<![CDATA[Postema Marketing Group - PMG Power Blog]]>Fri, 12 Feb 2016 23:18:59 -0800Weebly<![CDATA[PMG Power Blog: Which One Are You?]]>Fri, 12 Feb 2016 18:09:19 GMThttp://www.pmg1.com/pmg-power-blog/pmg-power-blog-which-one-are-youBusiness Process
I had the pleasure of attending a terrific industry event last week, and one of my favorite presenters asked a great question…

“Are you an insurance person who happens to be in business… or a business person that happens to be in insurance?”

The audience sat quietly for a moment, a little stunned and bewildered.  

The presenter went on to explain that many agents, even those that are successful individually, could do even better with a deeper understanding of the fundamentals of business. Some have gotten into insurance as a second career or a desire to be their own boss. Some wanted to help people. Others have taken the plunge because they hated their factory job and heard there was good money in financial services.

Whatever the reason, a good number of agents don’t have years of experience or formal education in business. They just don’t. That’s not to say they can’t succeed. Quite the contrary. I know plenty of very successful agents that don’t have formal business training. They battled to the top through hard work, determination, and street smarts. If anything, that’s an even more impressive accomplishment.

However, even the most successful agents could leverage established business principles and strategies to take their businesses to the next level.    

Here’s a quick example: According to a recent study cited in Harvard Business Review, organizations that adopted a formal, repeatable sales process increased revenue by an average of 18%. That’s right, an 18% increase in revenue simply by adopting a repeatable sales process.

That’s pretty impressive, but to tell you the truth… I’ve seen better results in our industry. A lot better.

If you’re wondering if a dose of Business 101 might help give your practice the boost you’ve been looking for… ponder these questions:  

  • Have you established a proactive business strategy designed to leverage your unique strengths to deliver a sustainable advantage over your competition?

  • Have you developed a comprehensive marketing plan, including both short-term prospecting and longer-term brand-building activities?

  • Is your agency a model of operational excellence with well-defined processes for handling new business, responsibly managing client data, and consistently delighting your clients?

  • Have you implemented a documented, repeatable sales process that delivers positive results, but is flexible enough to facilitate continuous improvement?
  • If you’re already doing these things, you know what I’m talking about. I’d love to speak with you. I’d like to hear what you’re doing and how it’s impacted your business.

If you’re not doing these things, find a way to get started. Either do your own homework and take action, or reach out to someone who can help. Our team can certainly do that. We’ve been telling you for years, “You’re not just an agent, you’re a business owner.”

Even if you don’t choose to work with us, I encourage you to work with someone. There’s no shame in asking for help if it contributes to your long-term success.

“An organization's ability to learn, and translate that learning into action rapidly, is the ultimate competitive advantage.” – Jack Welch


P.S. If establishing a repeatable sales process is a priority for you, click here to learn about a simple, but effective way to do just that. 

P.S.S. We have a winner… actually two winners! Chuck C. took the top spot in our new agent iPad promotion, and Tommy A. was the winner of our $350 gift card drawing. Congrats and enjoy, fellas! 
Paul M. Mallett
Written by: Paul M Mallett SVP/COO Postema Marketing Group, LLC
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<![CDATA[PMG Power Blog:  The Unconscious Behavior that Decreases Your Ability to Sell]]>Fri, 05 Feb 2016 20:40:33 GMThttp://www.pmg1.com/pmg-power-blog/pmg-power-blog-the-unconscious-behavior-that-decreases-your-ability-to-sellEmail Addiction
I don’t know about you, but I get a little twitchy when I see unread messages in my inbox. In fact, I often get an overwhelming compulsion to stop everything and check them out immediately.

After all, my prospects might be ready to close the deal. Or, they have an important question I need to answer right away.

Sound familiar? The truth is, most of us do suffer from email addiction. But in reality, what we’re suffering from is dopamine addiction.

Email addiction is a real problem.

I know. I know. I sound pretty smart with all this brain research I’ve been quoting this past year. But, since it’s highly likely that you haven’t been reading the latest neuroscience studies, let me clarify what I mean.  

