Right before the House vote on the new health care legislation, the Senate approved a $1.1 trillion spending bill that will finance the government until September and prevent a government shutdown. The approval of the spending bill allowed the House to safely pass the American Health Care Act (AHCA). While House Speaker Paul Ryan is hopeful that the Senate can pass a bill meant to replace the…

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On May 4, Congress approved legislation to repeal and replace major parts of the Affordable Care Act (ACA). The latest version of the American Health Care Act (AHCA) rolls back the expansion of Medicaid and allows states to opt out of covering patients with pre-existing conditions. The bill now faces uncertainty in the Senate. The proposed AHCA would end Medicaid’s status as an open-ended…

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Generally it is a good idea to get drug coverage when you are first eligible because if you do not, you may pay a late enrollment penalty. You can only avoid a late fee if you either take advantage of the Extra Help program or have other credible prescription drug coverage from a union or employer. If you do not know if you are going to be assessed a penalty, Medicare will let you to know what…

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It is important to understand that not all patients have an annual deductible, so the observations in this post refer only to those who do pay a deductible. Once that deductible limit has been reached, what usually happens is that the patient then has to pay a co-insurance or co-payment for every prescription. Co-payments are typically a fixed dollar amount. Co-insurance payments have the…

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Medicare Part D costs vary greatly from one individual to the next. Expenses, per person, change in response to the drug used, the drugstore filling it out, the type of plan and if the person qualifies for Medicare’s Extra Help program. The Extra Help program helps people with low incomes pay prescription drug program costs like premiums, deductibles and co-insurance fees. Medicare Part D costs…

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Medicare Part D requires clients to buy plans from a private insurance company. That means that each insurer offering Part D has its own list of covered drugs, the plan formulary. In order for each insurance company to be able to provide information to potential and existing clients, they break the drugs into various tiers with differing costs. Thus, the drugs in the lowest tier generally have a…

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Until Congress passes the proposed American Health Care Act, the current rules and regulation regarding the ACA remain in place. This means that the following aspects of the ACA must still be complied with for the duration. Some of the rules and regulations that must still be followed include, but are not limited to: Anti-discrimination rules related to transgender benefit protections and their…

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Late January, President Trump signed a healthcare executive order that could impact employers, even if it did not specifically mention them. The executive order instructed federal agencies to, “waive, defer, grant exemptions from, or delay the implementation of any provision or requirement that would impose a fiscal burden,” on states, health care providers or individuals. The order can undo…

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Late January, President Trump signed an executive order that urges his administration to repeal and replace the Affordable Care Act (ACA). The order allows legislators to fight the current health care system by adding new rules and regulations. The executive order points the administration to allow states to decide the changes in healthcare policy. This order sends a signal to the American people…

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President Trump and his administration are actively engaged in negotiations about legislation meant to repeal and replace the Affordable Care Act (ACA). In late January, Trump signed an executive order that urges the current administration to fight the ACA. In order to try and understand the executive order, here is a quick look at what the order contains: The new administration’s policy is to…

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One of the first executive orders President Trump signed was to pave the way for Congress to repeal and replace the Affordable Care Act (ACA). That order came one week after the House of Representatives passed a Senate budget resolution bill opening the door for the first step in a three step process to repeal the ACA. A “reconciliation directive” in the budget resolution bill instructs four…

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Medicare Part A and Part B does not cover every medical procedure. If you find that some of the services you need are not covered under Medicare, you will need to cover the remainder yourself. If you have supplemental insurance or additional Medicare plans, they may offer the necessary coverage. Medicare Part A and Part B cover hospital stays, outpatient care, medical supplies and more. However,…

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Many Americans are hoping for a reform in the health insurance system. They are hoping that the Trump administration delivers on its promises regarding health care. People want choices and perhaps that is what the incoming administration is planning to accomplish. It is not clear what changes may be made yet. What most do no know is that in many states people only had one choice for their health…

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New agents need a clear and consistent routine to follow. To do that successfully, leads need to be classified by using a consistent ranking procedure. All leads have equal value, and by ranking them from good to questionable saves time, money and frustration. Once the leads are classified, an agent knows how much time they will spend on that lead.

If you have other agents in the office working leads, a lead classification system makes their jobs easier as well. Teach your agent well so they can follow the best way to convert leads to sales. While lead generation is important to the health of an insurance agency, effective lead management is even more crucial for making sales.

Before the Affordable Care Act (ACA) came into being there was a four tier co-pay plan in place. When the ACA was passed people had to know their insurance plan very well, in order to make the most informed decision about switching healthcare. While there is a great deal of speculation as to what may or may not replace the ACA, it is clear that it was challenging for many people who were used to…

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Another rule to follow is train and teach your staff, other sales agents, to be consistent as well. Work as a team and the results of the sales grow a healthy insurance agency. If everyone on your team is consistent in how they approach and work leads, any other agent in the office can pick up a lead from where it was left and conclude business with that individual.

Simply put, if you are not working as a team for the greater good of the agency, the process falls apart. You are selling insurance for a reason besides wanting to help customers. You are selling insurance to build a business. Work it every day – consistently and watch your agency grow.

With the United States facing significant changes in many areas, including health care, trying to understand what the Patient Protection Affordable Care Act (ACA) may evolve into is an unknown. According to many industry watchers, since the ACA was enacted, over five millions people saw their health insurance policies discontinued because they did not meet ACA standards. Those plans were labeled…

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Any insurance agency should implement a consistent lead management system. Successful agencies implement the following organizational tools:

A centralized database is key for organizing and managing all leads. Such a database allows employees to access the information available for all leads. The database will keep track of any changes made to all existing leads.

Every insurance company should have an established and uniform classification system that ranks incoming leads. A consistent ranking system, that is company wide, will make sure that employees do not classify leads with different methods.

A consistent and organized lead management system allows for improved lead generation and higher revenues on insurance sales. An efficient lead management process saves time, money and effort giving your company an edge over your competitors.

As much as insurance selling is about growing and expansion, it is also about maintaining the current client base. Proper customer service will ensure that current clients have room to grow. An existing customer base is one of the best assets an insurance agency has. Therefore, marketing dollars need to be spent on customer retention.

Organizing, managing and developing your leads is an investment of time, money and resources. Failing to manage new and old clients will make your company miss out on growth opportunities. Management of both old and new clients will allow you to run a financially successful insurance agency.

