Rabu, 2008 Juni 18
Jumat, 2008 April 25
Though experience, it is known that you first need confidence, selling skills, expert product knowledge, a flexible non-canned presentation, and above
True Agents Cold Call Without Appointments
By Donald Yerke
Though experience, it is known that you first need confidence, selling skills, expert product knowledge, a flexible non-canned presentation, and above all, almost inhuman determination to walk out with an application and payment. You are free to either work off a list of senior citizens you can easily purchase, or have a direct mail company send out brief lead letters to all seniors in a certain area. If you use the mail approach, ask on the reply card what insurance company they currently have coverage with.
Next use an eraser to clear your mind of all previously training given to selling sophisticated life and financial products. Take your bulging brief case and put it somewhere you don't mind it gather dust. Cover your computer if you desire, you won't be using it for work purposes. Buy a binder with pockets and put in a few "guides to Medicare" from the government, along with a legal pad, and a few sales brochures.
Now it is time to look in the mirror. In your shiny suit, fancy tie, and polished shoes, you look mighty dapper. Time for a makeover. You look and smell exactly like a salesman carrying a big sign worded, "I will bug you relentlessly to buy insurance." Put the suit coat, tie, and shoes somewhere in the closet roe when a wedding or wake occur. Now find comfortable pants, shirt, and shoes. If you own both a Cadillac and a Pickup, gas up the pickup.
Never ever sit down and make a call for an appointment. This is 100% selling and 0% prospecting. Never bother to ask for a referral. If the referral is not near the area you are currently working it will only slow you down. Your prime hours of work are from 10:00 in the morning to five in the afternoon. That's better than bankers' hours, plus plan on only a four day workweek.
The Cold Call Moneymaker Presentation:
Take off your seat a "Guide to Medicare Benefits Pamphlet" and a thick stack of senior citizen address cards, with your prospects name card on top. Approaching the door knock loudly. As soon as the door is opened you look at your card, asking if "John" is available. Before either can respond, officially state that you are there to explain their Medicare Benefits and how their insurance fits in. Never at this stage pull out your business card! Ask if it is right time to sit at the table so you can cover their benefits package quicker.
So far you have complete control and you are in. Ask them to get out their insurance policies as you will need to verify them. Using the "Guide to Medicare Benefits" and your legal pad present the benefits they have from Medicare and their present insurance coverage .Use a highlighter to mark the guide pointed in their direction. Never ever use a Presentation Book! Next choose to explain where either their Medicare Supplement lacks or the absence of long term care coverage exists. Ask if they would like their bank account or insurance to cover the gap?
You spent 15 minutes and you know whether to walk or go for the sale. Tell them you have a busy schedule, but you are going to spend 5 minutes showing them how insurance would help. Immediate pull out the sales application brochure and explain how the gaps would be covered. Present both a low price and a high price option. Say "If you were to get this coverage which would you prefer, the lower benefits or higher benefits."
Keep you mouth shut! Listen to the old clock tick. If the man objects, say "oh well maybe you can't afford it". Then keep your mouth shut and focus your attention toward the wife. She at this stage of life usually handles the cash or checkbook. Often she will say to her husband, "we can afford it, and I think we should take the better plan." Don't be surprised if she gets up to go to the back bedroom. She is just getting some hidden cash to pay the annual premium.
Not what was that about Cold Calling? A 60% or higher closing ratio, with no appointment, and an annual premium. Look at your stack of names and find another senior a few blocks away.
While you are taking a long lunch, think of all your insurance associates, sweating with their tightly wrapped ties, desperately calling to get a possible appointment.
Don Yerke started his career as a new rookie insurance agent, and worked his way up to an independent sales product marketer. Then he founded Agents Insurance Marketing USA, Inc. and is now the firm's adviser. The profitable firm provides marketers with the most refined lists of agents. Visit http://www.agentsinsurance.com View over 150 pages of insurance recruiting and sales marketing articles, tips, writing, lists, reports, and news.
Article Source: http://EzineArticles.com/?expert=Donald_Yerke
By Donald Yerke
Though experience, it is known that you first need confidence, selling skills, expert product knowledge, a flexible non-canned presentation, and above all, almost inhuman determination to walk out with an application and payment. You are free to either work off a list of senior citizens you can easily purchase, or have a direct mail company send out brief lead letters to all seniors in a certain area. If you use the mail approach, ask on the reply card what insurance company they currently have coverage with.