Dopamine is a brain hormone that starts us seeking — looking out there for something - and keeps us doing it.

If we’re anticipating something AND we’re not sure when it’s coming, our dopamine system is immediately triggered. That’s why we’re compelled to check emails if we’re waiting to hear back from prospects.

Here’s another thing you need to know about our dopamine system. It gets activated when it gets a cue such as a notification or sound.

Like Pavlov’s dogs, we start salivating. We can’t wait a second longer – for whatever it is we’re lusting after. We need to interrupt what we’re doing and find out what just happened.  

Are you killing your sales productivity?

The worst thing is, when dopamine takes control of our brains, our productivity tanks. So does is our mental sharpness.

In one study, Dr. Glen Wilson, a psychiatrist at London University, found that constantly checking emails and texts reduced women’s IQ by 5%.

But for guys it was even worse. They lost 15 IQ points. That’s a whole lot worse than the 4 point fall in IQ that you get from smoking pot.

If you want to be a smarter salesperson – and get more done in less time, then you need to kick the email, or should I say dopamine addiction.

Here are several ways I control mine:

First off, batch your email checking. Set a couple times during the day to look at and respond to emails. Believe me, you won’t lose a deal because it took you an hour to respond.

Secondly, turn off all notifications – on both your computer and cell phone. The bings, the music, the numbers. All of it. This has been a godsend for me. I don’t keep checking things any more. Instead, I keep my focus on the work that needs to get done.

Fortunately, the urges do lessen but it’s an ongoing battle that we have to fight one day at a time. Take a stand. Refuse to let dopamine rule your life. It really does make a difference.
Jill Konrath
Submitted by: Jill Konrath, an internationally recognized sales strategist, a frequent speaker at sales meeting and conferences, and author of three bestselling books, “SNAP Selling,” “Selling to Big Companies,” and “Agile Selling.” For more fresh ideas, visit her website at www.jillkonrath.com. 
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<![CDATA[PMG Power Blog: Procrastination Vacation]]>Fri, 29 Jan 2016 16:31:57 GMThttp://www.pmg1.com/pmg-power-blog/pmg-power-blog-procrastination-vacationProcrastination
As I fumbled to shut off the alarm on my phone this morning, I saw “JANUARY 29th” in big letters across the screen.

How is it the end of January already?!

Typically, January is a slow sales month for me because I struggle to get into the swing of things after the holidays. This year has been no different. Add a business trip on top of the celebrations, and now I’m behind. Very behind.

Unfortunately, this is largely my fault. I’ve procrastinated on a number of things just hoping (even praying) they’d somehow get done without effort on my part. That’s not reality though. It won’t happen.

We all have those tasks, meetings, and projects we procrastinate on, and they loom over us like a dark cloud. Most of the time procrastination causes us more stress as we scramble to get things done at the very last hour before they’re due. Frequently it doesn’t end up being our best work either. At least that’s how it works for me. 

I procrastinate on doing laundry, taking in my dry-cleaning, and occasionally writing my bi-weekly blog. I’m not proud of any of that, and I want to make a conscious effort to improve this aspect of my life.

The best example of how procrastination has hurt me in the last week was for a video I needed to shoot. My staff needed the video to move on with their project, but it kept slipping down on my priority list. In essence, I was procrastinating getting it done. Everything was prepared for the video; I just had to make time to shoot it. It came down to the last day—the last three hours, actually—before the video needed to be done when I finally headed into the green room to shoot it. Low and behold, the camera wouldn’t turn on.

My procrastination on this project set back the rest of my team, and I feel horrible about it. The silver lining is that this was the last push I needed to realize it’s time for a change.

I have made a priority list of the tasks I typically procrastinate on, and I will make an honest effort to end my procrastination once and for all.

What tasks do you procrastinate on daily? Weekly? Monthly?

Download this “Procrastination Vacation” worksheet if you’re guilty of procrastinating like me.

Here’s to a great and productive week ahead!

Dennis M. Postema
Submitted by: Dennis M. Postema, President & CEO of Postema Marketing Group, LLC
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<![CDATA[PMG Power Blog: Say Less, Sell More]]>Fri, 22 Jan 2016 20:05:53 GMThttp://www.pmg1.com/pmg-power-blog/pmg-power-blog-say-less-sell-moreSilence
There’s something I need to tell you.