The incoming administration is determined to repeal and replace the Affordable Care Act (ACA). It is difficult to know yet, what is to replace it and how the new system will work. Some provisions from the ACA may be kept in place like keeping kids on a parent’s health plan until they are 26 years-old and not denying people health insurance if they have pre-existing conditions. But the question…

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According to president-elect Donald Trump, Americans have suffered under the weight of a massive economic burden brought about by the Affordable Care Act (ACA). Apparently the Affordable Care Act was passed into law without much foresight, resulting in out-of-control costs, non-functional websites, higher premiums, less competition in the insurance industry and a greater rationing of care. As a…

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The insurance industry is complex and adjusting how its products are marketed may have a negative impact on consumers. Economists swear by a free market environment as being beneficial to all who participate in it. But would a free market environment work for the insurance industry? To answer that question, a group of economists studied Medicare Advantage, where beneficiaries chose from…

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In 2013 the Congressional Budget Office (CBO) researched how premium support, as suggested by House Speaker Paul Ryan’s “A Better Way,” would impact the federal budget, beneficiaries’ payments and choices. The results of their research revealed that under the two different proposed premium support plans, that both would “reduce federal spending for Medicare net of beneficiaries’ premiums and…

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There are two points that say privatization of public insurance is good in that it offers consumers more options and increases competition in the insurance industry. Proponents for privatization say both those changes would be financially beneficial for consumers in the long run. House Speaker Paul Ryan whose alternative proposal, A Better Way, is being touted as a possible solution to revamping…

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The new administration plans to push health care reform, and in the process overhaul Medicare, by eventually implementing what they refer to as premium support. What does that mean for Americans? It means that premium support would increase competition among health care providers, thus offering beneficiaries the choice of where to spend their money when choosing providers. House Speaker Paul Ryan…

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Insurance agents know they need to buy quality leads to continue the growth of their business. If a lead is not solid, even if it is worked properly, it may not convert. Conversions are the means of a thriving insurance agency.

The remarketing efforts of the bigger lead generation companies are great for some agents, but not for others. Herein lies the greatest flaw of these kinds of companies — leads sold and resold to numerous agents. This means that even though you may have asked for exclusive leads and were told that that is what you were sent, exclusive to the lead generation company really mean exclusive to a small group of agents. You find this out later when you are calling leads and are told by an aggravated potential customer that they have already spoken other agents.

You just spent marketing dollars and your time on those leads and they turn out to damaged. You cannot recoup your expenses. What next? Search for a lead generation company that sells exclusive leads, stands behind their product, replaces dud leads and works with you to get what you want. Choose a lead generation company that pre-screens leads, pre-qualifies them and sends them to you in real time. In other words, choose a lead generation company just the right size for you that suits your marketing style, understands what you need and provides what you asked for when you called to order.

While a larger lead generation company may be right for you, for others, it may be a smaller one. Things to be wary of when considering a smaller company are checking whether or not their website is legitimate, if they accept credit cards (Warning: if not they may be shady), are the leads scraped off the internet or sourced in another way, do they cater to you needs, do they replace bad leads and is their customer service reliable.

Searching for a good lead generation company is all about getting the right fit for the agent. You ideally want to work with an exclusive lead generation company such as benepath.net — a specialized agency with the resources of a large agency. You also want the trust and personalization of a smaller company that takes your feedback and uses it to continually improve the quality of their leads. That is what you get with benepath.net

Benepath.net is looking for long-term agent partners. Why not join us today?

There is a good possibility that the new form of health care for the nation may provide health support based on age. As explained by House Speaker Paul Ryan, the idea would be that older Americans who are very ill would get more support, as would lower income individuals. Those with higher incomes would thus not receive the same kind of support since they could afford to pay for it. The new…

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With a new administration promising to repeal the Affordable Care Act (ACA), 2017 may be a different year. However, with all large changes that may be coming, it is virtually guaranteed that repealing the ACA and replacing it with something else requires, in the words of House Speaker Paul Ryan, “a good transition period.” No matter how much Americans want change that change will need to…

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In many instances, those who miss out on signing up for Part D must look elsewhere to find lower cost drugs. There are exceptions to this general rule of thumb. For instance, your customer may qualify for a Special Enrollment Period. The senior may have moved out of the service area, had other circumstances beyond their control that precluded them signing up for Part D or they were involuntarily…

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Selling Medicare supplements is one area you are going to shine in. However, it is important that not only do you work those leads promptly, efficiently and effectively, but you have quality leads that convert. Fresh, real time leads coming directly and only to you are leads guaranteed to garner you conversions.

While it is true that exclusive Medicare supplement leads can be expensive, they are worth the investment. Smart insurance marketing begins with a sharp eye on the profit line and a plan to achieve those goals. Spending marketing dollars in the right places boosts your bottom line and provides a good ROI. So spending that extra gets you the good leads to work with and close.

Buying leads is best summed up with one word – exclusivity. You want leads exclusively for you and in your chosen territory. Cannot get that from you current lead source? Do not buy those leads. It is your money. Your time. Your marketing skills. You know what you need. Go out there and get it. If a lead generation company cannot or will not guarantee your exclusivity in the geographic area of your choice, go find another company that does that for you.

Do not be fooled by lead generation companies that say they sell exclusive leads and it actually turns out they sell to six or seven other agents. When you say you want exclusive leads, you want those leads to go only to you. That gives you the edge in knowing no other agent has contacted that person first. Of course, it gives you a leading edge in closing a sale as well.

Leery about spending funds to buy exclusive leads? Look at the benefits:
• less competition
• higher sales
• higher profits
• ethical lead generation provider supporting you
• exclusive leads allow you to nurture clients and grow your territory

Medicare supplement leads are great when they are exclusive to you.

Prescription assistance programs are another option if you have missed Part D enrollment. It is important to note that these types of programs are not “insurance,” however they can help you with the cost of prescription drugs. When you apply for an assistance program, you have to be deemed eligible. Once that has been cleared, you usually get a membership discount card that may be used at drug…

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There will be those who come to you after dealing with another agent or trying to keep up with all the Medicare changes on their own. Their story might go like this: they thought they had all the bases covered and signed up in time, only to discover they forgot to enroll in Part D. Now what?

Part of your job as an insurance expert is to offer various kinds of help to those needing your assistance. While you cannot enroll seniors in Part D, if they missed the deadline, you may offer them some other alternatives. One of which would be to inform them about pharmacy programs.

Many states have very large superstores with pharmacies that offer pharmacy discount programs. If a senior signs up for such a program, they are usually able to buy some of the prescription drugs they need for a discount. Although there are minimal initial fees the discounts received offsets those fees. Giving good customer service is also a good way to keep loyal clients.

