The Ten Commandments of Prospecting: 2020 Edition There was no social media or cold calling in ancient times. If there were, these rules may have been written in stone. 1. Thou Shalt Get It Done First Thing. Prospecting is often the least desirable activity on your daily plan. Get it out of the way first thing in the morning. You are fresh. People you call or message on LinkedIn are fresh. Nothing has happened to ruin anyone’s day. 2. Thou Shalt Follow Up. You get a lead. Someone sounds interested. Respond immediately. I find messages sent to me on LinkedIn tend to get lost or overlooked if I don’t jump on them immediately.
3. Thou Shalt Remember New Clients Are Paramount. Client service is important. Paperwork is important. You are primarily paid to find new clients and bring in more assets. If you are great at prospecting and lousy at paperwork, the firm will figure something out. If you are lousy at prospecting and great at paperwork, the firm will fire you.
4. Thou Shalt Treat Each Call or Conversation as a New Opportunity. You are smiling and dialing business owners. They are storefront operations. You call in the slow time of their day. You get hang-ups and “not interested” on the first nine calls. The outcome of the tenth call is not influenced by the first nine. It might be the initial contact with the person who will become your best client.
5. Thou Shalt Be Persistent. Some agents and advisors start a prospecting strategy, get to the point where it’s about to bear fruit and say: “This isn’t working.” They drop it and try another strategy, repeating the process. They put a series of failed strategies into place instead of sticking with one and making adjustments along the way.
6. Thou Shalt Not Frown or Make Funny Faces. Smile when you are working. It comes over in conversations. It lifts your spirit. If you act grumpy, you probably sound grumpy.
7. Thou Shalt Not Do All the Talking. When we get a live prospect, we often want to show how smart we are. We tell them about what we can do, before we know what they need us to do. They think: “How can you address my needs if you don’t know what my needs are?”
8. Thou Shalt Not be Jealous of Others Around You. Others don’t prospect. Some seem to coast through life. Others talk about the big ticket they just wrote. Don’t let them bring you down. Although you work under the umbrella of the firm, you are in business for yourself.
9. Thou Shalt Not Be Too Proud to Ask for Help. If your prospecting strategy isn’t working, learn from someone who has cracked the code. The folks in the office might be hesitant to reveal secrets, but people you met at conferences or the regional sales manager will likely be glad to share ideas.
10. Thou Shalt Not Be Too Cheap to Pay for Help. You found someone in another office at the same point in their career as you. They are doing well and explained they found a good coach and hired them. You said: “I’m not spending any money” and hung up. If you found someone who paid for help and got their money’s worth, give it some more consideration.
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Medicare Blog | Medicare News | Medicare Information
The Ten Commandments of Prospecting: 2020 Edition
Posted by www.psmbrokerage.com Admin on Mon, Jan 13, 2020 @ 02:27 PM
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Tags: Sales Tips, Leads, prospecting
Grow Your Medicare Sales with PSM
Posted by www.psmbrokerage.com Admin on Tue, Dec 31, 2019 @ 09:42 AM
Grow Your Medicare Sales with PSM As the Medicare market continues to grow, so do the opportunities for you. At PSM, we are focused on providing the tools, technology, and support to set you apart. Now is a great time to review your portfolio and make sure you are getting the most from your current relationships. Reasons to Partner with PSM on Your Medicare Business: ✔️ Free Online Enrollment Platform for MA and PDP sales - View ✔️ Access to Comprehensive Quoting Software from CSG - View ✔️ Get Rewarded with our Top Flight Lead Incentive Program - View ✔️ Access to Pharmacy / Retail Program Opportunities ✔️ Online Medicare Training Library and Resourceful Guides - View ✔️ Dedicated Marketing Representative with Industry Experience - View ✔️ PSM Blog Highlighting Industry News, Hot Products and Sales Ideas - View ✔️ Open Release Policy - No Strings Attached
By consolidating your business with PSM, it not only makes it easier for you to manage, but gives us more opportunities to invest in your future success. Let's talk business and put together a plan that works for you!
Call us today at (800) 998-7715 and speak with one of our dedicated Marketing Representatives.
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Tags: Medicare Advantage, Medicare Supplement, Leads, Medicare Sales, Part D, Enrollment Tools, Medicare FMO, online sales
Top 5 Viewed PSM Guides of 2019
Posted by www.psmbrokerage.com Admin on Mon, Dec 16, 2019 @ 03:01 PM
Top 5 Viewed PSM Guides of 2019 Our goal at PSM is to provide agents in the senior market with the resources to build a successful and thriving business. To close out the year, we have picked a handful of our most popular guides from 2019. Have a look!
