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A few months ago, Google introduced their +1 system; you might have seen the new buttons appear next to your search results recently and wondered what it is and how it can help your business. Google +1 is similar to Facebook "Likes", it is a way for your clients to publicly show to their friends and family that they like and recommend you, which can help promote client referrals.

Also, there are signs that Google +1 will affect organic rankings as well. Google +1 allows Google to own a primary source of data, not rely on secondary sources, and these social cues become a core part of the search experience. Websites with a +1 button receive as much as three times more exposure on the Google+ network.

If you’re one of our valued senior market agents and enjoy working with Precision Senior Marketing, let us know by logging into your Gmail account and clicking the +1 button on our homepage @ Precision Senior Marketing.


Example of how Google’s +1 feature can help your business:
A friend of your client might search for Medicare Supplements in your hometown, see that their friend +1'd you, and give you a call or fill out the form on your website because of it. Same can happen between complete strangers, as trust will be instilled by knowing that other people have used your service and have seen success with your brand. Once you have a working relationship with your clients, it would be beneficial to ask them to go to your website and click “+1” for you. It’s an innovative way to continue to grow your business online.

Please give us your feedback!
Do you have the Google +1 button on your website? Do you plan to get it? How do you think the +1s will affect Google organic rankings?

Source: Search Engine Watch

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Once you decide to go out on your own and establish your business, creating an overall marketing strategy for converting leads and keeping your clients happy is essential. These 7 steps are part of the "Perfect Customer Lifecycle," creating a simple way for businesses to develop a marketing plan and grow their business with targeted communication and an effective lead management system.

The 7 steps to transforming your business are:

1. Attract Traffic –The offer of a free quote or a great source of information will attract more traffic to your website. This content will also act to raise your brand value and generate leads. This can be achieved through Search Engine Optimization, Pay-Per-Click, AdWords, Facebook Ads, and via social media websites.
   
   
2. Capture Leads – Web forms are an excellent way to hear from leads who want more information on your services. To capture these prospects, make sure your content is compelling, your form does not require too much initial information, and your site is trustworthy.
   
   
3. Nurture Prospects – Be consistent in following up with your leads and set a frequency expectation on when you will contact them. Also, determine how you can customize each of your communication methods, whether it is email, direct mail, or any other methods. By coming up with a sequence of timed personalized communication methods you will continue to be on your prospects mind as they make their purchasing decision.
   
   
4. Convert Sales – Connect with your prospects and nurture your leads until they are ready to make a buying decision. Using an automated service for routine follow-up calls can free up time for connecting with those clients who have been nurtured and are ready to buy. An important thing to remember is that it takes an average of five sales calls to close a deal, but most salespeople give up after just one or two calls.
   
   
5. Deliver & Satisfy – Winning over longtime clients is possible when you use service as a marketing strategy. Having great customer service gives you an advantage as does keeping promises rather than over-promising and under-delivering. Keep your clients expectations in line with the quality work you will provide.
   
   
6. Upsell Customers – An important statistic to remember is that 80% of your profits come from 20% of your clients. Rather than spending all of your time chasing other leads focusing on adding additional products to your current client’s plan will increase your commissions and keep your clients loyal. Why not sell your Medicare Supplement clients final expense insurance or an annuity? Follow up with your clients to keep abreast of their changing needs.
   
   
7. Get Referrals – Ask you happy clients for friends or family who are in need of products in your portfolio, and remember to thank them with a small token of your appreciation or a heartfelt thank you card.

For more in-depth information, download The Small Business Marketing Guide.

Please give us your feedback!
Are these (or similar) steps in your small business marketing plan? Do you agree/disagree with them? Do you think anything is missing?

Source: Infusionsoft

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Now is a great time to look to your portfolio and build a comprehensive product package to offer both your prospects and current clients. It is imperative in this market to remember to look at all areas of the market, instead of just the product you might know best. Prospecting for life insurance, long-term care, Medicare supplements, Part D, as well as annuities and other financial services is a guaranteed way to increase your production. Also, expanding your portfolio makes your business well-rounded and offers new ways for you to market to your clients.

