How The Best Annuity Insurance Marketer Makes the Most $$$ and Generates the Most Annuity Insurance Leads

For about twelve years now we have been studying the difference between insurance agents and financial advisors whose businesses are successful, and others who struggle just to pay the rent. How in the world can you have two agents who work in the same town, work with the same prospects; and have one who is making a six-figure income yearly while the other just barely pay the bills. Is one more intelligent than the other? We highly doubt it!

If intelligence was the issue, every college professor would be a millionaire. The smartest kid in your high school class wouldn’t be working for the dumb kid in your town who grew up to be one of the richest men in town.

If you give a million dollars to an intelligent person who did not earn it, they will more than likely blow it within 12 to 24 months. However, if you have someone who earned a million dollars with intelligent business practices, but his business fails for some unknown reason, he will more than likely earn back his money. Why is that?

The reason is, it is not money that makes money. It is specialized knowledge that makes money. It is the knowledge of marketing principles that make a business succeed independently of financial backing.

The difference in the success of our business comes down to our ability to market and promote our services and products to people.

The truth is specialized knowledge of the right principles – like marketing to people – can give you a huge competitive edge! You need to understand the following:

You are in Three Insurance Businesses

First, you are in the insurance business.

The second business you are in is the people business. Because it is the people who will buy your insurance products. The people are who will refer you to other people. In addition, unless you understand that you are in the people business, you will find it hard to make a good living in this business.

The third business you are in the insurance business of marketing. No matter what business you are in, you must market your services and products. We cannot emphasize it enough: Marketing is the lifeblood of every business! It is like flossing your teeth. It is not something you look forward to doing when you wake up in the morning, but if you do not, it will lead to pain and agony down the road. It is also something that the more you do, the better you get at it. Of course, the more you do, the easier it becomes. In fact, two things you really ought to make part of your daily routine are flossing and marketing.

Another thing you should know about marketing is that it’s a process. It is not an event. It is not something you try once and see how it works. It is something you do all the time. Again, it is a process. The more you work the process into your daily business, the more it will work for you. The more knowledge you have on marketing, the better marketer you will become. Thus, your commissions are governed by how well you market in this business.

What you need to learn is, you are a marketer first, and an insurance professional second. Until you learn this principle you will never make the kind of money to may desire.

Remember, this one principle:

It is a fact… the best marketers make the most money and generate the most Insurance Leads!

Unfortunately, the reality is that 90-95% of all insurance agents we speak with, are not marketing at the level they can or should be, or just are not marketing at all!

Many agents are in a comfort zone. They are living, more often dying, off the referrals onto which they accidentally stumble. In addition, when we ask these agents for a specific, systematic marketing plan, the conversation goes silent. Remember this statement, “Marketing is the ONLY function of your business that makes you money!” "Every other function is an expense!”

If you just sit back and wait for the home office to develop a new marketing approach, or wait for another miracle to happen, you are costing yourself thousands of dollars. You need to optimize your time, money, and talents to become the top marketer in your field. We still believe insurance agents have a right to make a six-figure income and to enjoy life to the fullest. We know of agents driving cars that have 150,000 hard traveled miles on the speedometer. If they would just become a top marketer in this field, they could drive any car they want and earn the income they desire.

As you read this manual, you will discover a number of marketing strategies that will make you a top marketer. You will learn from countless years of testing hundreds of different marketing strategies from both our office and a number of other top marketers.

All you have to do is take the time to study these strategies and start implementing them into your business.

The most important system to create in your business is an effective marketing system. Moreover, an effective marketing system is one that delivers predictable results from repetitive use.

The end result of using the marketing techniques described in detail in this manual will provide the maximum-effectiveness with a predictable income. For that to happen you must:

Have a Insurance lead and Annuity lead marketing system in place that predictably, reliably, consistently, affordably and efficiently provides you with more qualified prospects than you can handle.

When we mail one thousand postcards per week, our response is at least 5%. Our response is from prospects who want additional information in a form of a "FREE REPORT" or an "Agents’ Starter Kit.”

It is this kind of predictability that you can build into your marketing, and it is a great feeling knowing you have a predictable income.
Russ Jones
Creator of the 3-Step Postcard System
Check out our Confidential Marketing =>http://www.ultimateinsurancesystem.com/specialreport.htm

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Thank You Cards Mean Thank You for More Annuity Sales

How could anything be any simpler! A nice card thanking someone.

Why don’t we all do it? Mostly because we don’t have a system or because it works so well we don’t do it anymore. I send them and it has generated more good will and annuity sales than ever imagined. Plus it is easy and cheap to do. Here are some tips for you”

• Always make it handwritten and in card form

• Never use a postage machine, always a stamp

• Put the stamp on slightly crooked, just a little

• Hand-write the card and sign your name so they can read it

• Avoid the color white on the card, try and use softer colors like crème

Who do you send them to?

1. Nice to meet you. This is an easy way to personalize a new relationship. It shows you cared enough to spend a little extra time.

2. An apology. If you make a mistake a handwritten note will go a long way to regain some trust.

3. Referrals. Think of the power of this note to someone who sends you a referral. It means that you cared enough and it reinforces the relationship. Maybe more referrals to come!

