Beating the Insurance Slump
(Part Three)
GENERATING LEADS
By now you figured out how much time you want to put into your business. You discovered how to organize your day, and now we want to discuss lead generation probably because you don't want to keep up the last two weeks pace.
Perhaps you thought that's all there is. You have your leads. You contact them and either they aren't home, they don't want to talk, or you set the appointment. Sometimes, they don't even remember sending the lead. The good news is there are different kinds of leads.
Everyone knows warm or hot leads are always desired. Maybe your company gives you what they call warm leads. These are the ones who supposedly sent in a lead card recently in response to a mailer. Or, you purchase leads from someone or a website that claims these are people looking for your product. After hearing I didn't send that in, you begin to wonder. So, why not get your own.
Is there something relevant, or new people need to know where your insurance would be a benefit to them? Why not set up seminars to cover those issues? In 1986 the US was concerned that the new legislative action, the Gramm, Rudman, Holding Act would cause much financial change. It so happened that I was selling tax-sheltered annuities at the time, which were only good to teachers and those working in non-profit organizations. I set up meetings throughout the county at public schools and non-profit organizations. These people learned by my presentation what option was open to them to lower they're taxable income and save more money. I was able to set appointments where we could further privately discuss their financial needs. I ended up not only making money from the TSA's but also life insurance. Where could you make a short educational presentation that would generate appointments with people who were eager to know more?
In this highly competitive market do you stand out? Years ago before I started selling insurance, the company I worked for started training me as an area manager. I was trained to look for things managers overlooked because they saw the same thing every day such as the business sign lighting.
Would your business card, product, car, attire, etc be something that stands out so other people notice? Or would it look like everyone else's? What would cause people to call you over all the other dull drabby cards (or presentations)?
Years ago if someone wanted to find something or someone, they used this big roach killer called a phone book. Today, they mostly rely on the internet. Do you have an internet presence?
Perhaps you thought that's all there is. You have your leads. You contact them and either they aren't home, they don't want to talk, or you set the appointment. Sometimes, they don't even remember sending the lead. The good news is there are different kinds of leads.
Everyone knows warm or hot leads are always desired. Maybe your company gives you what they call warm leads. These are the ones who supposedly sent in a lead card recently in response to a mailer. Or, you purchase leads from someone or a website that claims these are people looking for your product. After hearing I didn't send that in, you begin to wonder. So, why not get your own.
Is there something relevant, or new people need to know where your insurance would be a benefit to them? Why not set up seminars to cover those issues? In 1986 the US was concerned that the new legislative action, the Gramm, Rudman, Holding Act would cause much financial change. It so happened that I was selling tax-sheltered annuities at the time, which were only good to teachers and those working in non-profit organizations. I set up meetings throughout the county at public schools and non-profit organizations. These people learned by my presentation what option was open to them to lower they're taxable income and save more money. I was able to set appointments where we could further privately discuss their financial needs. I ended up not only making money from the TSA's but also life insurance. Where could you make a short educational presentation that would generate appointments with people who were eager to know more?
In this highly competitive market do you stand out? Years ago before I started selling insurance, the company I worked for started training me as an area manager. I was trained to look for things managers overlooked because they saw the same thing every day such as the business sign lighting.
Would your business card, product, car, attire, etc be something that stands out so other people notice? Or would it look like everyone else's? What would cause people to call you over all the other dull drabby cards (or presentations)?
Years ago if someone wanted to find something or someone, they used this big roach killer called a phone book. Today, they mostly rely on the internet. Do you have an internet presence?