Next use an eraser to clear your mind of all previously training given to selling sophisticated life and financial products. Take your bulging brief case and put it somewhere you don't mind it gather dust. Cover your computer if you desire, you won't be using it for work purposes. Buy a binder with pockets and put in a few "guides to Medicare" from the government, along with a legal pad, and a few sales brochures.
Now it is time to look in the mirror. In your shiny suit, fancy tie, and polished shoes, you look mighty dapper. Time for a makeover. You look and smell exactly like a salesman carrying a big sign worded, "I will bug you relentlessly to buy insurance." Put the suit coat, tie, and shoes somewhere in the closet roe when a wedding or wake occur. Now find comfortable pants, shirt, and shoes. If you own both a Cadillac and a Pickup, gas up the pickup.
Never ever sit down and make a call for an appointment. This is 100% selling and 0% prospecting. Never bother to ask for a referral. If the referral is not near the area you are currently working it will only slow you down. Your prime hours of work are from 10:00 in the morning to five in the afternoon. That's better than bankers' hours, plus plan on only a four day workweek.
The Cold Call Moneymaker Presentation:
Take off your seat a "Guide to Medicare Benefits Pamphlet" and a thick stack of senior citizen address cards, with your prospects name card on top. Approaching the door knock loudly. As soon as the door is opened you look at your card, asking if "John" is available. Before either can respond, officially state that you are there to explain their Medicare Benefits and how their insurance fits in. Never at this stage pull out your business card! Ask if it is right time to sit at the table so you can cover their benefits package quicker.
So far you have complete control and you are in. Ask them to get out their insurance policies as you will need to verify them. Using the "Guide to Medicare Benefits" and your legal pad present the benefits they have from Medicare and their present insurance coverage .Use a highlighter to mark the guide pointed in their direction. Never ever use a Presentation Book! Next choose to explain where either their Medicare Supplement lacks or the absence of long term care coverage exists. Ask if they would like their bank account or insurance to cover the gap?
You spent 15 minutes and you know whether to walk or go for the sale. Tell them you have a busy schedule, but you are going to spend 5 minutes showing them how insurance would help. Immediate pull out the sales application brochure and explain how the gaps would be covered. Present both a low price and a high price option. Say "If you were to get this coverage which would you prefer, the lower benefits or higher benefits."
Keep you mouth shut! Listen to the old clock tick. If the man objects, say "oh well maybe you can't afford it". Then keep your mouth shut and focus your attention toward the wife. She at this stage of life usually handles the cash or checkbook. Often she will say to her husband, "we can afford it, and I think we should take the better plan." Don't be surprised if she gets up to go to the back bedroom. She is just getting some hidden cash to pay the annual premium.
Not what was that about Cold Calling? A 60% or higher closing ratio, with no appointment, and an annual premium. Look at your stack of names and find another senior a few blocks away.
While you are taking a long lunch, think of all your insurance associates, sweating with their tightly wrapped ties, desperately calling to get a possible appointment.
Don Yerke started his career as a new rookie insurance agent, and worked his way up to an independent sales product marketer. Then he founded Agents Insurance Marketing USA, Inc. and is now the firm's adviser. The profitable firm provides marketers with the most refined lists of agents. Visit http://www.agentsinsurance.com View over 150 pages of insurance recruiting and sales marketing articles, tips, writing, lists, reports, and news.
Article Source: http://EzineArticles.com/?expert=Donald_Yerke
Florida is the #1 state for drawing agents to a seminar. The answer as to why is included in the logic given below. Here's a key factor that outweighs
Florida Insurance Agent Seminars Hit Home Runs
By Donald Yerke
Florida is the #1 state for drawing agents to a seminar. The answer as to why is included in the logic given below. Here's a key factor that outweighs all others. Veteran insurance agents with 25 to 30 years of proven experience decide to end their productive selling career, and get away from the cold and snow.
After visiting for many years, they are ready to call Florida their new home. The state with the southern sun, and all the fun. But after awhile, this former insurance pro starts to get antsy. Playing shuffleboard and eating early buffet dinners are a long way from the challenge only a good insurance sale provides.
He looks at the menu of available choices where he can get hired. These include supermarket bag boy, shopping store greeter, restaurant busboy, or independent insurance agent. The choice is easy; he gets licensed again, giving him thrill, independence, and a semi-retirement. These new, but very experienced, Florida insurance agents have so much product knowledge and selling skills. Their "part time" efforts often far exceed those of full time career agents.