What are your options if you miss out on Part D enrollment?

One of the easiest options available to those who missed out on Part D enrollment is to search online for “prescription coupons.” You may be surprised to learn that there are hundreds of pages offering coupons on just about any drug that is available on the market today.

According to president-elect Donald Trump, there is a pressing need for free market reforms in the health care industry. It appears from campaign speeches and recent media interviews that in order to create a free market for health care Obamacare may be repealed. Mr. Trump has suggested this will happen on day one of his administration taking office. Although he has stated he would seek a total…

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Although Medicare is considered to be a health insurance program for those 65 or older, it also offers coverage to those under 65 that have certain disabilities and those with End-Stage Renal Disease. If your customers do not know what they are covered for that could backfire later when they need coverage and discover Medicare does not cover them.

The costs associated with an accident when a client needs a procedure done and it turns out they are not covered are often exceedingly expensive. Always make sure your customers read the fine print when it comes to Medicare. If you sell Medicare supplements you are going to be the go to person for those needing tailored coverage to meet their needs.

Nutshell Medicare Coverage

Medicare, mandated for everyone to carry, kicks in automatically at age 65 and covers the following:

• Part A – hospital insurance – inpatient hospital care, hospice care and skilled nursing care
• Part A – also covers home health care, surgery, lab tests, visits to a physician
• Part B – medical insurance – covers some preventative services, durable medical equipment, home health care, outpatient care, doctor and other medical professional’s services
• Part B –  elective, offers choice to drop later or deny on enrollment
• Part B – ideally everyone should have Part B coverage, even individuals with Indian Health or Veterans benefits
• Part D – prescription drug coverage – here the government counts on private insurers to offer various plans with choices in terms of coverage options and varying costs
• Those with Medicare usually have to pay co-insurance, co-payments and a deductible even if a service/item is covered

Medicare Nutshell Coverage – What Medicare Does Not Include

• Dentures
• Cosmetic surgery
• Most dental care
• Acupuncture
• Custodial care
• Hearing aids
• Exams to fit a hearing aid
• Eye examinations to get glasses
• Routine foot care

It is important that your customers know what to expect when they sign on with your to buy Medicare supplement plans. Ensuring potential customers and existing clients are aware of any changes and have the coverage they need guarantees you a loyal client base. Good customer service can never be underestimated.

Although Medicare is considered to be a health insurance program for those 65 or older, it also offers coverage to those under 65 that have certain disabilities and those with End-Stage Renal Disease. If your customers do not know what they are covered for that could backfire later when they need coverage and discover Medicare does not cover them.

The costs associated with an accident when a client needs a procedure done and it turns out they are not covered are often exceedingly expensive. Always make sure your customers read the fine print when it comes to Medicare. If you sell Medicare supplements you are going to be the go to person for those needing tailored coverage to meet their needs.

Nutshell Medicare Coverage
Medicare, mandated for everyone to carry, kicks in automatically at age 65 and covers the following:

• Part A – hospital insurance – inpatient hospital care, hospice care and skilled nursing care
• Part A – also covers home health care, surgery, lab tests, visits to a physician
• Part B – medical insurance – covers some preventative services, durable medical equipment, home health care, outpatient care, doctor and other medical professional’s services
• Part B –  elective, offers choice to drop later or deny on enrollment
• Part B – ideally everyone should have Part B coverage, even individuals with Indian Health or Veterans benefits
• Part D – prescription drug coverage – here the government counts on private insurers to offer various plans with choices in terms of coverage options and varying costs
• Those with Medicare usually have to pay co-insurance, co-payments and a deductible even if a service/item is covered

Medicare Nutshell Coverage – What Medicare Does Not Include

• Dentures
• Cosmetic surgery
• Most dental care
• Acupuncture
• Custodial care
• Hearing aids
• Exams to fit a hearing aid
• Eye examinations to get glasses
• Routine foot care

It is important that your customers know what to expect when they sign on with your to buy Medicare supplement plans. Ensuring potential customers and existing clients are aware of any changes and have the coverage they need guarantees you a loyal client base. Good customer service can never be underestimated.

Mail back newspaper insert cards are small, postage paid, postcards that people can simply fill out and drop in the mail. Some people prefer making contact with an insurance agent rather than receiving a phone call. Mail back cards give people the control to contact you instead of having you contact them when they may not be ready to buy insurance – just yet.

Another source of leads that you may be able to take advantage of are engagement/marriage notices published in your local newspaper. Many newlyweds need home insurance, life insurance, car insurance, health insurance and other types of policies for their new family.

Simply being innovative in finding new leads and combining them with purchased leads is bound to give you a solid customer base to grow your agency and help people find the right insurance for their needs.

For instance, new homeowners are always in the market for insurance and often other insurance policies relating to their new purchase. New homeowners are easy to find as the information is public and easily accessible. A simple Google search for new homeowners in your area should deliver results. Additionally, you can request this type of information when you purchase leads from a lead generation company.

Furthermore, you should periodically revisit your company books and recheck all your existing customers, as they tend to be a good source of repeat business. Also, existing customers may bring in new customers in the form of their friends and family members.

While auditing your books look for old customers that can be targeted with other insurance policies. Identify milestone life events, in your files. These can include: the birth of a child or grandchild, milestone birthdays (like turning 65), new vehicles purchases, the anniversary of a policy or even a change of employment, etc.

All of this information is available at your fingertips. With careful research and due diligence you can obtain good results.

If you do not ensure your website is up-to-date, clean and professional people are not going to consider asking you for a quote, never mind call to ask questions. A website is not a placeholder on the Internet, it is a reflection of your agency. Think to publish useful information for potential costumers shopping for insurance.

A website is not only about your business but also about you, the agent. If potential customers do not like what they see, they will not turn into customers. A striking online presence is key. Make sure to update your website often, and the leads will find you.

It is worth investigating old leads that have been abandoned or not worked at all. Insurance companies going out of business may have various leads that were dropped or recently acquired and never worked. In addition, many agents never follow up with old leads, letting them collect dust.

Perusing old leads can pay off even if those leads have already been contacted, as they may still be interested in buying insurance. A new agent contacting them and spending chat time with them may well result in a conversion. Never turn your back on a creative lead source if you enjoy working all the angles to get your agency to grow exponentially.

Currently, many of America’s seniors are choosing to live at home with their adult children, to save on medical costs. More and more seniors need and use Medicare supplement insurance plans to maintain their health.

