Creative Marketing Annuities – It’s All About the Relationship!

You have the lead, an appointment is made, now what? Most agents can not wait to pitch a product and tell the prospect about it. Selling product is the very worst way of becoming successful in the annuity business. Selling product is taking orders; order takers work at the bank, annuity salesperson's becoming financially independent.…

You have the lead, an appointment is made, now what? Most agents can not wait to pitch a product and tell the prospect about it. Selling product is the very worst way of becoming successful in the annuity business. Selling product is taking orders; order takers work at the bank, annuity salesperson's becoming financially independent.

Building a relationship with a prospect begins by building trust. Trust begins by being transparent and honest. It does not one good to be anything else but truthful. Prospects do not want product, they want trust.

Here are some tips for beginning to build trust.

1. Honesty is the best policy. Allow the prospect to get to know you by only being truthful.

2. A “Hot Product” interests no one. As an example, if I am interested in a new Pickup Truck and the salesperson only wants to sell me a convertible, what do you think will happen? Building trust is about understanding how someone feels and learning what their goals are.

3. Instead of a product approach, try a concept approach and speak in generalities. An example could be about the prospect's IRA. “Did you know you can leave your IRA to your children?” Concepts build trust and trying to jump to a solution prior to understanding the needs and goals is a prescription for disaster.

Trust transfers to relationships. Once trust is established the relationship can expand and grow.

1. Building relationships also means delivering value. Long term relationships are always based on value. One tool I is my “Leave Behind” book. I make this book on my copy machine; package it in a 3-ring folder and freely give it away. It is a collection of basic information about issues of interest in my target market. These could include probate and will information, investment basics information etc. It is about giving something that can deliver value with no strings attached.

2. Time. Always respect your prospects time and never be late. If being late is unavoidable, call and tell them, even if it is only 5 minutes. Respecting a prospects time is respecting them and relationships are grown and strengthened with respect.

3. Sincerity and patience is a key to building relationships. If you feel your products are the answer but there is hesitation in your prospects decision, take a longer time in completing the sale. Sometimes a little tiny portion to start will allow you to end up with the bigger piece. Take a little and get a lot. I sometimes say, “Mrs. Ones, I know this is a big decision and annuities are not for everyone, so why do not we start with a small annuity and see if it's the right place for your safe and secure money? ” I then start with $ 10,000 or so and never fail to move the funds I originally thought it would be the best choice for her.

Relationships also provide longevity. Longevity is key when your products may not be as strong as a competitor. A sales and marketing slogan goes like this:

“When all things are equal you buy from your friend When all things are not equal, you buy from your friend”

It has been my experience that this statement is true, my clients do business with me because I have earned and earned their trust.

Discover How to Prospect For Annuity Leads – Super Agent Shows You How!

What is a lead really? What guidelines should an agent use to define a reasonable lead? The quality of the lead should be based on two agendas. 1. Can I see them under favorable conditions? Will they visit with me about their personal situation? Will they listen to new and different ideas? Will they be…

What is a lead really? What guidelines should an agent use to define a reasonable lead? The quality of the lead should be based on two agendas.

1. Can I see them under favorable conditions? Will they visit with me about their personal situation? Will they listen to new and different ideas? Will they be honest?

2. Does the prospect fit into my target market for my products? Does it appear they have available capital for my products? Will the benefits my products provide enhancement their financial situation? Their personal situation?

The difference between leads is based on the perception of the prospect. I sue the following lead generation sources to provide the “beginning” relationships with my clients. Each one has value and overall using a mixture of lead generation sources is the safest method of lead marketing

Leads fall into four categories:

1. Information. These leads are originated based on a desire for information. An example would be a direct mail mail offering information about a specific idea or concept such as tax savings on social security etc. Internet leads are also information based and are included in this category. The difference between direct mail leads and the internet is speed in which the agent receives the lead. The sooner the lead is contacted the greater the response success. A direct mail piece may cost $ 400 per 1000 mailers and could provide 20-40 leads but these leads are the weakest because the person requesting information has no knowledge or relationship with the end agent. What may appear to be an inexpensive method could require additional investment to obtain the desired results. The huge benefit direct mail provides is activity, the agent is busy and the result of activity is more opportunities to find qualified prospects then sales.

Farm and Fuzzy . These leads are derived from a close relationship with the prospect in a non threatening situation where group protection is provided, such as a seminar. The prospect can observe the agent and make certain judgments without having to enter into any personal relationships prior to making an appointment commitment.

