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Road to 8% Nation

Posted by www.psmbrokerage.com Admin on Wed, Sep 22, 2021 @ 04:15 PM

Tags: Success Tips, Professional Networking, sales advice, Entrepreneurship, Insurance Marketing, Leadership

Lead the World - Help Seniors in Your Local Community

Posted by www.psmbrokerage.com Admin on Thu, Apr 29, 2021 @ 02:53 PM


Tags: Professional Networking, volunteer

8% Nation Conference 2021 - July 23rd and 24th - Dallas, TX

Posted by www.psmbrokerage.com Admin on Wed, Feb 24, 2021 @ 10:36 AM

Tags: Success Tips, Professional Networking, sales advice, Entrepreneurship, Insurance Marketing, Leadership

10 Great Ways to Generate Sales Leads

Posted by Guadalupe Cantu on Fri, Oct 25, 2013 @ 07:52 AM

Medicare Supplements Every successful advisor has one thing in common that continue to keep their business growing. They ensure to keep a healthy stream of leads flowing into their pipeline. How do they do keep the influx of leads coming in? Is it a “secret” they keep safely guarded? Below are great lead generation tips successful advisors use to stay on top of their game.

  1. Network. Join a network within your industry and stay active in local business chapter. Become involved in local seminars that speak to potential prospects. Focus on quality of the network and not the quantity. Concentrate on developing referral partners to work with.

  2. Build referrals partners. Build a professional relationship based on trust and reputation with fellow professionals. Ask for recommendations for referrals. Return the favor and see your referrals gain grown.

  3. Build your reputation as an industry leader. Get involved and join a local service association that you may enjoy; such as, the local Chamber of Commerce, insurance professional association or even a church. These may not be immediate sales leads, but can be a great source for the long haul.

  4. Ask your clients. Ask your existing clients to introduce you to one or two people who fit your client profile. Your client may be your most valuable lead generating asset.

  5. Build a foundation. Focused on your goals and develop your personal brand identity: a trusted, well recognizable brand will lead to prospects.

  6. Develop and maintain an online presence. Sign up and make good use of social media outlets like Facebook, LinkedIn and Twitter. Be consistent and post valuable information and promote benefits. Tell prospective leads what you can do for them.

  7. Learn from your competitors. Look at what they are doing and what has been working for them. Implement those methods onto your own organization.

  8. Focus and target your audience. Identify what their needs are. Once this has been determined, then the marketing message and campaigns can be tailored accordingly. Do the same to the other product lines, identify, categorize, customize, and so on. Soon, your hard work will pay-off, and you will see leads building up.

  9. Commit and stick to a plan. Commit...Commit…Commit… It can’t be overemphasized. Always stick to your plan and don’t drift away. Advisors can always build life insurance leads through website, emails, telephone calls, and referrals program.

  10. Invest in lead programs. Invest in Customer Relationship Management systems (CRM) that help manage an organization current and future customer sales leads.

Please give us your feedback!
Question: What steps have you taken to build your sales lead? How has it changed your business?


Source: LifeHealthPro

Additional Updates:
    • Assured Life Association/Woodmen of the World
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      - November Med Supp Outlines for TN. Learn More

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      - November Med Supp Outlines for UT. Learn More

    • 2014 Medicare Advantage and Part D Certifications are now available! Learn More

Tags: Referrals, Leads, Creating Value, Professional Networking, Advisor, Sales Leads

Unconventional Marketing Techniques that Work

Posted by Lauren Hidalgo on Fri, Jun 01, 2012 @ 09:40 AM

Medicare SupplementsAgencies grow using a variety of marketing, some more common than others. If you've reached a brick wall and your pipeline isn't as full as you'd like it to be, now is the time to look into jump starting your marketing techniques from a new angle. Although some marketing may seem unorthodox, as Maribeth Kuzmeski from Red Zone Marketing advises, "It's how you get your message out and how you drive others to you. There's not an advisor I know who has too many people to see."

The blog last week looked at using social media to connect with prospects. Here are a few other overlooked tactics that could give your business the jolt you have been looking for:

  1. Virtual Appointments. In our internet age, face-to-face meetings no longer have to mean in person. Several web-based video meeting services, like GotoMeeting and Skype, are available for you to meet with your clients without leaving your business. When prospecting over the phone, prospects might feel more at ease working with you if they are able to put a face to a name. Especially with seniors just turning 65 and familiar with internet tools, you will be able to walk through the paperwork to get them contracted more efficiently without sacrificing the personal touch of meeting face to face.

  2. Community involvement. Not only is getting involved in charitable organizations good in and of itself, it's also a great way to network with prospects and build relationships. Whether it is through your religious place of worship or another volunteer opportunity in your community, get to know the people you work with and fill them in on what you do. Chances are, someone there or someone they know could be an excellent referral for your future business.

  3. Webinars. It's becoming increasingly difficult for prospects to commit to a seminar or event, however with a webinar you can potentially meet with more people while cutting the costs associated with planning an event. Using the same platforms as your virtual appointments, you will be able to educate a group of prospects leading to new clients.