Medical supplemental insurance, also know as Medigap, aims to cover holes in the original Medicare. Medigap is made up of various plans that can cover co-pay, co-insurance, and deductibles. Together, the plans will give seniors 100 percent coverage. Medical supplement plans and Medigap are not to be confused with Medicare Advantage.

Navigating Medigap’s supplemental plans, can be confusing to seniors. This is where a dedicated insurance agent can help. Insurance agents should understand the policies, what they mean, how they work, how to price them out to benefit a senior’s coverage, and when to apply for coverage and not miss out on enrollment in the plan.

Selling Medicare supplement insurance is a brilliant plan that can grow the business base exponentially, if agents choose to educate clients and potential clients. Inform clients about modifications to Medigap, before enrolling:

The Medigap insurance plan was modified adding more choices
Plan K/Plan L covers 50 percent and 75 percent, respectively, of Hospice part A co-insurance as a basic benefit

For Plans K, L and N, seniors must pay a portion of the co-insurance/co-payments of Part B, which means they receive lower premiums

If current coverage ends at 65, send your medical policy application before the enrollment period, to be provided with continuous coverage.

Being proactive when selling Medicare supplement insurance ensures a healthy business base for your agency.

What is one great idea to meet others and talk about insurance quotes? If you know anyone who works at a large company, ask them about setting up a quote lunch table at their workplace. Ask for permission to set up a lunch quote table—in the break room or cafeteria. Make it clear that you are not pushing anything, but simply offering to provide an insurance quote to anyone who may be interested.

Set up your table with a sign that advertises free quotes for anyone looking to save money with an insurance policy. Table traffic based on curiosity provides you with many opportunities to engage a potential customer. It is worth a try and you lose nothing by being there.

The annual open enrollment (AEP) for 2017 Medicare coverage begins in October 15 and ends on December 7, 2017. During the enrollment period the following changes can be made:

Change from Medicare Advantage to Original Medicare or from Original Medicare to Medicare Advantage
Switch from one Medicare Advantage plan to another or change from one Medicare Part D prescription drug plan to another
Enroll in Medicare Part D, but a late enrollment fees may be applicable

It is important to remember that to enroll in a Medicare Advantage plan there are basic criteria that need to be met, and these criteria are:

Plan holders must not have end-stage renal disease (exceptions apply)
Plan holders must be enrolled in Medicare Part A and Part B
Plan holders must reside in the plan service area

What if the holder of the plan does not want any changes? If the holder of the plan does not want to make any changes, then there is no need to do anything, provided the current plan is going to be available in 2017. If it is not, then the plan holder will receive a non-renewal notice from the insurance carrier before the AEP. No non-renewal notice? The plan stays in place.

Even if plan holders wish to keep their current coverage it does not mean that there are no new changes coming for the year. Check to see if the current plan is still the best option and find out about any changes. Make sure to clearly understand any changes that may apply to the insurance coverage.

The Lead Response Management Study found that some days of the week are better for calling and making leads. Furthermore, certain hours of the day also lead to higher conversion rates. According to the study, Wednesdays and Thursdays between 4 p.m. and 6 p.m. are the most opportune times for telemarketing. There is nothing to stop you from reaching out to leads everyday, but your chances for conversions decrease significantly.

While that may seem like a no brainer to be flexible and not do the same thing over and over all the time, often agents get into a rut hoping for a conversion or two from their lead list that day. It is tiring and trying to maintain optimism and a cheerful attitude if the day’s calls have consisted of hang ups, rejections or put offs. Work smart and do not burn yourself out. There are always customers to talk to, contracts to sign and leads that convert – in their own time.

Let’s say you buy insurance leads from a lead generation company and you like how they work. You like the higher rate of conversions and the fact the leads are pre-qualified. It’s a nice way to do business – but – you feel like you are missing out on the person one-on-one leads you source yourself. You want to get out and meet people face-to- face.

That’s easy enough with a bit of creative thinking. For instance, new homeowners are always in the market for insurance and often other insurance products relating to their new purchase, such as life insurance. New homeowners can always be found online by using Google for your area and searching for new homeowners in your area. Or you can specify this is the traffic you want when you buy leads from a lead generation company.

Revisit your company books and check and recheck all your existing customers, as they tend to be a good source of repeat business in addition to bringing in new customers. For instance check the files for milestone events such as the birth of a child or grandchild, milestone birthdays (like turning 65), new vehicles added to the family, the anniversary of a policy or even a change of employment.

All that information is at your fingertips in your filing cabinet. Just mine it with diligence and see what good results you get.

2. Love buying from a lead generation company but want to also try other things

If you love your leads from your lead generation company, but want to try other methods of finding leads on your own, why not consider mail back newspaper inserts? They are not that expensive and when combined with purchased leads, may save you marketing dollars.

Mail back cards are small, postage paid postcards that people can simply fill out and drop in the mail. Some people prefer making contact with an insurance agent that way rather than receiving a phone call. It also gives them the control to contact you instead of having you contact them when they may not be ready to buy insurance – yet.

One other source of leads that you may be able to take advantage of is engagement/marriage notices published in your local newspaper. Many newly weds need home insurance, life insurance, car insurance and other types of policies, including health insurance for the new family.

Simply being innovative in finding new leads and combining them with purchased leads is bound to give you a solid customer base to grow your agency and help people find the right insurance for their needs.

3. Want more leads? Even old ones may be worth working

While you’re on a roll with your creative lead sourcing efforts, why not consider getting old leads from another insurance agency that may be going out of business? Find out if they have old leads you could buy.

It would be worth the investment of your marketing dollars because those leads may not have been worked, may have been abandoned just before they made a decision to buy or are fairly recent and have not been worked at all.

Even old leads may pay off because even though they might have been contacted once or twice before a few months or more ago, they may still be interested in buying insurance. A new agent contacting them and spending chat time with them may well result in a conversion. Never turn your back on a creative lead source if you enjoy working all the angles to get your agency rolling and a force to be reckoned with in the long haul.

4. Insurance websites are crucial tools for lead generation

Let’s face it. Getting walk-in traffic to an insurance agency is a difficult task, but it’s even harder to get people to make an appointment to come and see you if your website is as old as the dinosaurs or messy and confusing. You want a potential customer to walk in the door and be impressed with your online presence, your social media skills, your sharp and precise explanations about insurance terms on your agency website and your professional approach to doing business.

