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"No One Cares How Much You Know,
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If you are going to win your dream clients, you are going to have to pursue them over time. This means that you are also going to have to communicate with them at a cadence that keeps you top of mind, and it means you are going to need to do so without being a nuisance or a time-waster. Here are a few values-based ideas to help you persist while maintaining your professionalism. Relationships Are More Important Than Transactions: You have a choice to make as you persist. If you decide to push hard for what you want, being overly-aggressive and pushy to gain the commitment you want, you will be proving that what you want is more important to you than the relationship. The “whatever it takes” mentality is useful, but it should not include the lack of integrity and caring that underpin all great relationships. If you must choose between having what you want now and having the relationship, choose the relationship. This is how you play the long game, and it is what allows you to persist. Always Trade in Every Interaction: In every communication, you have the ability to create value for the other person. You can share some idea that may help them—even if they don’t do business with you right now. You have a chance to learn something about your prospective client that will allow you to better serve them in the future. You are not only shaping their view of what they are doing and how they might do better, you are also shaping their preference to work with you by shaping the relationship. If every call and every email is a straight ask and nothing else, you are not trading value. Persistency Requires Consistency: One of the major differences between people who professionally persist and those who don’t is that they don’t think of it as developing a relationship. You’ll want to pay attention here if this is something you need to do. If you call your dream client every January, you really aren’t being persistent. If you call every quarter with nothing to say, you are checking the box, and that means there is no real interest. Professional persistence requires consistency of communication over time. If there are long stretches of time where you disappear and go dark, the lack of consistency makes it easy to reduce your request for time, or some other commitment. Being professionally persistent isn’t tactical; it’s strategic. It is an operating principle when it comes to producing the results you want, and especially as it relates to winning your dream clients. And it’s how you play the long game. Source: https://thesalesblog.com/2017/11/12/how-to-be-professionally-persistent/ |
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Tags: Sales Tips, Building Client Relationships, Sales Strategies
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Not only are Hispanics the fastest-growing young demographic in the U.S., but they have the longest life expectancy at birth, facts that might interest insurance agents looking to build their books of business. Underwriters of life insurance policies might also want to take note as the nation becomes more ethnically and racially diverse and as Hispanics continued to be underrepresented in life insurance coverage. The data are the latest findings published by the National Center for Health Statistics in “Health, United States 2016.” “By 2015, just over one-half of the child and adolescent population was non-Hispanic white and one-quarter was Hispanic,” study authors wrote in the 488-page report. The NCHS is the principal data collection agency of the Centers for Disease Control within the U.S. Department of Health and Human Services. There were about 321 million people in the U.S. in 2015, compared with 216 million in 1975. Fastest-Growing Segment In 2015, nearly a quarter (24.6 percent) of the population ages 0 to 17 years old was Hispanic, an increase from 17.1 percent in 2000, as that age segment grew fastest. Hispanics ages 18 to 64 years old made up 17.3 percent of the population, an increase from 12.2 percent in 2000, the report found. Hispanics 65 years and older made up 7.9 percent of the population in 2015, an increase from 5 percent in 2000, the health data found. By comparison, in 2015 whites made up 51.5 percent of the population age 0 to 17 years old compared with 61.3 percent in 2000. In 2015 whites 18 to 64 years old made up 61.5 percent of the population, compared with 70 percent in 2000. Whites 65 years and older made up 77.8 percent compared with 83.8 percent in 2000, the data show. Life Expectancy Highest Among Hispanics That the nation’s population is moving toward racial and ethnic diversity isn’t exactly new, but the latest mortality data about Hispanics might be. During 1975-2015, average life expectancy at birth in the U.S. rose from 68.8 years to 76.3 years for men and from 76.6 years to 81.2 years for women. In 2015, Hispanic men had a life expectancy at birth, on average, of 79.3 years and Hispanic women had an expectancy of 84.3 years. Non-Hispanic black men, with a life expectancy at birth of 71.8 years and non-Hispanic black women, with a life expectancy of 78.1 years, had the shortest, according to the data. Life expectancy at birth was 7.5 years longer for Hispanic men than for non-Hispanic black men and 6.2 years longer for Hispanic women than for non-Hispanic black women. The leading cause of death in 2015 was heart disease, which claimed 23.4 percent of all deaths, the data show. Heart disease was followed by cancer (22 percent), CLRD, or chronic lower respiratory disease, (5.7 percent), unintentional injuries (5.4 percent), stroke (5.2 percent), Alzheimer’s (4.1 percent), diabetes (2.9 percent), influenza and pneumonia (2.1 percent), nephritis and nephrosis, or kidney disease (1.8 percent), and suicide (1.6 percent). From 2011 to 2014, diabetes, a condition in which the body is deprived of insulin, affected 12 percent of adults age 20 and older. From 1988 to 1994, diabetes affected 8.8 percent of adults 20 and older, the data show. Between 2011 to 2014, the prevalence of diabetes among blacks and Hispanics of Mexican origin was almost twice as high than for non-Hispanic whites, the data found. Source: http://advisornews.com/innarticle/hispanic-market-growing-interest-advisors |
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Tags: Building Client Relationships, Baby Boomers, Boomer Retirement, Insurance Marketing, Lead Generation, prospecting
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http://media.lifehealthpro.com/lifehealthpro/article/2015/04/13/grow-your...