3. Celebrity. These leads are derived generally from observation by the prospect as to the agent's specialty, such as an agent's radio program. The agent is the expert and therefore an automatic respect is generated.

4. Referral. A referral is an extension of an existing relationship to a new relationship. The difficulty of gaining respect and trust is assisted by the common denominator, the person providing the referral.

None of these lead sources will provide a definite sale and the use of leads to provide sales is essential to the successful agent's career. The cost involved in obtaining leads can be in a direct relationship to the quality of the appointments or first meetings.

For me, activity is the key; I see a large volume of people and base my success on the “Law of Large Numbers.”

Annuity Seminar Selling is Basic to Success in Annuity Sales

Seminar selling is a great way of building relationships with prospects without inviting their personal space. I call these leads “warm and fuzzy” leads. Annuity seminars can be a burden if you spend too much time or money working them. Yes seminars are going to cost you money, but if you hold them at the…

Seminar selling is a great way of building relationships with prospects without inviting their personal space. I call these leads “warm and fuzzy” leads. Annuity seminars can be a burden if you spend too much time or money working them. Yes seminars are going to cost you money, but if you hold them at the right location and under strict guidelines, they can have tremendous results. Use the offer of information as a hook to begin building relationships with prospects. Here are a few tips that I have found to be very effective in holding a successful seminar.

1. Never hold the seminar at a restaurant. The food and environment is too distracting and it will take focus off of your presentation plus it has always seemed to me to be like a bribe. “I will feed you and then sell you,” it just never felt right to me. I have found that the most effective atmosphere to hold a seminar is at a library or large conference room. This will show that you are professional and it will keep distractions at their lowest.

2. When presenting, use this: Problem, solution, benefit. Bring up a general financial problem that your target market can relate. Your seminar should be broadly based on a large number of topics which could have broad appeal to the group as a whole. Give your attendees the opportunity to see you in a private setting but never push an appointment. The greatest success will come from their need to see you because of a topic in the seminar in which it relates to their personal situation.

Consider seminar selling as source for lead generation.

Marketing Annuities – How to Fail

F occusing on selling and not marketing: My very favorite agent quote is very common, it goes like this. “I just want to sell.” Most agents can not wait to tell you about the features of their “hottest” annuity product. The reality is most annuity agents are not marketing at the level they should be…

F occusing on selling and not marketing: My very favorite agent quote is very common, it goes like this. “I just want to sell.” Most agents can not wait to tell you about the features of their “hottest” annuity product. The reality is most annuity agents are not marketing at the level they should be or not marketing at all. Selling is the result of marketing, focusing more on marketing will bring the sales. Set a marketing budget first and all other budget expenses come after it.

Not utilizing a drip system. It is important to sue the good will with your existing clients to glean additional business and quality referrals. A monthly newsletter, an annual phone call, an email announcement can all be used to accomplish this client connection.

Not modernizing your lead generation system. Things wear out, technology evolves tax structures and rates change, things change. If you keep doing the same thing over and over then the results will be the same, old and worn out. Outsourcing lead generation to a professional marketing system could be a smart move.

Stuck in the Oregon Trail. Ruts, ruts from the Oregon Trail are still visible in many locations. The same is true in the annuity business. If you do not keep up with the industry and with changes then you risk the possibility your clients will move beyond you. Each year there are numerous tax changes, demographic changes and investment changes which allow for new selling opportunities.

Attitude. Many agents play the blame game and in doing so move from an aggressive marketing attitude to one where the atmosphere is negative. These situations will expand to other agents, employees and family. Things happen and dealing with those things in a positive manner will work wonders for your bottom line. The largest negative is using market conditions as an excuse for poor sales. Things are always in opposition, if the stock market is down, annuities will provide safety and security.

Value. Failing to provide value to your client base and to your new prospects is a huge mistake. Giving value such as information without strings attach is a solid way of building relationships based on value. Value provides the basis for beginning relationships.

Annuity Leads, What Really is the Definition?

Have you ever asked yourself what really is an annuity lead? An annuity lead is a name of potential buyer that often comes with contact information, income range, age, email address and possibly other basic information. Obtaining the information for your target market by using well thought out methods of lead generation will make your…

Have you ever asked yourself what really is an annuity lead? An annuity lead is a name of potential buyer that often comes with contact information, income range, age, email address and possibly other basic information.