If you don’t ensure your website is up-to-date, has fresh information, a compelling presence, and looks sharp and ready to do business in a highly professional manner, people are not going to even consider asking you for a quote, never mind call to ask questions. We can’t say this often enough, your website is not just a placeholder on the Internet. It is who “you” are, how you do business, a reflection of you and how you run your agency.

Your website is not just about your business, it is also about you. It is you, the personal you, that is selling insurance. If people don’t like what they see on the website and don’t get a good feeling about the business or you as an agent, they are not going to buy. It’s just that simple.

Tend to business in all the ways that it counts and that includes a striking online presence that says you mean business. And if your website needs resuscitation, get a new one and do it up right.

5. Partial to cold calling or meeting people and talking shop?

Some insurance agents like cold calling and meeting others to talk about insurance. Selling is a social endeavor in many ways and whatever seems to work the best for you when sourcing leads, go with it. There is no absolutely right way or wrong way to work leads, just so long as they are worked sincerely, with enthusiasm, and with the goal of finding the best insurance policy for a client.

What’s your best idea to meet others and talk about insurance? Be creative and try setting up a quote table at a large company – in their breakroom or cafeteria. You’d need permission to do so, but nothing ventured, nothing gained. Ask to set up a quote table and make it crystal clear you are not pushing anything, but simply offering to provide an insurance quote to anyone who may be interested.

Have a sign on your table that says something like having a good insurance policy can save you money, or free quotes to anyone interested in checking out how to protect their family in case something happens. Table traffic based on curiosity provides you with many opportunities to engage a potential customer. It’s worth a try and you lose nothing by being there.

Cheap tools and insurance leads have a lot in common. If you buy cheap leads, that is precisely what you get – chewed up leads that have already been worked by up to seven other agents. A waste of your time and definitely a waste of good marketing money. Focus your spending on the good stuff, the exclusive to you only leads that have a high conversion rate because they are pre-screened and pre-qualified.

True enough, exclusive high quality leads are a bit more expensive, but they are worth the investment. It’s like another old saying that rings true: “You have to spend money to make money.” Buy the best in leads; get the best in consistent customer conversions. Is it worth paying more? Yes. Your agency’s bottom line and your sales record definitely reflect what high quality leads can do for your sales track record.

Here’s another way to also look at it. You are in business to makes sales, make a living and help others. The only way to accomplish that is to get the best leads possible. Leads that you know are going to convert, either fairly quickly or within a six to eight week time frame. If you work those pre-qualified leads like a trooper, you get the results you want – quickly. Why waste time sitting on the phone chasing someone who has already spoken to numerous other agents? Go for the gold to get the gold. It’s just that simple.

The post Looking for Cheap Insurance Leads? You Get What You Pay For first appeared on SEONewsWire.net.]]> http://www.seonewswire.net/2016/10/aep-is-approaching-for-medicare-work-it-to-your-advantage/ Fri, 07 Oct 2016 13:05:43 +0000 http://www.seonewswire.net/2016/10/aep-is-approaching-for-medicare-work-it-to-your-advantage/ This is the perfect time to focus on your Medicare customers. The Medicare Annual Election Period is at hand. It can be confusing for your regular and potential clients to keep the various annual election periods (AEP) straight. For Medicare…

Quality leads only open the door to a world of potential customers for the agent seeking to grow an agency or boost their sales record. Insurance leads are worth their weight in gold, provided they are exclusive to you only. While other leads may be less expensive, they may also be leads that have been shared with other agents. Even if you work those promptly, you usually play runner up to other agents who have already called those leads.

Why waste time, which is money, and marketing dollars out of your pocket to chase leads that are not exclusive? The extra money you pay for quality, tailored leads is worth it. The leads are pre-qualified, come in real-time, are pre-screened and want the product you offer. If you are the only agent getting those leads just imagine the number of sales you may have on a consistent basis.

Whether you are just starting out selling insurance or are an old hand at selling policies, you have likely tried the delicate art of cold calling. It is not for everyone and many agents would rather not have to deal with picking up the phone and calling complete strangers.

Since the advent of the computer, social media and other new innovations, including insurance lead generation, you no longer need to cold call. However, you still need to be a decent phone marketer because in reality, calling leads is still a form of cold calling that just happens to include a name, address, phone number and some other possibly useful information to initiate a chat.

How to succeed with phone marketing is a bit of an art, but it is one that can indeed be mastered with a bit of work. The first thing you need to have in your toolbox is the belief that calling leads is going to work. If you go into it with the attitude that it’s going to fail, that you’re going to be nervous and blow it and no one is going to buy anything from you then that is precisely what is going to happen.

Yes, it’s true, what you think, you manifest into reality because that is the kind of energy you send out. Put another way, “belief” is a real thing and it must be a part of your attitude to succeed. Without belief, phone-marketing accomplishments, even with solid leads that have requested information, your success may not manifest itself.

Always be wary of the first excited rush you get when you have new leads to call and people to connect with to talk about insurance. You need to have the mindset that working leads is a long-term, repetitive task, because that is how you grow your agency. It is not something you do just one day a month. Phone marketing and calling insurance leads needs to become a habit that becomes a part of your every day business life.

Run into glitches when calling? Not surprising. Everyone you are going to call is going to react in a different manner. Even if they asked for information about insurance, they may be rude, hang up, say they changed their minds or they do not want to buy right now. What do you do? Tweak your calling routine a little bit each time you run into a “situation.” Keep track of what works and what does not. Be prepared for just about anything to happen because leads are anything but predictable.

Insurance leads “are” your job. Do them often, with diligence, care and enthusiasm. A job you enjoy and work hard at is a job that leads to success.

Building your brand has never been easier with access to social media, a dynamite website, videos, stellar FAQs, timely and interesting news releases and articles and your personal presence to assure people you are the agent to deal with when they need insurance.

As things stand today, many people lean toward unsurance – not being insured because they think it is not worth the expense. This is a prevalent myth in health care and those without insurance find out the hard way that unsurance means huge medical bills when they need medical care. Or they find out that a recently deceased family member did not have final expense insurance and they must foot the large bill to hold a funeral and take care of burial.

Simply put, if you have the right tools to do online marketing the way it needs to be done, give it your best shot and watch the customers convert.

True, insurance contracts are complex. However, that is not the real issue. Selling insurance is not so much about the actual contract as about the concept behind it – protection for an individual or family. A policy that takes care of loved ones “if” something happens, a Medicare supplement that is perfect for a customer and provides the care they need to stay healthy and happy, or an older grandfather who wants to make sure his family is not burdened with funeral and burial costs.

