Advanced Body Language For Insurance Agents – The Body Language Laws

By keeping the Body Language Laws in mind, you'll find it much easier to engage in the nonverbal and body language communication that keeps you selling more each year. Law # 1: You can not communicate nonverbally: Even if you choose to just stand there motionless, you are communicating that you do not want to…

By keeping the Body Language Laws in mind, you'll find it much easier to engage in the nonverbal and body language communication that keeps you selling more each year.

Law # 1: You can not communicate nonverbally: Even if you choose to just stand there motionless, you are communicating that you do not want to communicate. Stop thinking in terms of neutrality; you are either communicating something useful for the context, or not so useful.

Law # 2: The Frame determines the game: People are always asking me “What does it mean when someone crosses their arms, blinks rapidly, etc.?” The meaning changes with the context or the situation. Crossed arms by an audience member in a seminar room may simply mean that they are cold. The same gesture by that person when meeting someone new may mean that they are uncomfortable and not overly receptive to new information. To accurately read the body language of someone else, you always have to consider the context, or the frame within which it is occurring.

Law # 3: You can read body language more accurately in clusters: The fact that someone was blinking excessively when they said something could certainly be a sign of deception. However, it may also have been that their allergies were particularly bad on that day. If you watched them talk about the same thing, three different times, and they only blinked excessively one of those times, then chances are good that they were not being deceptive. At the very least, you will not be able to accurately determine whether they were being deceptive, or not, based on their eye blink rate. Look for the signs in clusters.

Law # 4: The little things can be BIG things when you can spot them: Even people who are somewhat trained in the art of concealing their emotions will “leak” their true feelings when you know what to look for. Paul Ekman pioneered this area of ​​facial expressions and calls them “microexpressions.” Lasting, in some instances, only hundredths of a second, to all but the trained eye they go unnoticed. However, when you have trained yourself to see them, these “microexpressions” can give you a real leg up when it comes to reading the real intentions and feelings of others.

Law # 5: Body language exposures the gap between what they are saying and what they really feel: Politicians are notorious for saying one thing with their words, and something quite different, or quite the opposite with their body language. But they are not alone. We do the same thing when we tell someone we'd really love to come to their party, when in reality, we have no desire whatsoever. If you tell a prospect something that you do not yet believe yourself, you'll be “leaking” your true feelings nonverbally in most cases. Being able to detect this in others is only one half of the equation; the other half is learning to use it to your advantage with your own communication.

© Copyright 2008-Vincent Harris-All Rights Reserved.

Advanced Body Language For Insurance Agents – More on Head Nods

Having established the importance of head nods in a previous article, let's now get more specific. Stephen Covey included “Seek first to understand, then to be understood” as one of his 7 Habit's of High Effective people for one good reason; every man, woman and child wants to be heard, acknowledged and accepted. When you…

Having established the importance of head nods in a previous article, let's now get more specific. Stephen Covey included “Seek first to understand, then to be understood” as one of his 7 Habit's of High Effective people for one good reason; every man, woman and child wants to be heard, acknowledged and accepted. When you are with your prospect for the first time, you can rest comfortably knowing one thing is certain-they have not been getting the full attention of the other people in their life. You know this from your own experience. This is why matters occur so easily. It's not that people want to hurt the feelings of their spouse, but after 5,10, or 15 years of coming home at the end of their day, excitedly telling their cousin about something that was important to them, only to have their spouse never look up from the newspaper or television, what can happen now is quite predictable.

They have a chance to meet with the soon to be Mr. Egypt “Right”; they quickly become Mr. Egypt “Right” simply because they hang on every word this person speaks-they give them their full attention. The craving for this is so incredible, that many people will allow their family to be torn apart, just so they can get their “fix” of having someone utter and complete attention- and the statistics and research on this are overwhelmingly conclusive.

So, is it possible, then, that one of the things you can do to sell more insurance, is to learn how to give people, really give people, your full undivided attention? The answer would be “Yes!”

Here's one simple, but oh so powerful way to do just that.

When the other person is talking, slowly nod your head 3 times about every 30-40 seconds. It is very important to nod slowly; nodding quickly can be useful in certain situations- but not here. Nodding quickly here will cause you problems.

A slow head nod, in a series of three nods, says to the other person “I am hearing and processing every word you say!” You might want to consider, that when you are nodding slowly, you are most likely the only person in their life that is communicating this message.