Obtaining the information for your target market by using well thought out methods of lead generation will make your job easier.

So if this is the case then why can not we get our leads from a lead list supplier by merely setting the guidelines for the basic information? Lists can be purchased based on all of the guidelines of your desired target market. It would be cheaper and just think how many names could be purchased for $ 100 ?, $ 1,000?

The answer is simple, without a “hook” there is no basis for building a relationship. I define a hook as a request for information, a reason to contact the prospect.

There is no way to begin building a relationship with a prospect and laying the groundwork to become a client without a reason for the relationship. By using a lead source such as the Internet or direct mail it will allow you to have a constant flow of people who are responding to the information offer.

I always ask the prospect what the reason is that they requested the information and what they hoped to accomplish with it. Usually they will not share this in an honest way so I sue the situation to ask further probing questions. I have also found that leaving the prospect with printed information will be value added when building a relationship.

Marketing Insurance – Be Tough When Marketing Insurance Products – It’s Not That Hard

Annuity sales representatives do not have an easy job unless they understand their role in the sales process. Most agents attempt to offer their services when it should be exactly opposite. I believe the opposite is true, find Cinderella and put the slipper on her foot. In other words, design your target market and focus…

Annuity sales representatives do not have an easy job unless they understand their role in the sales process. Most agents attempt to offer their services when it should be exactly opposite. I believe the opposite is true, find Cinderella and put the slipper on her foot. In other words, design your target market and focus on it.

There are numerous methods in finding leads and I have found that the best way is to sue multiple sources for leads. Many agents send out pre-approach letters and attempt to follow up with a phone call in an attempt to make an appointment. If there was ever a definition of a waste of time, this is it. These people do not want to see you and even if you were lucky enough to set an appointment, chances are it will not be worth your time.

Recently, I saw an agent and his children at the Mall parking lot putting flyers under wind shield wipers which had his contact information and his slogan “Call Dave for the best interest rates in town.” The chances are very remote that this could be effective and worth the effort.

I have found that outsourcing the lead generation effort is a better use of my time. I do so by using internet annuity leads, direct mail and radio. I place my marketing efforts in the hands of those who specialize it lead generation and concentrate on what I do well, seeing people.

Selling annuities is about activity and by removing the basic marketing to a professional as an outsource is smart marketing. Just deal with the leads and see the people.

Stop the Bleeding – How to Keep Your Current Clients Even When Their Premiums Go Up

Many agents dread the anniversary date of their client's insurance policy. They're quit to the potential loss of that client to another agent or broker. But top producers know that it does not have to be that way. Whether you're courting current customers or giving old prospects another twirl, renew time can offer a golden…

Many agents dread the anniversary date of their client's insurance policy. They're quit to the potential loss of that client to another agent or broker.

But top producers know that it does not have to be that way.

Whether you're courting current customers or giving old prospects another twirl, renew time can offer a golden opportunity for additional revenue. A conversation orchestrated with finesse – and good timing – can result in renewable dates that deliver new insurance leads and sales.

Your Best Access to New Customers Are the Ones You Already Have

An upcoming renewal date provides the perfect window to get your current customers on the phone. And if handled well, this can open into a discussion of other products – or even referrals, the best kind of insurance leads.

Of course, the key to approaching either of these subjects is customer service.

You do not want to give your call the telemarketing kiss of death. You also do not want to endanger your good standing with your customer and, in a worst case scenario, annoy them into choosing a different agent. However, with some judicious words, you can actually score points by making your client feel taken care of. Try something like this:

“Hi Carol, this is Jason of BBG Insurance. Your policy's renewal date is coming up. I'm calling to give you an insurance check-up to see how your current plan stacks up in today's market.”

First, this call shows that you have initiative. Second, you put your commitment to service front and center.

Before giving them a chance to move elsewhere, you can answer any questions or problems they may have. Even if they do not have any issues or problems with their current plan, they may give you an opening to bring up other products – or ask for a referral.

If you know for a fact that their promotions have gone up, offer to help them compare other plans. This may mean switching them to a different plan or carrier. The best way to do this is with a multi-carrier insurance quote engine that lets you and your clients compare different plans side by side.