  4. Client surveys. Doing a yearly survey of your current clients is a great way to find out who is willing to give a referral as well as what products or services your current clients are also interested it. This too, will identify who might be interested in adding a final expense, short term care or annuity to their portfolio, as well as show what products may be missing from your portfolio that are of interest to your clients.

  5. Direct mail. Surprise! As more and more agents have favored e-mail marketing some seniors have become "turned off" by the volume they are now receiving. This has made them more receptive to direct mail pieces again, and the response rates have increased in the last year.

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.

Please give us your feedback!
What unconventional marketing strategies have you tried? What do you find the most difficult aspect of your agency's marketing? Is there any topics you'd like to see discussed on the blog as far as techniques to guide you through your marketing efforts?

Source: InsuranceNewsNet

Tags: Sales Tips, Web Tips, technology, Referrals, Leads, Medicare Sales, Customer Service, Professional Networking

5 Best Ways To Generate Leads

Posted by Richard Ybarra on Fri, Jan 15, 2010 @ 12:30 PM

The most successful producers know that one of the keys to success is to make generating leads a strategic objective of the organization. Lead goals should be S.M.A.R.T. (Specific, Measurable, Attainable, Realistic, and Timely). It is a principle that we stress during our recruitment process. The reason we bring up this subject is because this month’s issue of Senior Market Advisor has a decent article titled 50 Best Ways to Generate Leads. The tips were selected from numerous submissions sent in by readers and industry leaders.

The tips are redundant and don’t really tell you anything revolutionary, but they serve as an excellent reminder and reinforcement of best practices we should continue to follow in order to generate quality leads. To save you time, we’ve condensed the 50 tips into five and added our own spin on them. Feel free to contribute your own tips in our comments section below.

Focus on Referrals – If you’ve done a great job with your clients, then never be afraid to directly ask for referrals. Your loyal customers are extremely valuable because of this so customer retention is important. Additionally, look to establish referral partners. If your clients have a good experience with the professionals you recommend to them, they will further trust your advice and see you as a solution provider for a range of services.

Leverage Technology Smartly – Not all technology is right for your business. If you know 90% of your market doesn’t use computers, then don’t waste your time creating a Facebook page, a Twitter page, or an E-blast campaign. For example if your goal is to keep your clients continuously updated on the latest news, it may be better to send out text messages to their cell phones rather than through twitter or through an e-blast. Also be aware of how much time you spend tinkering with technology – it may be better spent generating leads the old-fashion way.

Quantify Your Networking – You already know the importance of networking, but are you measuring the effectiveness of your networking? It’s good to set predetermined goals and continually try to improve your numbers. If you are going to a one or two hour event, keep reminding yourself that you need to make an X number of new contacts within that time. How many of these contacts turned into leads? How many of those led to real business? Look back each year and see if the events you attended were the right ones and are worthwhile to attend again.

Target and Customize – In all your marketing efforts take the time to plan and really make your efforts as lean as possible. By lean, I mean as targeted and customized as possible. Some of the ideas proposed in the article were to send out handwritten notes, personal pictures, using names in communications whenever possible, and meeting clients at special times such as their birthday months. Additionally, standing out from your competition is important too. Is anyone else using video testimonials? According to one industry leader, video boosts retention by 50% over live presentations.

The Don’ts – For every thing we should do, there are many actions that we need to avoid. Here is a list of don’ts that you should keep in mind:

* Don’t use mailing labels that lack personalization
* Don’t always copy your competitors – they may be on the wrong path
* Don’t “freestyle” your presentations
* Don’t promote products – promote solutions to problems
* Don’t just rely on one method to acquire leads
* Don’t sell yourself as an expert in more than one or two knowledge areas

Tags: Success Tips, Senior Market Success, senior market blog, Medicare Supplement, Customer Retention, Creating Value, Customer Service, Building Client Relationships, Professional Networking, Exciters

Set Yourself Apart from the Competition

Posted by Nicole Andreas on Thu, Nov 20, 2008 @ 05:13 PM


Increase Your SalesAs we continue to experience a weak economy, many of us continue to wonder what 2009 will look like in terms of sales revenue.  However, we need to stay focused and start thinking about how we can thrive and survive in a difficult market.  Here are five techniques that can be used to increase your yearly sales and set a positive tone for 2009:


  1. Suggest new products to current clients.  Products that are relevant to new market conditions and new personal circumstances should be offered to current clients.  Reconnecting with clients can also build strong rapport, and in turn can lead to referrals.

  2. Deepen client-agent relationships by holding a focus group.  Invite a group of select clients to an informal meeting, and gain first-hand suggestions on how you can better serve them.

  3. Join online professional networks to increase your daily contacts.  Build and expand your contact network and increase your sales opportunities through online networks such as LinkedIn where you can re-connect with old contacts and join industry related groups to make new contacts.

  4. Utilize your personal strengths to help promote your industry, skill, and services.  If you enjoy public speaking, use your skills to promote yourself at public engagements or host an informational seminar.  Agents that enjoy writing should look into contributing to an article or industry blog.

  5. Increase your referrals by nuturing existing professional contacts and developing new beneficial relationships.  Your referrals can increase tenfold if you know the right people in the right profession, especially if their expertise overlaps with or complements yours.

Tags: Sales Tips, Referrals, Building Client Relationships, Professional Networking

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