Here's a dandy little side benefit of this, and it could arguably be the primary benefit of this technique. Because head nods are so hardwired in our nervous system for positive thoughts and feelings, nodding like this will literally cause you to experience more profound feelings of “like” for the prospect. This will automatically create more congruent body language on our part- body language they'll process unconsciously.

As you find yourself nodding in this fashion when listening to your next prospect, do not be too surprised if you also find them to be much more agreeable.

© Copyright 2008- Vincent Harris-All Rights Reserved.

Who Else Wants to Get Rich Slowly Selling Insurance?

Unfortunately, many producers enter the business with dollar signs in their eyes. It is not because you're greedy or afraid of hard work. You've been told some tall tales by industry representatives hunting for fresh bait. That's ok. You're an adult and you can face the truth. Knowing the truth you have to conduct yourself…

Unfortunately, many producers enter the business with dollar signs in their eyes. It is not because you're greedy or afraid of hard work. You've been told some tall tales by industry representatives hunting for fresh bait.

That's ok. You're an adult and you can face the truth. Knowing the truth you have to conduct yourself accordingly so you achieve the success you want.

Unless you properly prepare from the start you will not get rich quick, and you are not likely to survive. Even when you do prepare you can expect things to start rather slowly and then build. It's up to you to have the systems in place that keep your momentum going.

So how do you properly prepare? Yes, you have to have the proper licenses before you can even talk to anyone about insurance. But that's the least of your worries.

You only get to sell insurance when you can secure appointments with people who will buy. You can only secure appointments with buyers when you know how to get their attention and make them curious. You can only grab their attention when you communicate the right things to them.

The right communications do not talk about you, and they do not talk about insurance products or financial instruments. The right communications talk about the things those buyers are already talking about. Plus the right communications talk about those things the way those buyers talk about them not the way the insurance industry talks about them.

But how do you know how to develop communications that do the job you need them to do, produce highly qualified prospects? You discover how to develop those communications by knowing your buyers so well that they consider you one of them even if you're not. That takes some upfront work on your part.

The secret to getting rich slowly is putting your focus on the right things at the right time. That means the first thing you should focus on is selecting and delving into a group of buyers until you know them like old friends. Then, and only then, will you be able to develop systems to produce highly qualified prospects on-demand. Discovering how to effectively market yourself ensures you consistently have people to sell to.

Developing the Sales Insurance Scorecard

If there is one aspect that is very heard to manage in a company, it would actually be the sales force. This is because there are just so many aspects to consider here. But when you place this into context of insurance companies, then the task becomes all the more confusing and daunting. Thus, you…

If there is one aspect that is very heard to manage in a company, it would actually be the sales force. This is because there are just so many aspects to consider here. But when you place this into context of insurance companies, then the task becomes all the more confusing and daunting. Thus, you can expect to have a bit of difficulty when you are ploting your sales insurance scorecard. And this scorecard would have complied of KPIs or key performance indicators.

Now, a lot of people do not really think that a scorecard is really needed when it comes to measuring sales in insurance companies. But if you really think about it, it is inevitable to measure the sales performance of any company. And what more if this particular company belongs to the industry of insurance companies? After all, insurance companies do sell policies and packages to individuals and corporations all over the world. Thus, it would really make sense to measure how the insurance company is performing in terms of sales.

However, just like in any other industry, it is not really that easy to come up with a scorecard that measures the sales performance of insurance companies. The better way to do this is then to find the appropriate KPIs to use. Make sure to choose a few relevant KPIs to include on your scorecard. This way, you can effectively avoid the presence of too many KPIs, since this would just make interpretation and analysis more confusing.

These KPIs can be grouped into four perspectives, and this is actually the common practice of a lot of insurance companies. These four perspectives include Financial, Operational, Customer Service, and Education and Training.

The financial perspective is actually helpful in the evaluation of the financial aspects of the insurance company. The commonly used KPIs here include incentives as salary percentage, annual salary, percentage increase in training costs, and increase in profit per sales executive.

The operational perspective, on the other hand, focuses on the operations of the sales force. All aspects relating to operations would be grouped under this particular perspective. The commonly used KPIs include percentage of policies sold, percentage of policies renewed, percentage of policy lapses of missed payments, percentage decrease in employee turnover, and number of sales targets achieved.

As for the customer service perspective, KPIs can include the number of customer-focused products developed, the percentage decrease in customer complaints, the percentage of policies upgradated, and the number of referrals that are generated from existing customers.