I know you think you have a closing problem, but the truth is you have a closing your mouth problem. I understand no one has ever told you this before, but you need to hear it. I feel your pain. I’ve struggled with this myself. Believe me, it’s costing you sales, chipping away at your confidence, and forcing you to prospect more than normal.

Don’t beat yourself up too badly though. It’s not all your fault. After all…
  • You’re nervous.
  • You’ve never really been trained properly.
  • You’re not always well prepared for what’s thrown at you.
  • You’re doing the best you can without a well-defined, repeatable sales process.
  • You’re so focused on your product and your pitch, you can’t see what else is happening.
It’s no wonder you’re having problems, right?

Now here’s the good news…

​We can fix this, and it’s actually pretty simple to do once you recognize the problem.

Stick with me here, and before you know it you’ll…
  • Make more personal connections with your clients and prospects.
  • Get people to know, like, and trust you because you let them talk about their favorite person… themselves!
  • Become a whiz at recognizing buying signals.
  • Find a lot more ways to help your clients.

Look, here are nine simple things you can do right now to turn things around faster than you can say “Sign here, please.

  1. Get a coach. Find someone that has been in your shoes and succeeded.

  2. Slow down. Give people a chance to process what you’ve said before throwing more at them.

  3. Ask open-ended questions, and listen. Don’t just wait for your prospect to stop talking.

  4. Write things down. It’s hard to talk and write at the same time, and good notes are always valuable.

  5. Use the power of silence. Let your questions hang in the air until your prospect responds. The longer it takes, the more likely you’ll get a true and complete answer.

  6. Be alert to your prospect’s tone, keywords, and hot and cold buttons.

  7. Become acutely aware of your talk time. If you've rambled on for more than two minutes without a real good reason, stop talking.

  8. Don’t repeat yourself. Try hard to be clear and concise the first time you say something.

  9. Practice listening more and talking less every chance you get at home, with colleagues, and in the field.

You’re going to be blown away by what this will do for your closing ratio. (You can thank me later.)

Say less. Sell more. ‘Nuff said. 
 

P.S. If you’re not sure where to turn for value-packed but affordable coaching, click here.  I’ll hook you up.
Paul M. Mallett
Written by: Paul M Mallett SVP/COO Postema Marketing Group, LLC
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<![CDATA[PMG Power Blog: Give It More Steam...]]>Fri, 15 Jan 2016 20:32:01 GMThttp://www.pmg1.com/pmg-power-blog/pmg-power-blog-give-it-more-steamSteam Engine
If you’re just starting out in a professional or sales career, you’re probably struggling to get things going.
 
If so, take heart.  If you’re doing the right things, it will get much easier as you continue.  You just need to get some momentum going, and momentum is always easier to perpetuate than it is to initiate.
 
My friend Marv used to tell a story at his sales workshops about being taken, as a small boy, to see the steam locomotives as they pulled in and out of Grand Central Station in New York.
 
“Not those sissy diesel engines we have today,” he would say, “These were powerful steam engines.”  Then he would imitate the sound of them and pound on a table to give his audience a sense of the power of these massive machines—particularly through the eyes of a five-year old.
 
Marv’s story ended with a lesson:

_“You could put a one-inch thick steel bar across the tracks where the train was starting, and as big and powerful as the locomotive was, it would not be able to move,” he told his spellbound listeners.  “But let that train get started and put the same steel bar on the tracks a mile out, and that locomotive would slice right through it as if it were made of butter.”
 
Professional and sales careers work the same way.  In the beginning, no matter how powerful you are, it’s a struggle to get over that steel bar.  Some of us don’t make it—and end up in jobs where someone else does the prospecting for clients.  Those who do make it learn to attract clients—first one or two, here and there—and then more and more, from all over, as the train begins moving along the tracks.
 
If you’re still struggling to get over that steel bar, try remembering these four rules:

​1. Always see the opportunities in any situation.  Setbacks are chances to learn.  Failures teach you what doesn’t work.
 
2. Put 100% of yourself into what you’re trying to accomplish.  When you’re working, be 100% at work.  When you’re playing, be 100% at play.  When you’re with a client, be with that client 100%.
 
3. Finish the day before you start it.  Visualize how you want each day to go and spend the day making what you visualized happen.  What you chase after, you will become.
 
4. Be a light in the lives of the people you serve.  You’ll get much more steam from a genuine desire to serve your clients than from a focus on your own needs.
 
As a coach, I help my clients to both initiate and perpetuate their momentum, so that their engines can go pounding down the rails.  I know that once you get going, with a little push, you can be unstoppable.  So even if you’re starting with huffs and puffs, don’t resign to just chugging along—get the steam you need to give, and keep REACHING…


P.S. Dennis Postema, PMG President & CEO, is creating a new program right now to divulge all of the secrets about his proven seven-step sales process that allows him to consistently earn a seven-figure income year after year. Be one of the first to know when it launches in 2016! Just click here…
Sandy Schussel
Submitted by: Sandy Schussel, a sales trainer, author, and speaker who works with financial advisors and insurance producers to help them earn more, work less, and find what's missing in their lives and careers.
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<![CDATA[PMG Power Blog: New Year, New Vision]]>Fri, 08 Jan 2016 19:35:45 GMThttp://www.pmg1.com/pmg-power-blog/pmg-power-blog-new-year-new-visionJen and Dennis Postema in Las Vegas
New Year’s came and went so quickly that I didn’t even have time to prepare. I always know it’s coming, yet every year I feel like it’s here and gone in the blink of an eye. It’s as if no one even notices.

However, on the last day of 2015, I did get to check off an item from my bucket list! I spent New Year’s Eve in Las Vegas with some of my closest friends. I’ve been wanting to make that trip for quite some time, and I figured, “Why not this year?”

To say the least, we will be going back soon!

Anyway, we boarded a plane on December 29th for a four and a half hour flight, so I had a lot of time to think and write. As I sat, with my wife lying next to me, I thought of the upcoming year and how many new and exciting things my team has planned.

I started writing down all the things I needed to get done to get the various projects rolling. Before I knew it, I had pages and pages of notes and ideas; it was like Christmas morning as a child. My energy level sky rocketed, and I had a hard time keeping my thoughts to myself because the New Year is such an exciting time.

As I reflect on the list I made on the plane and the one I already had at the office, I struggle again to contain myself. Thinking about all of the exciting news and new material I’m preparing to release to you in 2016, makes me more eager than ever before to start a new year.

I truly hope you have the same passion and desire for your business as we’re given a fresh start. This is a time for new beginnings, new thoughts, and, most importantly, for happiness. The New Year is also an ideal time to set challenging, yet realistic, goals and aspirations.

If you’re not sure where to start, download my “3-Month Vision” worksheet. It’s one of my favorites because it’s simple and effective.

If you’re already charging full-force into 2016, what new and exciting things do you have planned? Should we be on the lookout for anything? Please share!

Happy New Year and God Bless! 2016 will be the best year yet!

Dennis M. Postema
Submitted by: Dennis M. Postema, President & CEO of Postema Marketing Group, LLC
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<![CDATA[PMG Power Blog: The Lesson of the Seasons]]>Wed, 30 Dec 2015 20:46:53 GMThttp://www.pmg1.com/pmg-power-blog/pmg-power-blog-the-lesson-of-the-seasons2015 seasons
The holidays are now behind us, so it’s time to roll up our sleeves and get down to the business of making 2016 our—and your—best year ever.

I just wrapped up several strategy review sessions with my team. We spent time reflecting on what went well in 2015 (it really was an amazing year), but even more time on our goals and strategies for 2016.

I have to tell you, I am absolutely over the top with excitement over what we have in store for the coming year… and you should be too! Everything we have planned is 100% laser-focused on helping you create the business you’ve always wanted.

As I pondered the changing of the calendar, I was reminded of a story I heard from the late great Jim Rohn. I love new ideas and fresh content as much as the next guy, but there is so much wisdom in the writings of people like Mr. Rohn. His lessons are so practical and powerful, yet so entertaining and engaging.

Anyway… The story I’m referring to is The Lesson of the Seasons.

I suggest you watch or listen to it yourself for maximum effect, but here’s a brief synopsis of the lesson:

Life in business is much like the four seasons. To be successful, you have to understand and accept what you can and cannot change. You can’t change the seasons, but you can change yourself.

Work harder on yourself than you do your job.

If you work hard on your job, you can make a living. If you work hard on yourself, you can make a fortune. Your income is determined by your philosophy, not the economy.

Priceless!

Back to the four seasons analogy…

Winter: It always comes, so be prepared. Difficult times are inevitable. Enjoy your success, but be smart. Take a little extra caution. All it takes is a little bit of carelessness at the wrong time to create big problems. Fortunately, some winters are long and some are short, but they always come to an end.

Spring: The season of opportunity. Seize it quickly, because you don’t know how long it’s going to last. That might be a new strategic relationship, a new product offering, or an influential new client. Always be on the lookout and ready. When the right opportunity presents itself, jump on it with everything you have. A good spring is no guarantee you’ll have a harvest, but it’s an opportunity to plant one. 

Summer:  Summer is the season of nutrition and protection. Nourish and give life to your business like a mother. Protect and defend it like a father. It’s the work of the summer: nourish with one hand and protect with the other. Beware of the thief on the street that’s after your purse, but also beware of the thief in the mind that’s after your promise. Don’t allow negativity to steal your dream. Do the work of summer. Be both optimistic and vigilant. Behold the possibilities and beware of the dangers.

Fall: Harvest time. Life is not designed to give you what you need. It’s designed to give you what you deserve. If you didn’t plant in the spring, nothing comes your way in the fall. Whatever you reap, offer no complaint and no apology. That’s the highest form of maturity. No matter what it is, you can always go back to work in the spring. Spring always follows winter. Another opportunity will come your way.  Also, do wise things with your harvest. Strive for financial independence. Accomplish that as quickly as you can.


Such a great message!


Be prepared because there will always be challenges to overcome. Recognize opportunity quickly, and take action. Be both optimistic and vigilant. Whatever happens, don’t whine or brag. Create financial security for you and your family.
I can’t think of a better way to kick off 2016.

Happy New Year!
 


P.S. If you take this opportunity to prepare for your best year and want to track your goals and progress, click here to download our weekly goal log and monthly assessment sheet.

Paul M. Mallett
Written by: Paul M Mallett SVP/COO Postema Marketing Group, LLC
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<![CDATA[PMG Power Blog: 10 Steps Leading Your Prospect to Yes (or No)]]>Wed, 23 Dec 2015 18:00:41 GMThttp://www.pmg1.com/pmg-power-blog/pmg-power-blog-10-steps-leading-your-prospect-to-yes-or-noProspects
​As you know, a customer’s character and their personality are linked. Did you also know there is a defined psychological process to every sale?
 
Whether it is a small one dollar purchase or a million dollar purchase, research has shown the human brain goes through a 10-step buying process before making every purchase. A greater understanding of each step will help you better serve your prospects and ultimately make more sales.
 
I promise it’s worth your time to really contemplate each of the ten steps and evaluate how you enable your prospects during each phase.

  1. Involuntary Attention: Before a client ever considers buying a policy, their attention must be piqued. This is often done by subtle messages they do not even recognize.

  2. The First Impression: Yes, first impressions do count!  If their first impression of either you or the product isn’t satisfactory, the prospect will move on.

  3. Curiosity: Humans have an instinctual need to explore the unknown. Once their interest is piqued, they tend to look for how else the product can benefit them and/or what else you can offer.

  4. Interest: If you have done your job well thus far, the prospect’s curiosity will turn to interest. This is the stage of the buying game when they begin asking questions and need solid answers.

  5. Consideration: Having had their initial questions answered, your prospects will begin considering the purchase, but only if they see any real value in it.

  6. Imagination: All too often agents and advisors disregard the prospect’s need to imagine themselves using and owning the product. Without this important link they might not think the policy is worth purchasing.

  7. Desire: Seeing themselves use the policy and “wanting” it are two different emotions.  If you can elicit the “want” feeling in your prospect and you have nearly completed the sale.

  8. Deliberation: This is the part of the process when your prospect begins trying to either talk themselves into or out of the purchase.

  9. Decision: Once he or she has all of the facts and can sort through their options, they will make a decision; to buy or not to buy.
  10. Action: After the decision is made; action is necessary. This is what we know as “the close.” 

Keep in mind that some prospects and clients move very quickly through these steps, only taking a few minutes. Others take hours or even days to work their way through each of the ten psychological buying steps necessary to make a final decision.
 
It is your job as an agent or advisor to understand all of the steps and help your prospects work through any roadblocks they may encounter along the way. However, it is vital that you not push them through the process as each and every step is very important. Instead, be a guide in their decision-making process. Mastering this skill will help you exponentially increase your sales and income!
 

 
P.S. Let me know if you’re interested in learning my proven seven-step sales process that has allowed me to consistently earn a seven-figure income year after year. I’m creating a new program right now where I divulge all of my secrets, and you can be the first to know when it launches in 2016! Just click here, and I’ll put your name on the list… 
Dennis Postema
Submitted by: Dennis M. Postema, President & CEO of Postema Marketing Group, LLC
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<![CDATA[PMG Power Blog: How to Quickly Increase Your Life Insurance Sales]]>Fri, 18 Dec 2015 18:57:19 GMThttp://www.pmg1.com/pmg-power-blog/how-to-quickly-increase-your-life-insurance-salesStrong Client Relations
Let's keep this simple and quick.

How long would any company stay in business if their customers didn't keep coming back to buy more?

If you opened a restaurant, clothing store, gas station, dentist office, accounting office, etc., how long would you stay in business if people bought from you only once?

That’s what I thought.

Well, you are running a business, too. If you want to keep your doors open, then you must get repeat sales from your existing clients. It's the quickest, easiest, least expensive and best way to grow your life insurance sales. 

Consider:

  • How many of your existing clients are on track to meet their retirement goals?

  • How many have changed jobs, gotten a pay raise, or refinanced their home and now need more life insurance to protect their family?

  • How many of them have term insurance that could be converted to permanent life insurance?

  • How many of your clients have spouses with little or no life insurance coverage?

  • How many have no disability insurance?
  • How many of them would benefit from having life insurance in their retirement years to replace lost pension and social security income?

The average person buys life insurance seven times throughout their life, and that doesn’t include disability insurance, long term care insurance, or retirement plans.

If you want to grow your business the best and quickest way possible, get more repeat sales.

To help reach your goals, continuously provide information to your existing clients about the above topics and more. Send them a monthly client newsletter, offer them free reports, host educational workshops, and conduct annual reviews. All of these will help people recognize their need, and then you can help them find the money to take action.

An exceptional side benefit of staying in constant contact with your clients is that as you build stronger relationships with them, they will be more inclined to refer you to their family and friends. Which will make your prospecting efforts much easier and save you lots of time and money! 

You can build your life insurance business the hard way by only selling one policy to clients and continue earning a mediocre income year after year. Or, you can grow your life insurance business the easier way... by learning how to consistently get repeat sales!

 
P.S. If your interested in increasing your annuity sales, click here to check out PMG’s exclusive offer on our (The Insurance Pro Shop’s) Annuity Sales Excellence™ training program! Don’t wait though; the deal ends in just four days.
Jeremy Nason
Written by: Jeremy Nason, Marketing & Sales Coach, Speaker, Instructor, Financial Consultant with The Insurance Pro Shop.
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<![CDATA[PMG Power Blog: 13 Killer Facebook Marketing Tips]]>Fri, 11 Dec 2015 16:31:24 GMThttp://www.pmg1.com/pmg-power-blog/pmg-power-blog-13-killer-facebook-marketing-tipsFacebook Marketing
You’ve probably heard me say it before, but I’m going to say it again: A good marketing plan is consistent, persistent, and multichanneled.

Currently, one of my favorite channels to build my personal brand, stay in front of people, and drive traffic to my website is Facebook.

