btw, could you please help me with the cost of the book?

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PostPosted: Sat Feb 10, 2007 6:33 am   Post subject:   

This is very true stella however....this all goes along the lines of referrals. Lets talk a little about people that are just getting into the business that have no clients and are just starting ( I know a lot of people in this situation and fail because of this) how should they prospect and get clients, money is tight so it is hard to market for them, and friends and family are well not an option because they are not in this area. So what would you do or suggest to these people? People ask me all the time....I have been fortunate that I have clients and friends in the area but what about people who do not?



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PostPosted: Sat Feb 10, 2007 2:57 pm   Post subject:   

Hi Monique,



You look really good in your pic.



For those people who are just starting into the business, it is really hard to find prospects at first. But when we come to think of it, there are many people who can be a potential prospect. All we need to do is to list all of them. But the problem is; "who are these persons?" Aside from family and friends, we can also consider our doctor, accountant, teachers, co-employees, neighbors, home designer, business partners, and even other people whom we have past business transactions. That person can be a real estate agent where we buy our property, car dealer where we bought our car, or even the manager of the store where we regularly buy our groceries. If we would think of connections, we can find them everywhere we go. People are connected with people and that is one edge that an agent could use to find an endless stream of prospect. This can be a good start. List all these people, classify and evaluate them and then put the number one person on the top of the list, and put the least person on the bottom of the list (don't delete them). Never delete a person on your list, even though you feel that this person is not a qualified prospect. This person can refer additional people in your prospect list in the future. Consider all these people valuable in your insurance business.



I think this is the basic thing that an agent would do in starting up and building his prospect list. The tip here is to list first before qualifying theme. An agent could start from the names of people that are listed in the phone book. I would assume there are almost hundreds of them. Wink

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PostPosted: Sat Feb 10, 2007 4:28 pm   Post subject:   

I agree Joven...and thank you about the complement on the photo I am thinking about using this on my business cards.. what do you think?



Anyway back to prospecting, I have found talking with the newer people that the phone book is not a great approach because of the DNC (Do Not Call) list. Many of the people are now on this list and you cannot call them. It is frustrating to them and me when I have to cold call.



Any other ideas besides the list? How can I help these people make thier phones ring???!!!??? Has something worked for someone?



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PostPosted: Sat Feb 10, 2007 11:37 pm   Post subject:   

There really isn't a way for the new agent with little money to invest to market, its just not possible. 98% of all new agents will be out of the business because the fact is their telephone will not ring.



Acitivity of cold calling or cold walking is the only way. Than from there you work on your Circle of Influence as noted by the previous poster. There is no secret way to create business or magic bullet.



Activity is the name of the game.

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PostPosted: Sun Feb 11, 2007 4:53 am   Post subject:   

Yes Rick I think you are correct. I think you have to be motivated and go out and get the business. I think that going to network events or finding groups in the area to find COI is really the only way to go about doing it. Activity is the name of the game with out it you can not do anything!



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PostPosted: Sun Feb 11, 2007 12:04 pm   Post subject:   

I would suggest to have COI and Networking on list below cold calling and cold walking. First thing is first, first you cold call and walk, create some business than invest time and money into other legs of marketing.



That should include an online presense.



Ad (limited in local papers)



Flyers (you can do an insert within the paper on the weekend for next to nothing!)



Newsletter



Networking and of course COI.



First thing is first, creating a feasible income is first and the most important aspect for success. The quickest and cheapest way is to cold call or walk businesses.



Or and you can buy internet leads, telemarketing leads but these cost money. If you have the money to invest great but I would still have them cold call and do a time certain on that and learn about selling the product before investing good money on leads. Nothing worse than buying leads and than figuring out there is a learning curve on how to sell the product.



Plus if you really want you can go do differing Agencies that supply leads for free! Now usually you'll give up a hefty portion of your commission, usually half at least and that isn't cheap. Of course you pay in the back end but you pay up the whazoo for it.

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PostPosted: Wed Feb 14, 2007 7:50 pm   Post subject:   

Quote:
...and thank you about the complement on the photo I am thinking about using this on my business cards.. what do you think?




Yes you can use it in your business cards. You look great in that pic.



Back to the topic. I think for those people who are just starting to get into the insurance business, it is very important to work their way to the top. As rick said,
Quote:
There is no secret way to create business or magic bullet.

This is indeed a number game. The more people you meet, the more people you know, and by this, the more prospects you can get. The more prospects the higher is the possibility to have a good sale. After the sale, it would back to generating contacts.



This is not an easy business. Just like any other kind business, insurance business needs to be managed well with continues activity. The more activity, the more income. Or i can say the more you are doing the right activity, the more income you can generate.



This business should always start from the basics and should be developed to be a huge and successful venture. This can bring huge amount of income when played well but it can also loss you some money if not take cared of.



And another reminder to those who are starting up. "Don't work, just play." Enjoy every task that you are working on and you will surely succeed. "welcome to the playground". Wink
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PostPosted: Sun Feb 18, 2007 2:49 pm   Post subject: How to follow-through  

Follow-up, knock em off the fence, say more to less, these are things that work for me.

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PostPosted: Fri Mar 23, 2007 10:50 am   Post subject:   

Anyone read Frank Bettgers 'How I Raised Myself From Failure to Success in Selling" ?? It was written a good number of years ago - but the principles can easily be modified for todays business. Plus, it's highly inspirational to hear such a great story! You can get it at Borders (at least in mine), Amazon.com or alibris.com . Let me know if you've read it!

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PostPosted: Fri Mar 23, 2007 10:51 am   Post subject:   

as a side note - I will say this book really only uses cold calling, and referral based lead system... but it's still very motivating!

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PostPosted: Fri Mar 23, 2007 11:38 am   Post subject:   

hey mr stan, thanks so much for sharing the book with us. i shall certainly look into buying it soon. btw, could you please help me with the cost of the book?

awaiting your reply at the earliest.

thanks,

andy


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PostPosted: Fri Mar 23, 2007 12:09 pm   Post subject:   

i got my copy at alibris.com for around 6.65 including shipping. Its a not a long book - and you won't finde detailed technique in there - but what you are able to is gain off the experience of this man - and realize simple attitude changes can change everything...

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PostPosted: Fri Mar 23, 2007 12:55 pm   Post subject:   

thanks for the info mr stan


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PostPosted: Fri Mar 23, 2007 7:01 pm   Post subject:   

Anytime.

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PostPosted: Mon Feb 15, 2010 7:11 am   Post subject: Selling insurance  

Yes, I think that looking out for people who are ready to listen to you is the best way to lower down the impact that a "No" does to you.


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