4. Vendors. If you want your business to be enhanced at the home office, send someone a personal note of thanks. This little trick works wonders.

5. Turn Downs. Is there anything more powerful than sending a note to someone who did not do business with you? Remember, our business is all about timing and situations will always change.

6. In the news. Don't miss this chance to advance your relationship. Someone in the paper who is your client, how about a turn down? It only takes a second and the benefits are staggering.

7. Saw this and thought of you. How about a article about something you discussed with a client? Copy and forward with your handwritten note, they will remember.

8. New Business. Always follow up with a handwritten note of thanks to the new business department at the home office.

These ideas are not brain surgery; they are just good common sense annuity sales practices. By taking the extra step and setting aside 15 minutes each day to write these notes will provide you with additional sales income ach year. Plus your prospects will be more likely to call you the next time they have questions about their investments.

It is a perfect relationship builder that is easy and very inexpensive.
Bill Broich is a 30 year annuity salesman who helps agents get more annuity leads. Visit his website to learn more. Annuity.com.

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Close More Annuity Sales Leads

Most agents lose tons of sales because they are so obsessed with talking they forget to listen. They need to tell all about their products features and how great it all is. They can never wait to make their point about how much an annuity can yield. Product Product Product.

The problem is simple, the prospect just doesn’t care. The features of an insurance product are secondary and nothing more. Selling product features makes you an amateur. If you want to be an order taker, go to work for the bank, that is what the tellers do, follow and take orders. Focusing on the “selling of the product” is what bank clerks do, fill an order.

How do you set yourself apart? Listen and focus on what the prospect is saying because they will always tell you how they feel. Once you understand how they feel then you can provide a product that fits their needs. It is such a simple process, listen and quit talking.

It couldn’t be simpler or more difficult. We all want to talk when in fact listening is a far better way to sell. By asking simple probing questions that elicit a feeling answer is how you place the benefits of the product in line with the feelings of the prospect.

A very simple method of “feeling” selling is basing the sale on building the relationship. This is easily done by using a track to run on. I prefer a fact finder one in which I can follow a script with the questions in order.

Ask yourself, am I an amateur or am I a professional? Professionals develop relationships based on client needs and amateurs spend their time talking and selling products. Professionals focus their time learning their client needs compared to amateurs who use the sales approach. It is not about the products, it is how the benefits of the product can fill the needs of the prospect. The more questions that can be asked and answered will build the relationship the quickest.

Listen, probe, question…sell.
Bill Broich is a 30 year annuity salesman who helps agents generate annuity leads. Visit his website to learn more - Annuity Sales Leads

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History Provides Tons of Annuity Sales Leads

Annuities have been with us for a very long time. Actually they date to the revolutionary times when Benjamin Franklin used annuities to help the Cities of Philadelphia and Boston provide funds for their citizenry. The last of these annuities lasted until 1991 when the City of Boston finally cashed it in.

Benjamin Franklin did not invent annuities although he was a great supporter of their benefits. Actually one of the first users of annuities was the Presbyterian Church. The Presbyterian Church used annuities to provide for old age ministers and their families way back in 1720. They expanded their use for widows and orphans and became a backbone of financial security for people of that time.

You might say that annuities are as old as our country and are a major part of the economic growth of America. It is true!

It was not until the tax Reform Act of 1913 that annuities were actually included in our tax code. All the years prior to then annuities were just part of the growing up of America. In 1913 tax rules and regulations of annuities were adopted. It was decided that annuities were so important to the continued growth of the American Economy that tax advantages were granted and are in place to this day.

Babe Ruth used annuities to avoid the risk of the stock market and thus was not hurt by the stock market crash of 1929. The Babe used annuities to provide a lifetime income for his wife and also for himself prior to his death.

I use this history to help my prospects feel comfortable about their decision to buy an annuity. I always say this..

“Annuities are the most boring products in the universe, safe secure and boring.” Their answer is always, that is what I want… boring. They do want boring because there is no risk involved with annuities; they are safe, secure and insured.

How are they insured and who actually guarantees them? I can’t think of a more regulated industry than the insurance industry, maybe atomic energy or some weird thing like that. As far as our industry is concerned, it is heavily regulated. If you do business as an insurance company in any state the safety of the insurance company’s products are guaranteed by three levels.

• The safety and solvency of the insurance company and it is monitored by the insurance commissioner’s department. Solvency is a must to continue business and it is the responsibility of each state to monitor the insurance company
• Every insurance company in each state guarantees each others solvency. Sort of a weaving of joint assets.
• The state guarantee fund in each state guarantees each annuity and life insurance policy. This fund is monitored and managed by the department of insurance. Many states have different levels of guarantees so it is smart to know what your state does guarantee.

