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October 30, 2014 at 10:06 AM
Attracting 50 people to you each and every month doesn’t have to be hard or frustrating, if you focus on getting your unique message out to the right people — the people with whom you have the best chance of setting an appointment and have the best chance of closing a sale.
The most common question we get from agents, advisors and planners is: How do I consistently attract enough good prospects for our firm?
Almost every agent, advisor and planner we talk to is unhappy with the amount of qualified life insurance prospects they see in a month. And it’s no wonder they are struggling with prospecting, when you look at how they prospect. Most of them are looking for anyone and everyone who fogs a mirror. They want to believe that the more products and services they offer, the more people they will attract. They have never considered with whom they have the best chance of setting an appointment or closing a sale.
The agents, advisors and planners that are succeeding are marketing to a specific, targeted group of people. Their marketing message is focused on solving a unique problem for that target market. That way, they are attracting their perfect prospects — the people they have their best chance of setting an appointment with and closing a sale.
To succeed in life insurance sales, you must have a specialized message to attract the people in your target market. You can’t just say,”We are a local insurance agency, offering a full line of insurance products.” So what?
If you tell me that you offer the same life insurance products for the same low price they can find elsewhere, that is not a good answer. If you make vague promises about great customer service, that won’t cut it either.
As an example, one of the quickest and best ways to attract the perfect prospects to you is to offer mortgage insurance and use it as a door opener. Your specialized message might be:
“I show people how to protect their family and pay off their mortgage five to 15 years early without their having to spend any additional money or change their current life style.”
Once you have determined your marketing message and who your ideal prospect is, then it’s easy to attract a consistent stream of the perfect prospects.
1. Send out a monthly newsletter to your family, friends, customers, prospects and everyone you know to let them know about your specialty. And let them know about your upcoming free workshop (not about products or investments).