How to Market to Seniors
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Tags: Sales Tips, Medicare Advantage, Medicare, Medicare Supplement, Leads, Medicare Sales, tips on selling insurance to seniors, Social Media Marketing, online sales
How to Ask for (and Receive) Referrals
Posted by www.psmbrokerage.com Admin on Tue, Nov 27, 2018 @ 01:24 PM
How to Ask for (and Receive) Referrals (Photo: Freepik) Mastering customer retention is key to the health of your business, but new customer acquisition is a big piece of that puzzle, too. Your colleagues in sales are hard at work prospecting to generate new business, but you have an opportunity to do that too -- by asking for customer referrals. According to the Wharton School of Business, a referred customer costs a lot less to acquire and has a higher potential for retention and loyalty. In fact, a referred customer has a 16% higher lifetime value than a non-referred customer. What's more, these customers are free to acquire for your business -- a win-win. But how do you go about breaking the ice with your customers to ask them for help? How do you encourage them to mine their network to help you without being pushy or awkward? Fear not -- in this blog post, you'll learn how to identify potential referral opportunities by asking for customer feedback, and how to ask for those referrals once you've identified good candidates. How to Use Customer Feedback to Identify Referral Opportunities1. Identify your advocatesIdentifying potential customer advocates can seem like a huge challenge, but using a simple Net Promoter Score® (NPS) survey can help make the process a little easier. Using an NPS survey can help you pinpoint potential advocates and turn this customer feedback channel into a referral growth engine. NPS is a customer loyalty metric utilized across multiple industries to measure how happy a customer is with your product or service. NPS is determined by sending out a single-question survey to your customers that asks: How likely is it that you would recommend our company/product/service to a friend or colleague? Respondents are asked to score their answer based on a 1-10 scale. Responses of 7 or 8 are labeled as "Passive", and scores of 0 to 6 are considered "Detractors." If a customer responds with a score of 9-10, they're labeled "Promoters" of your business. This group is most likely to provide referrals. 2. Follow up with your promotersJust sending out an NPS survey isn't enough. You need to follow up with potential advocates and keep the positive momentum rolling along. What's the use of seeing a set of data with people who selected 9 or 10 if you're not going to use it to your advantage? You have to mobilize your promoters by engaging with them -- and your promoters are your advocates. They are the people who took the time to select an NPS response and raise their hands, saying, "I am willing to recommend you to my friends." Once you have identified your promoters, you should formulate a plan to follow up and make it easy for them to refer your company or product to their professional network. If you have an employee at your company who handles new business development or customer marketing, you can have them reach out personally and see if your promoter would be interested in referring you. The key here is to make it easy for your promoters to refer your services to their professional network. Referrals and recommendations from real customers will outperform any share button or social media campaign over the long-term. 3. Use promoter feedback for referrals and testimonialsPeople are more likely to trust your brand early on if they have social proof of your expertise, and testimonials and case studies are one of your most powerful assets. A great way to get testimonials for your company is simply by asking for customer feedback and turning that exact same feedback that you receive into a testimonial on your website. There are two ways you can approach this: One is by analyzing all the comments you get from the NPS survey, and then personally emailing each respondent to ask for permission to use their comment as a testimonial. The second way would be to send out a short survey soliciting feedback from promoters. Once you've identified these happy customers and they've indicated a willingness to speak on your company's behalf, it's time to actually ask them for a customer referral. Check out the details on the 8 Steps on How to Ask for Referrals here |
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Tags: inbound traffic, Referrals, Leads
14 Ways To Generate Medicare Leads
Posted by www.psmbrokerage.com Admin on Wed, Sep 05, 2018 @ 04:56 PM
14 Ways To Generate Medicare Leads Lead Generation is the process of attracting and converting strangers and prospects into someone who has shown interest in your product or service. For starters, exceptional lead generation comes from a relentless willingness to experiment with several different tactics, and to combine these tactics across multiple channels. It’s unlikely that you will find just one technique that will pave a path of success to your business. You will likely need to take advantage of multiple channels concurrently. Broadly speaking, there are 2 categories of lead generation: Inbound and Outbound. We will review the differences between the 2 before discussing some lead generation techniques that may be right for you. Read the full article that includes the Infographic below: Section Links Include: |
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Tags: Medicare, Referrals, Leads, Insurance Marketing, Social Media Marketing, internet sales, direct mail
2015's 50 best ways to generate leads
Posted by www.psmbrokerage.com Admin on Thu, Feb 05, 2015 @ 09:55 AM
http://www.lifehealthpro.com/tag/50-best-ways-to-generate-leads?utm_source...
Source: lifehealthpro.com |
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Tags: Sales Tips, Leads, Sales Leads, sales advice
Please give us your feedback! Question: What steps have you taken to build your sales lead? How has it changed your business?
Source: LifeHealthPro |
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Tags: Referrals, Leads, Creating Value, Professional Networking, Advisor, Sales Leads
Easy guide to build a web marketing strategy on a budget
Posted by Guadalupe Cantu on Fri, Sep 13, 2013 @ 12:29 PM
Please give us your feedback! Do you feel your business could improve by implementing three most important online traffic techniques for online marketing; organic search, inbound traffic and click through rate?
Source: LifeHealthPro |
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Tags: Networking Sites, Organic Search, inbound traffic, click through rate, call to action, Success Tips, Web Marketing Advice, Leads
In-Store Pharmacy Program – PSM Agent Opportunity
Posted by Lauren Hidalgo on Fri, Aug 24, 2012 @ 10:13 AM
![]() 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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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
Unconventional Marketing Techniques that Work
Posted by Lauren Hidalgo on Fri, Jun 01, 2012 @ 09:40 AM
Whether it's meeting with clients virtually or getting involved in your community, the success of your agency depends on how well you execute your marketing ideas. As John Comer, CFP or Comer Consulting acknowledges, "Marketing is easy to understand but hard to execute." If you have any questions about executing an unconventional marketing strategy, call your PSM marketer at 1-800-998-7715 for tips and techniques to get it off the ground successfully.
Source: InsuranceNewsNet |
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Tags: Sales Tips, Web Tips, technology, Referrals, Leads, Medicare Sales, Customer Service, Professional Networking