Source: lifehealthpro.com |
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Tags: Building Client Relationships, insurance companies, Sales Leads
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http://www.lifehealthpro.com/2015/02/16/do-you-want-a-happy-client
Source: lifehealthpro.com |
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Years ago, when I had just launched my speaking career, a friend shared the concept of the sold (and thereafter abused) customer with me. Now, the word abused may be a bit strong, but his point was well taken. For many customers, the pre-purchase experience is vastly superior to the post-purchase experience. Tags: Customer Retention, Customer Service, Building Client Relationships
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http://www.eyesonsales.com/content/article/turn_your_all-star_clients...
Source: eyesonsales.com |
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A single voice can be a powerful tool, and in sales, the strongest voices belong to your customers. |
Hopefully your senior clients won’t be targeted by this scam; however, it’s always best to be prepared in case. See Medicare.gov for more information about Medicare fraud, ID theft and other issues. Please give us your feedback! Have any of your clients contacted you asking about this scam? Do you warn your clients about scamming and give them tips on what not to do?
Source: The Banner |
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Nationwide, Medicare beneficiaries have been reporting scam phone calls that inform them a new Medicare card is in the mail. If your senior clients ask you about this, please advise them to hang up on these suspicious callers and do not fall for this attempt at gaining access to their personal information.Tags: Success Tips, senior market news, Quality Management, Equitable Life Medicare Supplement, Customer Service, Building Client Relationships, Stonebridge Medicare Supplement, Cigna Medicare Supplement
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The most important tip for calling is to not give up if they go sour. When you approach calls positively, with a good amount of persistence, your sales will be rewarded. Every call is another chance to hone-in and improve your sales strategy. The more calls you make, the more experience you will have, and the easier it will become. Please give us your feedback! What do you do when a call goes sour? How do you prepare for calls in order to prevent it from happening?
Source: InsuranceNewsNet |
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Even the best sales people have calls that go sour. Sometimes a lead that was warm goes cold and other times a client who looks promising walks away. However, knowing when to change up your talking points, delivering your talking points in multiple ways, preparing alternative educational techniques, and asking open-ended questions can not only turn those sour calls around, they can even save some of them. Otherwise, in some cases, it’s best to know when it’s time to give up and move on to the next prospect.Tags: Sales Tips, Senior Market Advice, Assured Life Medicare Supplement, Woodmen of the World Medicare Supplement, Customer Service, Building Client Relationships, Gerber Life Medicare Supplement
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With just a month left to prepare for the Annual Election Period (AEP), Precision Senior Marketing wants to make sure you are ready to make it your most successful one yet. For the first time we are offering an “In-Store” Pharmacy Program for our agents during AEP. This program is an in-store insurance selling platform with access to 22,000 pharmacies to choose from nationwide. Including Walgreens, as well as independent stores, this program will allow you to meet with customers as they visit their pharmacist with questions regarding Medicare’s Part D benefit.Tags: Sales Tips, Senior Market Advice, Assured Life Medicare Supplement, Referrals, Customer Service, Building Client Relationships, Gerber Life Medicare Supplement
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Request Information online or give us a call at 1-800-998-7715 to be assured you get your choice of pharmacy. Locations are limited and filling up fast! We hope that you take this opportunity and look forward to continuing to offer you ways to grow and strengthen your business in the future. |
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Precision Senior Marketing is looking for New Agents that want to get in on the ground floor of our Prescription Drug Plan being launched in Partnership with Community Pharmacies across the Country. We will be partnering with a preferred network of over 22,000 trusted community pharmacies including select large national pharmacy chain locations, the largest national pharmacy chain with over 8,000 stores. The pharmacy program is currently planned to be offered to qualified seniors in all 50 States, plus Puerto Rico. Tags: United Healthcare Medicare Supplement, Annual Enrollment Period, Senior Market Advice, Assured Life Medicare Supplement, Leads, Building Client Relationships, Gerber Life Medicare Supplement, Annual Election Period