Selling protection to those that need it and those that do not yet know they need it or do not understand why insurance is necessary is the glue that holds your agency together. Education is a major component of what you do for a living (selling insurance) and why you want to help others understand that insurance is vitally important.

While you may prefer doing that in person, online marketing is a crucial component of any smart insurance agency marketing plan these days. It also opens the door to thousands of other potential customers and lets you post some great reasons why people do need insurance. So, get with an online marketing program and make sure your website (and social media) are geared to educate and protect.

There are a lot of great insurance policies out there that cover a variety of needs that many people don’t know exist such as final expense insurance and the amazingly flexible choices when choosing term insurance or other forms of life or health insurance. It’s a fact. Marketing insurance is not the way it used to be.

Aside from no longer knocking on doors, there is a remarkable opportunity to present insurance pros (yes, and cons) to potential customers by customizing a 3D presentation. Something that makes the learning component for your customers come alive and makes educating them about why insurance is essential fun.

Sure, they are likely going to need to part with cash at some point to get that policy, but if it is presented in such a way as to show them how it does offer benefits they may not have thought about, it is cash happily parted with for their protection.

Creativity and an unique approach to selling often garners many more customers than you thought were possible.

If you want to run and grow a successful insurance agency, you must know your marketing statistics, what your competitors are doing, how they are doing it, what makes them successful or different, what demographics buy from them, what demographics would be best served by your agency and so forth. Without numbers you are essentially flying blind – not a good idea when you are trying to make a living selling insurance.

Also be aware that your numbers do change over time in response to shifts in the marketplace, changes in insurance policies and even changes in government legislation affecting insurance. Always make it a habit to faithfully check your numbers on a regular basis. Why? It catches changes in the market and gives you a heads up to make adjustments to your marketing plan. It’s the smart way to grow your agency.

If you want to succeed, and succeed big, desire and motivation are the key elements to make that happen. What do you want in life? Where do you want to be in five years? Ten years? How do you want to grow your business? What areas do you want to expand in? How many staff would you have? These are real life questions for a real life insurance business and if you can answer those questions, then you have the desire and motivation to make your agency a driving force in the market.

Selling insurance is highly competitive. You already know that. Without desire and motivation, your agency may end up being just one of a pack of others. It’s your drive, motivation and creativity that propel you forward to success. Keep moving toward your goals. Let nothing get in the way. Success is going to be yours.

It’s a well-known fact that Medicare supplement leads are hot and show no signs of diminishing in popularity. This is due to the fact that America is greying and good health coverage is a top priority for older Americans.

Medicare supplement leads can be the backbone of your insurance business, built around other top selling products. Agents and brokers need a good business foundation to make their agency grow. Making it grow can be achieved in a relatively short period of time if Medicare supplement leads make up the main bulk of sales.

The ideal thing about these kinds of leads are their intrinsic value as a tool for educating seniors. Medicare is difficult enough to understand as is. Throw in different supplement choices and the stakes are higher for seniors struggling to figure out what would work the best for them on a limited budget. If you have the ability to simplify the complex language of insurance, your sales are bound to increase.

Make certain you get quality Medicare supplement leads and work them like they are your job, because they are and they are your ticket to a thriving agency. So when you buy your leads from a lead generation company, make sure to clearly lay out your parameters for the niche you want to market in. The more specific your lead requests, the better they are and the potential for higher sales is even greater. Make them exclusive leads and that is even better, because only “you” receive the leads.

Being specific, knowing your demographics and what you want to achieve for your business means buying leads that focus on what seniors want, need and are pre-qualified to buy. Yes, spend a few more marketing dollars to get the best leads. That old saying: “Spend money to make money” is very true. If you cheap out on buying quality leads you waste your time and money and usually end up frustrated and without very many sales.

Remember, when selling Medicare supplements to seniors, this is a golden opportunity to offer even more in the way of sterling customer service. Position yourself as the expert. Have answers to the questions you are asked. Offer alternatives. Work with a senior’s budget. Make an impression. All these things lead to customer loyalty down the road.

It involves learning continually, striving to be better than you ever have been before, making certain you have your finger on the pulse of the insurance industry and are passing that vital information back to staff and customers. It involves leading by example. Doing what is right and best for customers. Being accountable, honest, personable, available and educated in all the nuances of the industry.

Being successful in selling insurance is not just about working with leads. It is about being an all-round great agent or broker able to hold your own in any conversation about insurance and how vital it is in today’s world. It is about converting those who think they do not need insurance. It is about being aware of your own skills in selling, presenting yourself and your agency as a valuable partner to those who are seeking insurance, but do not know what they want. It is about being a good leader who has put time in the trenches learning to be a good leader.

It takes hard work. Are you up to it?

Perspiration is the result of a leader who is not effective, an agent or broker who offers weak support, pits workers against one another, undermines their efforts to perform their jobs and tells customers the staff are not so good, but they are all you can find. In other words, a leader who is not leading but rather focusing on his or her own wants, needs and success, not realizing that the support received is what makes everyone successful and ultimately happy with their jobs.

Simple. Inspiration leads and succeeds. Perspiration causes tension, creates hostile workplaces, promotes an atmosphere in which to make mistakes and results in slow or no growth. What kind of agency do you run?

Retain your personal power and keep reaching for success. Bring the same motivation and drive to grow to your staff and customers. Have a clear idea of what you want (more customers, more leads, more conversions) and that will help you get it. If you make the mistake of giving up and becoming discouraged at a few setbacks, the success cycle is fractured and it’s hard to regain the momentum. Focus. Stay the course. Push ahead and do not let anything get in your way. You know you can do it.

Always focus on becoming better than you are today. Educate yourself. Take courses. Attend seminars. Read. Take classes. Give webinars. Always strive to be the best at what you do. That drive translates into an insurance agency that is second to none in customer service, products and customer loyalty. You know it. Find ways to do it.

Once you have mastered the concept of self-leadership, then your goals and vision for the future begin to coalesce into something you know you can achieve. You know what you need to do and do it. You face down any obstacles that may be in your way, find ways to work around them, turn difficulties into lessons and turn lessons into success. This is the essence of attraction marketing, which does not just apply to garnering new customers. It also applies to working with staff and others to achieve your goals.

When you are in a successful relationship with workers and other agents, things will come to you. Put another way, things, people, good business deals, conversions and beneficial situations are attracted to you because of who you are and how you handle business. What you have become attracts what you need to succeed. Simple yes, but at the same time complex. Try it. It works.