The education and training perspective, meanwhile, pertains to the steps that are taken by the insurance company towards the improvement of the sales force's efficiency. Of course, you can not expect an insurance company to forego investing on educating and training their existing employees. This is because all employees do need supplementary training from time to time. The commonly used KPIs here include number of motivational training sessions, number of training sessions, number of brainstorming sessions, number of feedback initiatives introduced, and so many more.

Selling Insurance Prospects That Think They Know it All

Danger Zone: Your prospect tells you what they want; you had better realize you have a real problem. To a new newer agent, they think this is an ideal selling situation. They feel they can give a short presentation and quickly grab the sale, a no miss situation. The experience insurance agent knows that this…

Danger Zone: Your prospect tells you what they want; you had better realize you have a real problem. To a new newer agent, they think this is an ideal selling situation. They feel they can give a short presentation and quickly grab the sale, a no miss situation. The experience insurance agent knows that this client is a “hot potato”, and could easily be burned. Find out why this situation needs to be cooled down.

I recently read an article that started out “insurance agents are professionals”. If this were true, why would 85% of “professional agents” be leaving the insurance business before before 18 months. They simply do not have either the selling skills to survive, enough clients to see, or guidance to making survival possible. The agent of over 4 years of experience usually has learned this and much more. To be a professional sales agent you must know what emotions motivate your prospects to buy, and to have the self-confidence to take control of the situation.

This same “expert” wrists “As a client you have a right to ask an insurance agent to tell you the amount of commission he or she receives for selling you one product or another.” The answer certainly concurrently the insurance agent nor the insurance prospect. For example, a stumbling rookie agent may receive 55% commission to sell the life policy. An experienced agent may receive 70% to sell the same life policy. To top it off the independent professional sales agent receives 90% for the same type policy. Most prospects and I would rather be sold by the professional sales agent. The professional sales agent is going to know what the client needs, and handle that need properly. This “expert” author needs to learn that insurance prospects do not know what they want. It takes the professional sales agent to find the proper need that the prospect needs filled.

YOUR TOUGHEST PROSPECT This is the prospect that thinks they know exactly what he wants. He has researched the insurance market, may have already checked out pricing, and thinks he knows the key benefits. This shopping prospect may have been looking for 2 months before you have your shot. Beware; This is not an easy buyer, as a new agent might think. The experienced or professional sales agent knows that the end result policy sold may be a completely different policy or have unique provisions.

Picture yourself considering a new car purchase. You determine the style, price range, and often the vehicle, dealership, price you will pay, and the car features you want. You Really Do not Know What You Want if a professional sales agent gets you at the 1st or 3rd dealership you visit. Personally, I always deal only with the sales manager (who makes the most commission, yet gives the best price). How often has the color, price, features, and vehicle changed from when you met the pro. You are a tough cookie to sell. Likewise you know it all prospect is often a tough sell.

THE KEY TO MAKING YOUR SALE You must give your prospects what they need, not what they want! Inquire, “What do you feel is the best feature of this plan?” followed by “which of your needs would it solve the best?” Remember you must forget the key emotion your prospect has. Now that it is achieved, you must re-mold your client and the product to satisfy that key emotion. If your prospect will not open up, and give you the key emotion, you do not have a prospect. You need to have a professional sales agent, otherwise quit insurance sales and become a retail salesperson. For selling insurance prospects, you do not need shoppers.

Insurance Marketing in a Down Economy? 3 Deadly Mistakes Insurance Agents Make in a Recession Part 3

How you can THRIVE During A Recession? Insurance marketing is the foundation for you to build your insurance agency. And in part 2 of this 3 part series I talked about what you need to use as the mortar to hold your insurance agency together. So now lets cover the third Biggest mistake made by…

How you can THRIVE During A Recession?

Insurance marketing is the foundation for you to build your insurance agency. And in part 2 of this 3 part series I talked about what you need to use as the mortar to hold your insurance agency together.

So now lets cover the third Biggest mistake made by insurance agents in a down economy.

Big Mistake number 3 is Thinking that the recession is reducing your clients spending power. This is dangerous for several reasons, but the glaring reason this thinking is a mistake is you will not offer coverage and protection according to the clients real needs because you may think they can not afford it. The truth is they can not afford not to have it especially during a dip in th economy.

