be enthusiastic and passionate, and this attitude will resonate throughout your work. Yes, the power of positive thinking does wonders!
What do you do well & what could you improve?
Take out a piece of paper and a pen and jot down the activities you are currently doing in your career that have been successful for you. Elaborate on them as if you were describing your process to a newcomer in the field. Now, of these activities, are there any that you can improve upon? If so, what specifically can you do to make them better? In addition, now write down all the activities you do or have done that don't work well for you. Elaborate on what you think went wrong and why. Be honest with yourself.
Look at what competitors and top producers are doing
You probably have a routine that you follow to find prospects, convert them to clients and service them. This may be something you formulated in your first 1-3 years as an agent, or you might have adapted it greatly to fit your current situation. Now that you've looked at what you do, look at what some of your competitors do. Do they seem to be doing everything you are? Are they better or worse off than you? Now look to a top agent that you admire. Top producers often work the same amount of time or even less than agents that do 'ok' but they focus on what is most crucial to their business. What do they do and what do they delegate? Where do they focus their time and efforts?
Most top producers have a very efficient system in place - one that focuses on meeting their clients' wants and needs and striving for 100% client satisfaction. The top producers have learned how to leverage what they've learned about their clients to speed up their prospect to client conversion and they spend more time making their client's life easier. Think about how this top producer spends his or her day. How does this differ from yours?
Prioritize & Incorporate
Now that you've brainstormed about what you do and what a top producer probably does, how can you incorporate some of the best practices the top producer does into your own routine? Pick 2-3 activities you believe would increase your income most if you were to incorporate them into your own business practices. Now, how can you schedule them into your routine while still keeping the activities you do best? The key to marketing is to improve upon what you already do well. And replace the things that haven't been working along the way. By making these tradeoffs, in a few months, you'll start to see results. Keep making these kinds of baby steps, and soon, you'll be well on your way to achieving your goals.
Writing The Marketing Plan
Don't forget to document all the changes you want to make! You should schedule when you're going to do what task so you don't forget or go off track. This scheduling should be the foundation for your marketing plan. Marketing plans start with goals and objectives and detail out how exactly you will accomplish each. This involves changing the way you currently market to make the process more efficient. You want to make sure you are focusing on productive activities and spend less time on less effective activities. Outsource the less effective activities if you can. Eventually you will have to if you expect your business to grow, but initially, put them off to the side and focus on what will make you money. This ultimately will revolve around how you can make your current clients happy and how you can more effectively streamline your prospect to client conversion so you have more time to spend with clients.
Effective marketing plans require that you set measurable goals. Even if you are taking baby steps, you can still set mini-goals that by a certain date, you will have worked out the details of this aspect of your plan. 3 months out, you should have X new clients. 6 months out, you should see a decrease in prospect to conversion time of X%. And so on. If you can't measure it, you won't be able to evaluate how well you've stayed on track.
Your marketing plan should cover each and every activity you plan to do for the next month to get you to your goal 12 months out. If you want to earn $200,000 in commission, how many new listings will you need each month? What types of marketing materials will you need? How many sales will you need to close each month? After you've broken it down by month, break it down even further by week. How many postcards or direct mail letters do you need to send out each week? How many networking lunches should you schedule? Where should you take out classified ads?
As you can see, we started at an extremely high level and broke it down it extreme detail. At first your goals may seem daunting, but if you plan everything out and take baby steps to reach mini-goals, soon you'll find yourself well on your way to reaching that salary you always dreamed about.
http://www.ultimateinsurancesystem.com/