Plus this gives them time to attend sales recruiting seminars, and further their insurance education. Face it, if you don't have spare time, chances are you will not take the time to attend a seminar. Seminars have become a tremendously tailored method for talking to agents face to face. Draw agents with be a strong reason, other than just your product to attend. Offer continuing education credits just for attending, along with a bagel and tube of sunscreen lotion.
When direct marketing to acquire agents to attend the seminar, you have a variety of excellent state locations. The largest and probably best counties for conducting a seminar are these five. Miami-Dade, Broward, Palm Beach, Hillsborough, and Pinellas comprise 43% of the total Florida agent residences
An added bonus applies to Florida insurance agents. The response rate for insurance seminars exceeds that of most other states. You have a great chance of contracting the agent immediately. Rock the market of quality Florida Insurance agents by target marketing the best brokers in their class. There are 52,000 experienced Florida insurance brokers waiting for your seminar invitation or product offering.
Don Yerke is the marketing adviser at Agents Insurance Marketing USA, Inc. with a 150 page website at http://www.agentsinsurancemarketing.com We are the premier direct marketing firm for providing refined lists of Department of Insurance agent names. Tips, secrets, advice, and intense, tell it like it is, research make this web site unique.The site is crammed with articles benefiting insurance agents, marketers, recruiters and sales letter writers. All of our information is Free. Even our enormous listing of power words and power word phrases is the largest on the internet, designed to assist writers and speakers of all sorts for free.
Article Source: http://EzineArticles.com/?expert=Donald_Yerke
By Donald Yerke
Florida is the #1 state for drawing agents to a seminar. The answer as to why is included in the logic given below. Here's a key factor that outweighs all others. Veteran insurance agents with 25 to 30 years of proven experience decide to end their productive selling career, and get away from the cold and snow.
After visiting for many years, they are ready to call Florida their new home. The state with the southern sun, and all the fun. But after awhile, this former insurance pro starts to get antsy. Playing shuffleboard and eating early buffet dinners are a long way from the challenge only a good insurance sale provides.
He looks at the menu of available choices where he can get hired. These include supermarket bag boy, shopping store greeter, restaurant busboy, or independent insurance agent. The choice is easy; he gets licensed again, giving him thrill, independence, and a semi-retirement. These new, but very experienced, Florida insurance agents have so much product knowledge and selling skills. Their "part time" efforts often far exceed those of full time career agents.
Plus this gives them time to attend sales recruiting seminars, and further their insurance education. Face it, if you don't have spare time, chances are you will not take the time to attend a seminar. Seminars have become a tremendously tailored method for talking to agents face to face. Draw agents with be a strong reason, other than just your product to attend. Offer continuing education credits just for attending, along with a bagel and tube of sunscreen lotion.
When direct marketing to acquire agents to attend the seminar, you have a variety of excellent state locations. The largest and probably best counties for conducting a seminar are these five. Miami-Dade, Broward, Palm Beach, Hillsborough, and Pinellas comprise 43% of the total Florida agent residences
An added bonus applies to Florida insurance agents. The response rate for insurance seminars exceeds that of most other states. You have a great chance of contracting the agent immediately. Rock the market of quality Florida Insurance agents by target marketing the best brokers in their class. There are 52,000 experienced Florida insurance brokers waiting for your seminar invitation or product offering.
Don Yerke is the marketing adviser at Agents Insurance Marketing USA, Inc. with a 150 page website at http://www.agentsinsurancemarketing.com We are the premier direct marketing firm for providing refined lists of Department of Insurance agent names. Tips, secrets, advice, and intense, tell it like it is, research make this web site unique.The site is crammed with articles benefiting insurance agents, marketers, recruiters and sales letter writers. All of our information is Free. Even our enormous listing of power words and power word phrases is the largest on the internet, designed to assist writers and speakers of all sorts for free.
Article Source: http://EzineArticles.com/?expert=Donald_Yerke
Knowing the difference is difficult for some of the best insurance recruiting managers to distinguish. Most have very few clues on what makes the seni
Insurance Agents Selling to Senior Citizens are of a Different Breed
By Donald Yerke
Knowing the difference is difficult for some of the best insurance recruiting managers to distinguish. Most have very few clues on what makes the senior market agent unique, The agents they are pursuing are hidden deep among a licensing list loaded with those not in radar range for selling senior products. It is only by uncovering the substantial dissimilarities can these agent be found. Using this guide, is a map to making this mission successful.