Another reason this is big mistake number three is this thinking is off base because reduced spending is really inflation and that is not a real concern for the USA due to the fact that we have such a global economy. In shot, The pain from the Jimmy Carter era will not revisit the USA. Beside, when you study history you would be shocked to discover the amount of money spent on entertainment during recessions. Why is that important to you? Because this fact should help you plan effective insurance marketing. Here is what I am talking about.

Since entertainment racks so high for your clients you should have your insurance marketing machine tuned into this. Plus, the fact that so much money is spent on entertainment in a down economy gives you some insight into how your clients think. In other words, most of your clients will want to escape from the perceived challenges facing them and that is why entertainment always is a booming market during a recession. Entertainment gives them something different. A bright spot in an other-wise perceived gloomy situation. This why big mistake number 2 is so important not to commit.

Your clients are just like everyone else in a lot of ways. And this need for escape is an ongoing social phenomenon that increases in down economies. This is what they value and that is why your insurance marketing is so vital because If your clients are getting what they deem to be value from your insurance agency then even in a recession they will pay money.

Let me clarify something. I am not saying that you have to be Disneyland and be entertaining, but I am saying that you can not afford to be boring. I covered the danger of cycling insurance marketing in a different article.

Let me give you an example. I have a question for you. What is your Unique Selling Proposition? (USP). What separates you from the guy or gal a couple of doors over? (And if your answer to this question is only product difference then you have got BIG problems because companies will always be changing their products and certain coverage will always be here today and gone tomorrow ) And is your USP based on what you feel is important or was it arrived at by determining what your clients deem to be important?

Basing your difference solely on the product is the foundation for the dead end death road of becoming a commodity.

In summary, there are some businesses that will certainly be negatively affected by a recession, but a properly informed agency taking proper actions can not only survive a recession, but it can thrive in a recession.

Insurance Marketing in a Down Economy? 3 Deadly Mistakes Insurance Agents Make in a Recession Part 2

How you can THRIVE During A Recession? Insurance marketing is the key to any insurance agency's survival. And in part 1 of this three part series I covered the number one biggest mistake insurance marketing mistake most insurance agents make in a down economy. So now lets cover the number 2 Biggest mistake made by…

How you can THRIVE During A Recession?

Insurance marketing is the key to any insurance agency's survival. And in part 1 of this three part series I covered the number one biggest mistake insurance marketing mistake most insurance agents make in a down economy.

So now lets cover the number 2 Biggest mistake made by insurance agents in a down economy.

But first let me say that this BIG mistake is something that most insurance agents make even in a good economy and probably one of the largest leverage points I personally used when I built insurance agencies from scratch.

What is the number 2 largest insurance marketing mistake?

The mistake is Not staying in touch with your clients on an ongoing relationship consistent with several types of media and NOT always in a sales motion.

This is a HUGE insurance marketing mistake that far too many insurance agents make. Why is this so important?

Here is an analogy, think of your insurance agency as a brick building and each client represents a brick. Your ongoing, consistent insurance marketing is the communication that is the mortar that keeps the bricks together. And there are several forces trying to separate the bricks and bring your insurance agency tumbling down. I need not name all of the competition that insurance agents face, but one of the minority constant forces blowing against your agency during a recession is the media.

That is why your insurance marketing machine must stay in touch with your clients. Because you must combat not only the onlaught of the competitions constant poaching of your insurance agency, but you MUST beat down the medias slanted view on the economy. Here is the bottom line. The media loves negative news. Period.

Always has and always will. Why? Well, you would be ignorant to think that it has anything to do with reporting the truth. Truth is way down the totem pole as far as what they are wanting in a story, but the reason they love to promote negative news is one thing and that is it sells. Period.

It is one of those pervasive peculiarities of humanity. We all gawk at an accident and it is no wonder the National Inquirer is the number one selling newspaper and has been for years! (If you do not believe me then look it up. I know, shock, gasp, despair – but true).

So you must use your insurance marketing to stay in touch with you clients on an ongoing regulatory manner using several types of media and the reason you must use certain types of media is because your clients have a short attention span and they get bored faster than a 3 year old watching Hamlet.

Plus, some of them prefer to read, some prefer to listen, some prefer the combination so you must be sure to fill your clients heads with positive counter acting information to overcome and inoculate them from the infectious disease being spread by the negative media. And you must use your insurance marketing to touch base with your clients not only in a consistent fashion, but probably of even more importance you must NOT be trying to sell them in every communication.