You can also use the end of the conversation as a last opportunity to make sure all their needs are met by asking if they have questions about other services. Alternately, you can use the occasion to let them know that you are available to them as a complete insurance resource. Something like this achieves a good balance between direction and grace:

“Okay, great! I'm so pleased to hear that. Now, keep in mind that if you have any other insurance needs such as life insurance or car insurance, I'd be happy to help you there, too. And of course that goes for anyone you know as well. It is my goal to be as valuable an insurance resource to you as possible. “

Old Prospects: Strike When the Iron's Renewal Date Is Up

Just because a prospect did not sign up for a policy with you a year ago does not mean they will not this year.

They may be unhappy with the policy they chose – or the agent they worked with. Even if they are satisfied with their previous policy or agent, there's a good chance that they've received a notice of a premium increase.

Whatever the reason, their renewal time is your chance to convince them to make a switch. Ah, but how do you make sure they switch to you?

The quick answer is to be the one who gives them options and keeps your offers on their mind at all times.

While this might sound like a magical deed for many agents, it's as easy as clicking a mouse for any agent with email autoresponders. An email autoresponder is a lead nurturing tool that allows agents to program email campaigns up to 12 months out, scheduling them for critical times – such as right before a renewal date.

LeadMiner, one of the top marketing autoresponders in the health insurance industry, even provides seamless integration with a multi-carrier quote engine. This means that you can send emails with updated, custom quotes based on the information your clients originally submitted when they were just insurance leads .

In addition to renewing a prospect's interest, an advanced system such as LeadMiner also notifies you when a prospect or client actually viewed your email and clicked on a link to get updated quotes. This is a clear indication that they have insurance on their mind and are prime candidates for a call or a timely email reminder.

So while you're courting the prospect that got away or getting referrals and new sales from your current customers, do not pass up on renewal time-the potential for new revenue is just too great.

How the Life Insurance Sales Lead Can Grow Your Business

The Internet is the best source for finding life insurance sale leads. There are more than enough choices of where to buy them. The leads, are the consumers who are looking for affordable life insurance that will work with their budget, so they can make their payments. People want to be covered for life but…

The Internet is the best source for finding life insurance sale leads. There are more than enough choices of where to buy them. The leads, are the consumers who are looking for affordable life insurance that will work with their budget, so they can make their payments. People want to be covered for life but they worry about the cost.

The states do not demand that we carry coverage for life and this allows people to put it off and wait for a better day to think about it. When you buy a list of leads you will not be getting these consumers on your list. You will talk to those who are concerned, and seeking a quote to make a decision.

A lead generation company has to do a lot of advertising and then they collect the data to form the demographics of the interested caller. The list should be fresh and no more than a day old. When a person ask for information that they thought they would get from the call they are ready for answers. Waiting very long to call them will cause their interest to drop or they call a different agent.

When you purchase a list you should have the information necessary to prepare for the call. You do not want to sell a policy for a large family to a single person, so offer them only what is appropriate for their income. Trying to hard to sale to those who want to buy will kill the sale. Talk to the person as one who understands they need a plan that fits their lifestyle. They will trust you because you are sensitive to their needs as you being the agent should.

Some of the best leads are still the word of mouth leads. These consumers already have a degree of trust with your product; because their friend is happy with it. Create trust with your customers since this will send you more customers and get sales. The good ole sale spill has hit the floor and can be seen coming. Try the tactics of honesty and up-front information since there is not anything to hide.

When you are looking to increase, your sales simple try a reputable company that sells leads. The list must be fresh in order to catch the consumer while their interest level is still high. The longer they wait to hear from an agent the less interested they become. When a consumer is ready to purchase Life insurance, they will find an agent willing to help them instead of waiting over 24 hours. Those that want to buy the same day will.

When you are skilled, at closing sales, you can hire someone to help with calls; and you finish the call; closing the sale. Some companies offer this service too. They will transfer the call to your phone after they have confirmed the consumer's interest.

You can understand why I say finding a life insurance sales lead is easy. This really comes down to your motivation since the consumer is waiting for an agent to call them, even while you read this article. You have available the source of leads and if you have the expertise to sale your product. Use all these attributes and you should watch your sales grow significantly. Try an insurance lead provider that has experience and the newest technology to get the volume of quality leads you need and start growing today.