I love to tell my annuity sales leads all about annuities and their long and splendid history so enter twinned with the history of America. Some points to remember:
• Annuities were not affected by the stock market crash of 1929 or any other year.
• Each annuity is guaranteed never to lose money.
• In modern history (1913) no one has ever lost a penny in an annuity because of insurance company insolvency
• Franklin, Ruth…..annuities are boring, just the way we like them

Sell our legacy and share the wonderful story of annuities with your clients.
Bill Broich is a 30 year annuity salesman who helps agents ramp up their annuity sales leads efforts. Visit his website to learn more. Annuity.com

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Generating Insurance And Annuity Leads Using Squidoo Marketing

Heard of Squidoo? I’ve only been using it a few weeks, but the website has major buzz and justifiably so. The site is an incredible marketing tool. Basically it’s a web page builder… You can build what they call lenses which are simply web pages. Your lense can be about any topic you choose. It could be a professional bio, an article about insurance, maybe you want to review an annuity product or you simply want to show off pictures of your grandkids or pets.

You’re probably saying, great. I can build webpages. Big deal. What you really want to know is how Squidoo can help you get more leads and make you more money. When you setup a Squidoo lens pick search engine key words and phrases people are searching for. You can get a general estimate of keywords people are plugging in on the search engines and how many searches a word or phrase gets every month by using this keyword tool.

Type in annuity here and you’ll see the number of monthly phrases and other related keywords.

These constitute the number of searches performed on Yahoo. Google tends to run 50-100% higher. Plus you have engines like MSN, AskJeeves and the others which provide even more searches.

If “Annuity” is the key phrase you’d like you would want to attempt to secure www.squidoo.com/annuity. Granted that’s a highly desirable word and (I’ve checked) it’s already taken. But why not secure phrases close to your area… why not grab.

(Note: For some reason unclear to me the Yahoo keyword tool only returns singular words. That doesn’t mean there aren’t plural searches as well… don’t discount plural words and phrases because there doesn’t appear to be searches.)

Google and the other major search engines love Squidoo and tend to rank Squidoo pages very high on their search results. If you get a good ranking and take the time to write useful, original copy with your contact information you will likely pick up leads.

Squidoo is fairly straight-forward and easy to use, but it can take a while to learn. I ended up reading a short very well-written manual to help me navigate the Squidoo system. Check it out: Squidoo Marketing

Squidoo is just another tactic in the neverending quest to obtain leads. It should be a part of a comprehensive annuity lead generating and selling system, not used as the sole method for attracting new business. The best part about Squidoo is that it costs you nothing. It's 100% free to use.
Bill Broich is veteran annuity salesman who helps agents generate annuity leads and close more sales. Visit his website for more information: Annuity

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Annuity Sales Leads: Obtaining Easy Annuity Leads

Leads are the insurance agent’s life blood. When there is no one to talk to about our products fear and panic invades our world.

There are tons of ways to find annuity leads as long as you rethink your marketing plan.

Target Marketing.

I am sure you have heard it many times and it sort of slides over your prospecting efforts so here is a way to find our target market. First identify who you are trying to talk to as a prospect. If you haven’t thought about it or if you haven’t defined it you can use mine as an example.

My target market are senior adults age 70 and above. They will typically have about $600,000 in assets which includes their home. Normal situations will have about $200,000 in invested assets including their IRA. By using this very wide target market you access a very large amount of potential prospects.

Now we will do something totally outside the box to make my point. Go to your local hearing aid company (the best ones will advertise in the newspaper) and ask them for their list of senior prospects. Offer them $100 per 1,000 names.

The hearing aid company will be happy to sell you this list because you are not a competitor and they can generate another source of funds.

Send a pre-approach letter to the people on the list offering expanded services and always mention the hearing aid company. The letter would mention the benefits of the hearing aid company and how it was expanding its services to a wider product line. This letter should also mention a specific idea like recent changes in the IRA category. Offer a free book and have your name and the hearing aid company’s name on it.

I know what you are thinking….Am I nuts? No, I am not crazy, I am using an untapped market to illustrate the benefits of my products by piggy backing on the hearing aid marketing efforts. It really works and it is a fresh and inexpensive way of finding prospects.

Want another one? Try this idea, it works also.

Funeral homes and final expenses are great target markets. Go your local funeral home (I like them bigger ones) and make a partnership with them with their prepaid funeral expense customers. Offer them a nice percentage of each sale (I like 20%.) They love this because it is a totally new source of revenue for them.

Any decent sized funeral home can provide you with 2-3 years of prospects plus they will love the additional revenue which comes at not marketing expense to them. They can’t wait to become your partner and will love the service to their customers.

Send a very nice pre-approach letter to their customer base offering a new and expanded service from the funeral home. Have the letter mention probate and new information about recent changes in the law. Use a nice booklet about “Avoiding Probate” and go see these folks. It is a win-win situation.

Provide them with an expected cash flow projection so they can see what benefit can be earned for them.

My point is this, there are more ways to find annuity leads than you have time to try them all. Some of our other “professional annuity salespeople” may laugh and scoff at these methods but you will get the last laugh on the way to the bank.

Use a little creativity and think outside the box. These ideas are extremely cost efficient and provide well spent marketing money.
Bill Broich is a 30 year annuity salesman who helps agents generate annuity leads. Visit his website to learn more -- Annuity.com.

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