So if you are one of the 97 percent of insurance agents who have clients that only hear from you when there is a bill or when you want to sell them something then this is your wake up call.

I hope you have found this information helpful, but more importantly I hope you use this information to implement an insurance marketing system to help you grow your insurance agency.

Advanced Body Language For Insurance Agents – Pitch of Voice

When famed radio announcer Paul Harvey renewed his contract a few years ago, it was reported that he signed a 10 year, one hundred million dollar agreement. Why? Because the number of people that tune into his show each day was worth that much to advertisers. But let's look a little closer. Why does Paul…

When famed radio announcer Paul Harvey renewed his contract a few years ago, it was reported that he signed a 10 year, one hundred million dollar agreement. Why? Because the number of people that tune into his show each day was worth that much to advertisers. But let's look a little closer. Why does Paul Harvey have such a following? Is he incredibly handsome? Did you know that most of his listeners- even those that have listened for 20 years or more-have no idea what he looks like?

One of the core reasons Paul Harvey has such a following being can be found in the way he uses his voice. While there are several variables to discuss regarding vocal qualities, I'm going to focus on voice pitch for now.

First, you'll remember that most nonverbal and body language communication impacts people outside of their conscious awareness. This is what makes it so powerful.

When we speak using a low pitch (both men and women), we send signals of dominance. For men, low pitch is also perceived as being more handsome and attractive, affable and influential.
High pitched signals, however, portfolio insecure, and in some contexts enjoyment. When we are feeling tense, anxious or stressed out, our throat tenses as well, and as a result, our pitch rises when we speak. As previously mentioned this also occurs when we are happy or excited about something.

The real challenge here is that by default, many listeners will perceive the high pitched voice with someone who is lying or nervous about what they are saying, and will find the speaker far less persuasive and influential.

The area of ​​the brain that processes sound, and the area of ​​the brain that processes feelings actually have a reasonable amount of overlap. In this sense, sounds and feelings are really not all that much different.

You may recall the “bad” feeling created in your body from simply hearing (and in some cases just think about) someone scraping their fingernails down a chalkboard. This is the overlap between the audit cortex and the kinesthetic cortex at work. The sound you heard actually created a feeling too.

Use this example as a reminder that you are always showering other people with sound waves-sound waves that are either creating feelings that they find enjoyable, or feelings they do not.

The feelings they experience while considering a policy will become linked to the policy, you, and the company you represent.

If you were to (please do not do this to anyone you love) sound off an air horn every time someone took a bite of their favorite food, in a relatively short period of time, they would find the food repulsive. This is Pavlovian conditioning at it best.

Here are some helpful tips for more easily speaking in low pitched voice:

Drink something warm, like warm water or tea just before meeting your prospect or client, and avoid drinking anything cold. Cold drinks constrict and tighten the vocal cords; warm drinks loosen and relax them.

Several times each day, place your hand on your chest and speak. Keeping shifting your pitch lower until you can feel your chest vibrate slightly. High pitched or nasal votes will vibrate the facial bones or throat.

Relax your entire body. A tense body translates into a tense, thus higher pitched voice.
As you begin to appropriately use a lower pitched voice, you'll find any resistance to your message getting lower as well.

Advanced Body Language – Head Nods and Culture For Insurance Agents

A valuable tool for quietly influencing others is nodding your head. When we are in agreement with what others are saying, most of us automatically move our head up and down to varying degrees. At times, our nods may be so subtle that we are not even aware of them-and neither will the person we…

A valuable tool for quietly influencing others is nodding your head. When we are in agreement with what others are saying, most of us automatically move our head up and down to varying degrees. At times, our nods may be so subtle that we are not even aware of them-and neither will the person we are talking to. Yet, as is the case with so much of our communication, others will detect our head nods on an unconscious level.

The head nod, or variations of it almost universally send signals of agreement. In Japan, the bow is a gesture that demonstrates submissiveness, with the level of submissiveness being indicated by how low someone chooses to bow. Interestingly enough, the head nod has its roots in the bow.

Even though this article was written for insurance agents, sometimes it's easier to observe or talk about the structure of something in a more universal setting.

The hospital setting provides a great context for how important a head nod can be, and who it will affect the most.

A nod is not a nod. If, for example, you had as a patient, someone from India, they would probably use a gentle rocking of their head from side to side to show agreement, or say “Yes.” You may be able to see where this could present a problem to the unavaware nurse; in the United States we typically use this movement as a nonverbal message of “Maybe.”