Insurance Leads – Discover a Simple Solution That Will Destroy Your Competition

It's simple. It is a basic step to beating your competition. That is why I can not understand why so many agents forget to do this. Even the smartest most diligent agents miss this one. I mean they invest the time and effort needed to carefully select which insurance products they will offer or which…

It's simple. It is a basic step to beating your competition. That is why I can not understand why so many agents forget to do this. Even the smartest most diligent agents miss this one. I mean they invest the time and effort needed to carefully select which insurance products they will offer or which carrier they will work with. They develop a plan and schedule their time, but they forget this step.

Pressing forward they are beginning searching for clients. Friends and family will only take them so far, so they try networking. After passing out hundreds of cards and invest hours upon hours of time, they find that most people are not ready or not interested. The process is slow and painful.

Looking for a better way, they begin to try different marketing tactics . The yellow pages bring little return. Cold calling makes life miserable. Plus there is a ton of regulation to consider. Direct mail is expensive and the internet … well the internet is complicated. Websites, social media sites, landing pages, SEO, SEM, the list goes on and on. An agent can easily get tangled in that web and forget about selling. Rather than trying to conquer the Internet or hire expensive experts, they find companies that offer insurance leads, but quickly become frustrated. Maybe this has happened to you.

Real time internet insurance leads looks like a solution. After all, these are real prospects that are searching online for insurance quotes. They are matched to your criteria, so they are in your target market. You get them in real time, so you know the lead is hot, and with realistic expectations you see that insurance leads offer a good return on investment. Sounds like the perfect solution, but …

Here's the problem. Even though you set realistic goals, call every lead right away, offer great policies and are a good sales person, you find you are still not closing enough deals. Competition makes getting the sale difficult. Frustrated you decide that internet leads do not work. Well it could be you have a bad source for leads, but let's look at another reason why this can happen.

It is possible that you missed that first little step. What is it? It is a basic building block. You will know if you have it in place if you can answer one simple question. Ask yourself, “Why should a prospect choose to get a policy with me over anyone else?”

Finding the answer to that question is a game changer. This is what is known as your unique selling proposition (USP). For some insurance professionals their USP is price, others choose expertise, service, or convenience. Whatever USP you decide to choose, get very clear on exactly what that means. All your processes, communications and sales efforts need to be focused around that USP. By delivering on your USP, you will become outstanding.

Every prospect should immediately see the difference. You will stand out from the masses of agents who compete on price alone because they are perceived by the prospect as average.

Our agency has doubled our sales every month since we first opened in December …. all of our new business is Internet generated “Michael Schrader, Schrader Insurance Agency, Redding, CA (Mr. Schrader stated he gets 90% of his leads from the source I recommend.)

Real time internet insurance leads will deliver as many prospects as you can handle and with your USP in selling will be easier and more enjoyable. The bottom line is you will sell more policies, get more referrals and make more money.

Insurance Agents – How to Compare and Find the Right Insurance Agent For You

When it comes to insurance agents, to get that kind person who will listen intently to your insurance needs, input intensive experience and knowledge to ensure that processing your insurance policy is done on time and paperwork completed perfectly, could be a nightmare. Considering that they too are in business and out to make as…

When it comes to insurance agents, to get that kind person who will listen intently to your insurance needs, input intensive experience and knowledge to ensure that processing your insurance policy is done on time and paperwork completed perfectly, could be a nightmare. Considering that they too are in business and out to make as much as they can, it's not surprising that they may not have your best interest in mind. Neverheless, there exist an insurance agent (s) who measured up to such words as honest, reliable, effective, efficient, experienced knowledgeable and so on.

The question comes in on how to find the right agent. As not real as it may sound, there are right agents. The first thing that you need to consider is the type of insurance cover that you require. If its life insurance, then go ahead and find one that specializes in that area. In that case, they will be much experienced in that area. Secondly, get to know what company they represent, how competitive are their products in comparison to other companies etc. A background research on the insurance agent is also important. You can do this by inquiring from friends, looking for them online, reading through some consumer magazines to see their ratings and sometimes meeting the agent for further questioning.

Another crucible thing that you need to compare different insurance agents is on the financial strength of the companies they represent. How is the company rated by independent parties? Finally, look at their responsibilities or their charges to make sure that you're not over charged. Another important thing to look at is what type of business is the insurance agent? If its captive business, then this means that they only work for a specific company, and therefore, they can not be in a position to understand other insurers' policies. This means they may not get you competitive insurance rates. On the other hand, if the insurance agent is independent, they work for multiple insurers, and they have a better understanding of different policies available with different insurers and then can get you what you in need with much more competitive prices.