1-877-475-2010
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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
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:
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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:
I met with a colleague this afternoon. He has been in sales for less than a year and, quite frankly, he has not been very successful at it.
I was shocked. I’ve known this guy for years, and his personality is perfect for sales. He is outgoing. He is friendly. He is very knowledgeable. He connects well with people. He is very honest and trustworthy. He does not easily take no for an answer, and he is one of the most confident people I know. In short, he should be the posterchild for the successful salesman of the 21st century. Still, his sales are sporadic. So, today, I sat down with him to review his sales strategy to identify what might be awry with his presentation. To my surprise, his pitch was solid and offered all the answers a customer might need. It lacked a little of the experience of a seasoned salesperson, but it was very good for someone new to the industry. That’s when it hit me. To all of the terrific and successful annuity agents we have the privilege of serving, thank you. We are incredibly grateful for your business and the confidence you place in us every day.
However, this week’s blog is not for you. This week, I have an exclusive message for our agents that do NOT sell annuities on a regular basis. You are almost certainly leaving good business on the table. Not just good business, but potentially game-changing business. Business with no underwriting, quick to issue, easy to understand, with really good compensation, and needed by the same clients you’re working with right now. Think about that.
Many agents and advisors wait until the beginning of the year arrives to create their business plan.
I completely disagree with this approach. I firmly believe you should work through the process now, so you are prepared to hit the ground running when January 1st hits. If you don’t plan ahead, your year will be off to a slow start causing yourself to constantly feel behind and experience unnecessary stress. These six principles should be a priority in your 2016 plan:
When you are growing your business, you not only have to do the daily tasks and take actions that will create the results you want, you have to FIGURE OUT what those tasks and actions are in the first place!
Day after day, we have strategies to create for marketing, sales to choose from, outreach to do, calls to make, material to create, clients to service… the list goes on and on. It’s not unusual to end up completely and utterly overwhelmed. And what can often happen is that we get so overwhelmed, we stop in our tracks and get nothing done, only to feel even more overwhelmed! There is a way, however, to break the paralyzing spell of overwhelm. Overwhelm feels different than being too busy, or tired from over doing it, or frustrated by the difficulty of a task. It usually feels more like, “I can’t handle this!” “Everything is spinning out of control, and I don’t know what to do!” “It’s going to crush me!” The reason for that is because overwhelm is often part of the discomfort you feel when you are playing a bigger game than you are used to, have taken on a larger commitment, or are up-leveled in some other way.
“You can lead a horse to water, but you can’t make him drink.” — Proverb
You’ve done an amazing job locating and attracting quality prospects. You’re getting in front of more people than ever before. The business should be rolling in by now… but it’s not. Your marketing and prospecting plans appear to be working. So, why aren’t more of your prospects engaging with you, so you can start serving them as clients? Maybe it’s because…
In July, my assistant asked if Paul Mallett and I would be interested in speaking at a local automotive company about our success in business. After some debate, we agreed and were scheduled to speak at the business in October.
We began preparing in September, and then gave our presentations last week. Both of us were completely blown away by the advantages of this free opportunity, and we ended up speaking with over 80 engaged and enthusiastic managers! This was certainly a terrific opportunity to share our stories, but it did not come without a few lessons for us as well:
According to the conventional wisdom of human development experts, it takes approximately 10,000 hours to achieve mastery in any given endeavor. Research suggests if you commit to the required 10,000 hours of deliberate practice, you can become good enough to be in the top 5% of nearly any subject, skill, or career field.
Author, speaker, and self-proclaimed human guinea pig, Tim Ferriss, has spent most of his adult life challenging that notion. By way of his three best-selling books, wildly successful podcast, and various other communication channels, Ferriss blows up conventional wisdom by showing the world how to get good at all sorts of things in a fraction of the time. His mission to “gain more by doing less” is the basis of his 4 Hour book series: The 4 Hour Work Week, The 4 Hour Body, and The 4 Hour Chef. It would take far more space than I have here to share all of the specific skills he has mastered in a ridiculously short amount of time, but they include things like learning a new language, strength training, playing musical instruments, and participating in Japanese horse archery. His process for ultra-quick mastery has several key elements, but two ideas really resonate with me:
Virtually every time I speak to sales organizations, I get asked, "What do I do when I don't hear back from people? I don't want to be a pain in the you-know-what." Keeping in touch is so darn hard!
So I ask to see what they're doing now. Usually it looks like this: I'm checking in to see if anything has changed since we last talked. I suspect you're probably busy. If you have time in the upcoming week, I'd love to chat. Let me know! Big UGH! Boring, pathetic, deletable. With today's savvy buyers, we can't do that if we want to be seen as a credible resource ... someone actually worth talking to about important business objectives. That's why we need another approach to our sales strategy. |
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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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