Here are 15 general characteristics which make senior market sales specialists unique:
1. They are likely to live not in big cities, but in farther out metropolitan suburbs and especially rural areas.
2. Their highest amount of clients also live primarily in outer suburbs, rural areas, plus retirement communities.
3. It is very unusual for these agents to belong to any or the local or national insurance associations.
4. Few of these pros show interest in subscribing to or reading insurance trade magazine articles.
5. They don't normally answer the phone. The recorder in on, as they are out working or relaxing.
6. The work vehicle they drive is more likely to be a pickup than a Cadillac.
7. Instead of appointments 10 miles away, many are in a very far off in a distant town, often crossing state boundaries.
8. Unsolicited faxes from recruiters go directly to file 13.
9. "Appointments" often mean driving up and knocking unannounced on the senior citizen's door.
10. Emails sent out by recruiters trying to save recruiting money are considered spam.
11. You won't catch them selling with portable computers or lugging briefcases. A folder/binder just large enough to carry a large yellow notepad and government and product brochures are sufficient.
12. These agents are not known for working evenings, during snowstorms, or conducting business more than 4 days a week.
13. No two-part presentations are given, unless it is to deliver a policy or write more business.
14. Compared to other agents and brokers, they are 3 times as loyal to the firm or company that recruited them. That is, if they are treated right. Meaning like the professional they are.
15. For many, their income and renewals double that of the regular agent, and rival that of highly educated financial planners.
By senior market specialist, we mean agents actively selling long term care insurance also known as ltc, Medicare supplements, Medicare Advantage, supplemental health, or small life insurance policies.
Don Yerke is the marketing adviser at Agents Insurance Marketing USA, Inc. with a 150 page website at http://www.agentsinsurancemarketing.com We are the premier direct marketing firm for providing refined lists of Department of Insurance agent names. Tips, secrets, advice, and intense research make this web site unique.The site is crammed with articles benefiting insurance agents, marketers, recruiters and sales letter writers. All of our information is Free. Even our enormous listing of power words and power word phrases is the largest on the internet, designed to assist writers and speakers of all sorts for free.
Article Source: http://EzineArticles.com/?expert=Donald_Yerke
By Donald Yerke
Knowing the difference is difficult for some of the best insurance recruiting managers to distinguish. Most have very few clues on what makes the senior market agent unique, The agents they are pursuing are hidden deep among a licensing list loaded with those not in radar range for selling senior products. It is only by uncovering the substantial dissimilarities can these agent be found. Using this guide, is a map to making this mission successful.
Here are 15 general characteristics which make senior market sales specialists unique:
1. They are likely to live not in big cities, but in farther out metropolitan suburbs and especially rural areas.
2. Their highest amount of clients also live primarily in outer suburbs, rural areas, plus retirement communities.
3. It is very unusual for these agents to belong to any or the local or national insurance associations.
4. Few of these pros show interest in subscribing to or reading insurance trade magazine articles.
5. They don't normally answer the phone. The recorder in on, as they are out working or relaxing.
6. The work vehicle they drive is more likely to be a pickup than a Cadillac.
7. Instead of appointments 10 miles away, many are in a very far off in a distant town, often crossing state boundaries.
8. Unsolicited faxes from recruiters go directly to file 13.
9. "Appointments" often mean driving up and knocking unannounced on the senior citizen's door.
10. Emails sent out by recruiters trying to save recruiting money are considered spam.
11. You won't catch them selling with portable computers or lugging briefcases. A folder/binder just large enough to carry a large yellow notepad and government and product brochures are sufficient.
12. These agents are not known for working evenings, during snowstorms, or conducting business more than 4 days a week.
13. No two-part presentations are given, unless it is to deliver a policy or write more business.
14. Compared to other agents and brokers, they are 3 times as loyal to the firm or company that recruited them. That is, if they are treated right. Meaning like the professional they are.
15. For many, their income and renewals double that of the regular agent, and rival that of highly educated financial planners.
By senior market specialist, we mean agents actively selling long term care insurance also known as ltc, Medicare supplements, Medicare Advantage, supplemental health, or small life insurance policies.
Don Yerke is the marketing adviser at Agents Insurance Marketing USA, Inc. with a 150 page website at http://www.agentsinsurancemarketing.com We are the premier direct marketing firm for providing refined lists of Department of Insurance agent names. Tips, secrets, advice, and intense research make this web site unique.The site is crammed with articles benefiting insurance agents, marketers, recruiters and sales letter writers. All of our information is Free. Even our enormous listing of power words and power word phrases is the largest on the internet, designed to assist writers and speakers of all sorts for free.
Article Source: http://EzineArticles.com/?expert=Donald_Yerke
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