Check your attitude on these items:

• Are you overwhelmed by the complex nature of running a business and constantly being on top of things?
• Is constantly educating yourself about social media and other methods of promotion frustrating you daily?
• Do you feel swamped with all the work that needs to be done?
• Do you feel like your investment of time and money is producing very little in the way of returns?
• Do you despair at the lack of leads you seem to garner?
• Do you struggle with converting visitors to your website or blog to leads?
• Do you struggle with converting leads to customers?
• Are you merely coping with your business and not enjoying it?
• Do you continually feel frustrated about seemingly not getting anywhere?

Did you answer yes to a number of these questions? If so, you may lack self-leadership. You need to be brutally honest with your self-assessment here because your whole career is riding on the answers. If you don’t have self-leadership, then chances are you do not have sufficient motivation to make it work either. Think. Think about it again. Then think about it from all angles. If you want to succeed, stay out of your own way.

In short, you need to be a leader before you start leading others in building your agency. While that might seem like an obvious statement, give it some thought, as it holds the key to your ultimate success. Being a self-directed leader generally means you have your act together, and if you do have your act together, you can lead others. If you do not have your act together, that is a whole other can of worms and could mean you will fail to build a thriving business.

Do not be “that guy,” the one who does not have his act together. Do not be a bumbler while trying to build your agency into a force to be reckoned with in the long-term. Know what you need to know. Learn what is essential to run your business. Find all the information you can on reaching your designated goals. Surround yourself with like-minded people and go flat out to get that brass ring.

If you want to succeed, be in the know, get going, don’t stop and look back. Keep moving forward and continually educate yourself, learn new social media platforms, different ways of marketing and be creative in spending your marketing dollars. Success is only possible if you put the hard work and effort into it.

Whether you have been selling insurance for 15 years or 15 days, learning about your product, how it helps others, how to sell with confidence and work with leads effectively and efficiently is your key goal every day of the year. It does not matter if you think you know it all and have seen just about everything under the sun. There is always a thing or two any agent or broker can learn to better promote a business.

Where to start? That is the million-dollar question and often the best answer is to just begin at the beginning, as cliché as that may sound. In the beginning, you want to make sure potential customers know you are the best insurance company to deal with and the best agent they could possible deal with to buy insurance and deal with claims.

However, do not fall into the trap that many other agencies get stuck in when it comes to promotional hype. It is not enough to simply claim that such an insurance agency is the best, has the best policies, the best agents and the best service. While your company may indeed have good service and reasonably priced insurance policies, so does just about every other insurance agent selling in your territory. So what distinguishes you from the crowd? You. Yes, you personally. This is relationship marketing at its very best. If you have a way about you that people relate to, that is what makes you and your agency stand out from the crowd.

Choose an outstanding and reliable lead generation company that stands behind its leads and screens them for you. You want quality leads to stay ahead of the rest of the pack and you want sales on a regular basis. This is possible when you buy exclusive insurance leads from a company such as benepath.net. They pre-qualify leads in the niches you want and according to the parameters you need to sell various kinds of insurance. Add this high conversion rate from pre-screened exclusive leads to your personal best sales routine and your business is set to grow.

Remember to stay the course and stay focused on your goal. There are hundreds of marketing tools online today that you can chose to use, but just choose the one that fits you the best and stick with it until you know it inside out. Once that is accomplished, move on to the next social media platform and begin your marketing magic once more. Begin your social media journey with the leaders Facebook and Twitter and partner them with videos and article marketing. Again, stay focused. Stay sharp. Stay the course and keep motivated for the long-term. No motivation. No business. It’s just that simple.

And last, but not least, when you get leads coming in work, work, work them and then follow up as well. Leads are your business lifeline. Use them well.

Sure, social media platforms are a great way to make people aware of your business, but that takes time. The first thing you want to work on and build is relationships. Simply put, if people do not know you as a personable, knowledgeable, down-to-earth, approachable person they may be less likely to buy products from you.

It is like buying from a faceless entity, a person they are not sure is reliable, a person who wants others to buy a product some may feel they do not need. This is why you do not hop on social media platforms and start selling insurance. Let people get to know you first, then begin quietly selling your area of expertise, which is first and foremost, your extensive knowledge and training that allows you to either answer questions right away or find the answers and helps you create intelligent, well-written articles about the subject.

So, first rule of thumb on using social media is, be social. Meet people and reconnect with old friends. In other words, relationship network with like-minded people. The relationships you build may take you places you did not think were possible. Never assume that being social first is a recipe for disaster and no sales. It often works astonishingly well, which is why your competition may be leading the insurance policy sales race. They use social media to garner friends — friends who, over time, become customers.

Here are a few pointers on how to be social without waving a red flag with “insurance agent” written on it:

• Know your target niche.
• Know what problems your product is capable of solving.
• Make friends with those who are talking about your product and offer educational replies and the other side to any disparaging remarks about insurance policy prices and coverage.
• Answer threads and questions and comment on issues that your product may affect in a beneficial manner.
• Offer intelligent, intuitive advice to your target audience.
• Keep contributing valuable content about your product that is new, relevant and refreshing.

Use social media friends as bonus leads in partnership with the leads you purchase from a lead generation company. (Hint: when you get your leads, always check your social media hangouts for the names. It is an instant way to melt the ice.)

Always remember to use your leads in an appropriate manner. If you are using social media and spot a potential lead, make friends first. If you are calling leads sent to you by a lead generation company, be friendly, personable, approachable, know your products and respond to their queries promptly and professionally. In the course building a direct phone camaraderie, find out what social media platform they use frequently and send them valuable, relevant information they need to make informed buying decisions about insurance products.

Being creative with social media goes a long way toward building your business successfully.

Feeling like the bottom fell out of your business plans? That you are not getting enough conversions? That you have tried just about everything you can think of to boost business? That some days the hurdles to educating people about the value of having insurance are just too difficult to deal with any more?

Virtually every agent has days like that, even the very successful ones. When push comes to shove, start spending more quality time with consistently successful agents. Take a close look to see what they may be doing that is different from how you run your business. Attend training calls, listen to MP3 recordings, read the right kinds of marketing books with self help tips, attend seminars and presentations and get out and see what everyone else is doing.

There are no shortcuts to being successful. It takes time. It takes commitment. It takes the drive and will to succeed every single day of the week all year long. It takes curiosity and the conviction that you can make a difference, want to make a difference and find ways to do just that. You can achieve anything you want to achieve, but you have to stop fighting yourself to get there.

