Enough with all the articles about social media! Agents and financial professionals who believe that social media is a shortcut to success are endangering their careers.
Now, don’t get me wrong. Facebook, Twitter, LinkedIn, etc. are fabulous vehicles for creating name recognition and maintaining relationships. They are tools that can be used very effectively by great salespeople. But the attention lavished on social media has mistakenly caused some salespeople to think they can use it as a primary source of prospecting. This is a mistake.
First, social media can be very time consuming. This is due to all the trial and error required to target a market. Yet many in our industry take a “Ready, Fire, Aim” approach with their social media attempts.
Remember: To achieve success in our business you must find prospects with money they can invest or find prospects with insurable interests who can afford to protect those interests. Most salespeople fail because they cannot locate those two very important types of prospects. Meanwhile, study after study reveals that 80 percent of the wealth in this country is concentrated in the hands of people over age 65. Social media is not a good way to target these people. They generally do not buy products like these from the Internet.
Second, many are using these programs without learning the basic sales skills necessary for success. Even if you manage to get in front of people, how are you going to get them emotionally invested in what you are saying? I compare it to texting Hw R U? It is shorter, but can you compose a real sentence?
Be a good salesperson first