Pretend for a moment that your Indian patient has now been discharged, and admitted to the same bed is someone from Japan. While a head nod from the Japanese does mean “Yes”, it does not need to mean “Yes, you are right-I agree.” In this case, the message that is being sent is communicating “Yes, I hear what you are saying.” I think you'll agree there is a big difference between someone listening what you say, and someone agreeing with what you say.

Want even more confusion thrown into the mix? A Bulgarian patient will use the same gesture we use to communicate “No”, or what we call shaking our head, to nonverbally communicate a “Yes.” Arab's will use one sudden upward movement of their head

Now, here in the United States, even when you have patients from other cultures, many of them will have become acculturated to the nonverbal gestures and movements of North America. Therefore, with the majority of your patients from other cultures or countries, you'll be able to successfully communicate nonverbally using the body language commonly used by most North American's.

Are you already beginning to see how you could use this in your presentations of, for example, a Long Term Care policy?

How many more sales would you close by employing strategies such as this when communicating with others?

Stay tuned, I'll have a great deal more for you soon!

© Copyright 2008- Vincent Harris- All Rights Reserved.

Insurance Marketing Not Working? A Common Mistake Made by Most Insurance Agents

If your insurance marketing is not working there could be several reasons for the paltry results, but a very common mistake that most agents make is that their marketing is boring. If you do not know what I mean when I say boring, then you could use the 10 Step Insurance Marketing BS Test. And…

If your insurance marketing is not working there could be several reasons for the paltry results, but a very common mistake that most agents make is that their marketing is boring.

If you do not know what I mean when I say boring, then you could use the 10 Step Insurance Marketing BS Test. And just for the record, the BS stands for Boring Stuff. (You believe that Right?)

As a test, you should go read your last insurance marketing piece that you sent out and and apply the first four questions of the test to see if your insurance marketing could be suffering from the unforgivable sin of being boring:

1. Other than a policy feature that you may provide what can you find in your insurance marketing letter that is unique in the market place?

2. What type of Personality Infusion (PITM) did you employ? This means was there anything in the insurance marketing piece to create some kind of bonding to you or your agency because you disclosed or related to your prospect in a personal manner -or was it all just a sterile feature, benefit pitch?

3. Was the insurance marketing piece either a pretty glossy corporate like all the other incestuous types of brochure pieces or was it a black and white plain vanilla from the 1950s Ozzie and Harriet or Leave It To Beaver style marketing piece.

4. Other than sending a business card or a magnetic business card (which is better than the hum drum business cards we have all used in the past) was there anything in the insurance marketing piece that would have staying power or reason for the prospect to not walk over to the trash can and glibly drop your insurance marketing mailer along with the other received useless trash.

If you have failed the test after the first 4 questions then do not feel bad because most small business owners fail this test. But the good news is it is easy to correct most of this challenge and even without specialized training.

For example, the challenge of not being boring is something that we all know intuitively, but it seems we do not apply this knowledge to our insurance marketing. But just think about this for a second: When you sort your mail, where do you sort it?

If your answer was over the trash can or right by the trash can then you are just like 97 percent of us who sort the mail over the trash can. So you MUST first over this truth by applying simple tactics that work on yourself. So once again, what makes you NOT through something away?

There are tons of proven methods and tactics that I teach and you could apply to help make sure the mail does not get thrown away. One way to solve this puzzle is to do your own case study. It will be easy, all you have to do is the next time you have mail simply try to figure out what stops you from throwing mail away. But once you figure out what makes you not throw something away then you have to be sure that when your prospect opens the mail that they first of all read it. And second of all do what you want them to do as a result of reading it.

So in summary, the entire domino effect or positive chain reaction effect begins by NOT allowing your insurance marketing piece to be thrown away, and hopefully tumbles forward to the logical conclusion of taking the proper action you desire in your insurance marketing piece.

It boils down to this: Boring stuff gets thrown away.

You MUST face the fact that We live in an entertainment world whether you like it or not and the 100 percent best offer available in the world that is lying in the bottom of your prospects trash can because it was about as exciting as watching paint dry will loose to a lesser insurance marketing offer that engages the prospects attention and is exciting enough to hold their attention and moves them emotionally to take proper action and buy the offer.

To be boring, or not to be boring. That is NEVER a question!