Despite the challenges in the market today, it is important to see this time as an exciting opportunity for growth. Instead of only addressing a client’s immediate need for supplemental insurance, you can also help protect their assets and secure their financial future long-term with a more comprehensive portfolio. Remember to look for all opportunities with each prospect you contact. Suggest products you think would fit into their lifestyle, and thank them for their loyalty in allowing you to continue offering your products to them as their agent. Companies like Forethought and Sentinel Life offer a Combo App with both a Medicare supplement and final expense product on the same application. This makes it especially easy; by adding just one extra product to your portfolio you can double your commission with a client. Even if they are not interested in other policies at that time they may be in the future, or they might know someone who is and give you a referral. By covering all of your options with your clients you are not only targeting their needs, but building your brand, expanding your business, and gaining more expertise.

Offering other products may not be something you have ever thought you would need or want to do. We all need to be willing to grow and change however. Otherwise we might be swept aside by someone else who is not afraid to take the chance. As Michael Brown, in InsuranceNewsNet, says "Take a leap and learn something new; the success of your business depends on it."

If you are looking to expand your portfolio, PSM offers a full range of senior market products, from Medicare Supplements and long-term care insurance to annuities and final expense. Also, if you are currently in the underage market with aging clients, now is the perfect time to add Medicare supplements to your portfolio. Instead of referring them to a colleague you will be able to retain the loyal business relationship you have established, and continue to meet their needs as they grow older.

Please give us your feedback!
Have you recently expanded your portfolio? Have you seen an increase in production as a result? What tips to you have for those just starting to transition to new products?

Source: InsuranceNewsNet

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In the August issue of Agents Sales Journal market experts Jay Cox, Howard Peck, Richard Peitzmeier, and Tony Colistra were called upon to give their take on the Medicare Advantage market. They spoke of the tremendous opportunities in the Medicare Advantage market and urged those agents who might have moved away from the market due to changes to come learn the benefits. Noting the new rating system will improve the quality of care for Med Advantage members they are optimistic about plans that are proactively working to better the care that members receive. They also see the market going toward a more quality focused approach. Though the details of the cuts Congress is proposing to Medicare Advantage haven't been released the agents speculated that they would include either a decrease in the payment to doctors, increased premiums to policyholders, or reduced benefits. This would then be beneficial to the Medicare Supplement market, for those seniors looking for more coverage who may not have even known Medigap existed due to geography or lifestyle.

Cox stated that Med Advantage is a year-by-year benefit, and that adapting to the changes is part of selling the product. He explains the importance of the yearly education; it is essential for agents to stay abreast of the changes and keep their clients informed. He advises agents working in the business to have a mid-year check-in with their clients in order to assure they are taking full advantage of their benefits, explaining that this justifies the agent's role to skeptical clients. It also builds trust, adds value to your service, and allows another chance to seek out referrals from satisfied clients. His no-holds-barred advice is "don't evaluate it; just sell it. When it changes, we'll change. If it stops, we'll stop, and we'll worry about what to do next then."

Colistra states that "The future for Medicare Advantage is a bright one… Med Advantage plans have proven themselves to be innovative, offering valuable services to member. All of these points combined point to an industry that will continue to thrive." With the Medicare population expected to double in the next thirty-five years, Cox advises those agents still on the fence about going into the Medicare market to "Try it, you'll like it!"

When prospecting with clients it's important to keep a diverse portfolio, including both Medicare Supplements and Medicare Advantage, in order to meet each client's individual needs with a plan that offers both the coverage and price-point they are looking for.

Please give us your feedback!
Have you chosen to roll with the changes in the Medicare Advantage market? How has it benefited your business? Do you have any advice for those just starting out in the market?

Source: Agent Sales Journal

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