If you don’t go into the insurance business with a serious mindset that you are going to succeed and do it well, then the business is mediocre. It may or may not succeed. It may or may not make you the kind of income you’d like. That is because you do not have a true plan and a fixed goal. What is the goal? The goal is to plan on being in the same business, successfully, in five to ten years.

Is that possible when you first go into business, opening your own agency? Yes, it is. It has never been easier building your own brand thanks to the Internet, social media and the hundreds of tools smart insurance agents can use to market themselves, their products and services. Seek and ye shall find the answers to your marketing questions online, and if you don’t, ask someone in your industry who knows.

It’s true — who you know and what they know can be a huge benefit to you.

Those are some tough questions. Do you have the answers? If you don’t, you may need to revisit your business and marketing plans to identify areas that need to be improved. If you do not provide the leadership needed by example, employees are not going to be operating at their maximum efficiency. You count on your staff to get hundreds of little details right to keep your customers happy and ensure they return. Are you making sure your staff is happy? Are you leading by doing? If not, it’s time to breathe new life into your work habits.

Don’t know the latest social media platform that half your clients likely hang out on? Learn it. Aren’t sure how to post on the article-writing platform on LinkedIn but have a great article on long-term insurance? Get someone to show you. In other words, there are no excuses for not learning or finding out how a social media platform works and how you may leverage that to your benefit.

It’s your insurance business. It won’t grow unless you do.

These may seem like niggling little details, but they are vitally important to the health and wealth of your insurance agency. If you don’t know your demographics, understand how they think and buy, comprehend what the latest trends are and adapt to meet those changes, your customer base may not only stagnate but also shrink.

Too often agents focus on getting new customers and figure the customers they already have are in the bag and loyal. They are only loyal if they get good customers service and an insurance agent who continually strives to make certain they get the right insurance at a reasonable rate.

Offering the best and being the best is a huge time commitment. Are you ready to roll up your sleeves and dive right in? Look at your competition closely and find out what they are good at and how they do it — make great sales. You can always learn something from the competition.

While you may think you don’t have the time to make those vital calls to leads, go to that charity lunch, or make a presentation at your Rotary Club. You really cannot avoid doing those things. They are the lifeblood of your business. You are presenting yourself to people who may become your customers. Make that huge time commitment and watch your word-of-mouth referrals increase.

The general rule when selling insurance is to market to motivated potential clients. Now that may seem like a difficult task because there are a lot of people who shun insurance because they believe it is too expensive and not necessary. Chasing those individuals is a waste of time until they one day realize the benefits of having insurance.

Instead of chasing the impossible lead(s), work with pre-qualified and pre-screened, real time leads that have already indicated they are interested in buying insurance. Those kinds of leads have a significantly high conversion rate because if someone calls to find out insurance quotes and asks for further information, they obviously are interested in selecting a policy that is right for them. That is where you, the insurance expert, come in.

You know your product. You have good leads thanks to purchasing the exclusive leads from benepath.net. You have a list of names of people who want insurance information. You make your calls and find out your conversion rate is really great. What could be better than that?

Put another way, you are marketing and selling to a motivated client base — leads that have indicated they want more information about insurance or have stated they want to buy insurance. This beats cold calling and even working with warm leads because your purchased leads want what you are selling and are motivated to find out what they need to know.

If you work the motivated leads properly, intelligently and diligently, your insurance business is going to grow. There is no question about it. Will there be a glitch when you first try exclusive leads? Perhaps, but if so, it will not be due to the leads. It might be due to you not knowing how to work with leads like that, in which case, you just need to find out what way works for you to make those conversions.

Sure, marketing is about casting a wide net to capture as many customers as possible. However, casting that net in a sea of uncommitted potential clients wastes your time, money and expertise. Cast the marketing net in a sea of pre-screened and pre-qualified exclusive-to-you-only leads. That is a successful method that helps you reap great rewards — more conversions, more clients, more business growth and more income.

If you have been selling insurance for any length of time, you have likely heard about warm leads versus cold leads. Cold leads are ones you have never had any contact with whatsoever and calling those leads is literally meeting a stranger. There is nothing wrong with this if you are good at calling people you do not know to try and sell them insurance.

Yes, calling cold leads, referred to as cold calling, is a real skill and it is definitely not for everyone. It may not be for you. It may be worth a try for the sake of comparison, but make sure you try other leads as well to experience the difference. The best leads for any insurance agent are warm leads

Warm Leads Can Be Found Just About Anywhere

Warm leads are usually right in front of you. You can find them just about any place, and they include people such as:

• people you have spoken to before
• people you have met before
• your neighbors
• your friends
• your relatives
• followers on Facebook
• followers on Twitter
• connections on LinkedIn
• connections on other media platforms
• blog followers
• previous customers
• attendees at online seminars you hold
• pre-qualified, pre-screened leads purchased from an online lead generation company

As you can see, there are so many different ways to work with warm leads, you could be busy for months on end. Just be careful you do not waste too much time trying to convert those leads that have not been pre-qualified, are not exclusive to you and have not been pre-screened.

Marketing dollars need to be spent wisely and one way a smart insurance agent garners more conversions is by purchasing pre-qualified, pre-screened exclusive-to-you-only leads from a reputable lead generation company, such as benepath.net

It is hard enough as it is to start out new in the insurance business without failing to take advantage of the help there for the asking in the form of pre-screened, pre-qualified exclusive leads. Why buy exclusive leads? Don’t all lead generation companies say they sell exclusive leads, but really mean exclusive to about seven different agents?

Fair enough question. Yes, that does happen with some lead generation companies. They sell you
and seven other agents the same leads. This is a waste of time and money. If you buy guaranteed-exclusive-to-you leads from benepath.net, they are only sent to you and no one else. That is a wise marketing investment on your part, as these exclusive pre-screened real time leads have a significant chance of converting if you work quickly and diligently.

So if you want to try cold calling, go ahead. It may suit you and it may not, but chances are good you are going to find it a waste of valuable time and money. Then, to compare, get some solid leads from benepath.net and see your income spike in a short period of time. Good leads make for good marketing and good marketing tactics make a savvy insurance agent a good income.

It’s no secret that if you want to grow an insurance agency you need the tools and the ability to achieve success. Of course, tools alone do not guarantee that you will succeed, but tools combined with smart choices and a solid grasp of how to grow a business will get you where you want to go.

One of the first things you need to learn and do consistently is to write good copy. Can’t write to save your soul? Hire it out. Your business depends on it. Good writing has the ability to generate leads. