1-877-475-2010
Call Joe in Florida
25400 U.S. 19 N, Suite 221
Clearwater, FL 33763
25400 U.S. 19 N, Suite 221
Clearwater, FL 33763
1-877-475-2010
1-877-512-9287
Here in the Midwest, spring has finally sprung, and summer is now knocking on the door. As I write this blog, I’m sitting on my deck on a beautiful evening contemplating all the things I hope to accomplish this summer as it relates to my personal practice. While my wife plans our vacation and several fun weekend trips, my mind is on the things I need to do this summer to keep the revenue flowing.
Finish my new website and update my social media plan Fortunately for me, I don’t currently rely completely on my own website. It’s a good thing too! This project has gone on way too long, and it’s no one’s fault but mine. When we get busy, the urgent has a way of pushing out the important. As soon as the new site is ready, I’ll start using my growing social media presence to drive more traffic to it. The new site will be packed with content and optimized for lead capture.
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A single second. A single thought. A single step.
January 1st, 2015: I was sitting at home pondering what my New Year’s Resolution would be. Then, it hit me. In just six short months, I had gained the twenty pounds I swore I would never see again in my lifetime. I’d like to say some dramatic event caused me to binge eat or that I was too busy to find time to exercise, but the truth was I was just plain lazy. I have never considered myself to be entirely overweight, but I was certainly inching (no pun intended!) toward that border. I was unhappy with myself. I had lost the self confidence I once had, and, overall, I just felt exhausted with life. I decided that day, January 1st, 2015, would be the day I would change my life. And I did. And I did it without some crazy workout plan in mind or purchasing a subscription to a diet plan that was ONLY $400 a month. Instead, I did something so simple any person who is physically able to walk can do. I took one single step. The famous philosopher Lao Tzu was quoted saying, “A journey of a thousand miles must begin with a single step.” Take a moment, and let that sink in…
If you need a plumber, would you prefer hiring someone you found in the local phone book, or someone your neighbor used for a similar problem and highly recommends? If you need surgery, would you prefer finding your surgeon through research on surgeons.com, or seeing a surgeon who performed successful surgery on a family member, or who is recognized as the top specialist in his field by your trusted internist?
I'd be surprised if your answer was not the second choice in both cases. People want to meet their professionals through introductions. This means one of the easiest and most effective ways to build your practice is through your existing clients, former clients and other people who already know you. Of course, they must be willing to recommend you to others, and there are two things you can do immediately to facilitate this: (1) Be referable; and (2) Be on their minds.
If you’re a life agent helping your clients secure their retirement plans with annuities or life insurance, I suggest you start paying attention to what’s going on in Iowa… and I’m not talking about the 2016 presidential election.
I’m referring to Iowa Insurance Bulletin 11-4. The National Association for Fixed Annuities (NAFA) hosted an informational webinar last week on the topic of source of funds. Panelists for the webinar included John Olsen of Olsen Financial, Pam Heinrich of NAFA, and Callie Currin of Currin Compliance. For me, attending was time well spent as I walked away with several practical tips and recommendations regarding what I should and should not do when advising clients who are considering liquidating a security to purchase an annuity or life insurance policy.
1. Help, Not Sell
Traditional insurance agents and advisors are always under pressure from their upline or manager, and it has created an attitude of I must sell today to hit my numbers. However, today’s highly successful reps never have to focus on the sales. Instead, they look at each prospect’s situation and, after a great fact find, determine how to help the person or family achieve their goals and/or solve a problem. Because they are helping—not selling—they have become some of the best producers in our industry. |
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Postema Marketing Group is a full-service Independent Marketing Organization (IMO) dedicated to providing world-class products and services to our clients. We have partnered with some of the strongest names in the insurance industry and proudly serve independent agents from coast to coast.
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