I’ve been collecting unique and powerful Facebook marketing strategies for quite some time now. My master list is always changing as new ideas come to light, but here are a few of my favorites:

  1. Post at unusual times. Everyone posts between 8:00 am and 9:00 pm. If you want to cut through all the noise and be heard, try posting early in the morning or late at night. Believe it or not, 11:00 pm seems to be a real good time.

  2. Use Buzzsumo to select your post topics. This tool is relatively new for me, but it’s absolutely terrific. Type in a keyword, and see what related content is currently performing the best online. What a blessing! 

  3. Engage on Facebook using your business page identity. This is a great idea. Why didn’t I think of it? Use the little arrow in the upper right hand corner of the Facebook page to switch from your personal to your business identity, then go out and engage with the world. Every time you like, share, post, or comment on anything… The world will see and be reminded of your business. Brilliant!

  4. Like, share, and engage with other business page owners. While you’re engaging as your business identity… Engage with other business pages. Better yet, find a business owner or two or twelve that will do the same for you. Whether your businesses are related or not, you will all expand your circles of influence dramatically.

  5. Leverage your blog and other original content. This is fairly obvious, but so powerful. My consumer blog posts generate more Facebook activity and drive more website traffic than anything else I do. If you create it, leverage it! Post the first few lines, an eye-catching image, and a link to your website to read more.

  6. Use your business page as your occupation. This too is pretty new to me, but I think it’s a very cool idea. When you set up your personal Facebook page, you are prompted for your occupation. You can list your business page as your occupation, so everyone that sees your personal profile will instantly know about your business page too. Genius!

  7. Include a call to action. When you post, make a specific request for the reader to do something. Better yet, include a brief statement of benefit to them. Ex: “Subscribe to my monthly newsletter for more powerful strategies to create the retirement of your dreams!”

  8. Include contact info on your cover photo. It’s time to get creative. It’s good to have a cover photo on your business page that reflects your brand, but take it to the next level by integrating your website and phone number into that image. Prospects won’t have to search your page to figure out how to get in touch with you. Modern Business 101: Make it easy for your customers.

  9. Make it personal by signing off on your posts. This is really simple, but creates a more personal connection between you and those that consume your content. Ex: Have a terrific day! - Paul.”

  10. Include a link to your Facebook page in your email signature. Your email program most likely includes a feature to create a personal email signature that is appended to all of your messages. Most people include title, company name, phone, and email, but you can also include a link to your Facebook page.

  11. Explain an insurance coverage. Create a post explaining a certain insurance product, concept, or strategy that people often don't understand. Keep it clear and concise. For maximum impact, do it consistently. I prefer a weekly cadence, but it’s most important to choose something you can do consistently.   

  12. Ask a few friends or colleagues to like your content. This is another very simple and easy thing to do, but so few people actually do it. Just ask a couple of friends to keep an eye out for your content, and click like when they see it. It will expand your circle rapidly, boost your exposure, and encourage others to click too. It’s not a replacement for personal referrals, but it’s still pretty powerful and a whole lot easier. 

  13. Share employee-related events. Facebook users love personal stuff like birthdays, new babies, promotions, and other fun and positive news. It’s a great way to create a more personal connection with your audience and gives them a peek into the kind of business you operate. People want to do business with those they know, like, and trust.

This is just a sample of over 100 powerful Facebook marketing tips I am currently testing and compiling. If you would like to receive the full list when it’s complete, click here to let me know. It’ll be a nice little surprise gift when it shows up in your inbox!


Note: I will undoubtedly hear from a few people that will say, “Facebook stinks! I’ve tried it, and I didn’t generate a single lead! At the risk of sounding like a broken record… remember that marketing and prospecting are not the same thing. Marketing is a long-term proposition, and Facebook marketing is no exception. It’s all about building your brand and raising awareness over time so when your prospects realize they have a need, it’s YOU they think of first.

Prospecting is another matter entirely. If it’s prospecting tips you’re looking for, click here.

Have a great week!

Paul M. Mallett
Written by: Paul M Mallett SVP/COO Postema Marketing Group, LLC
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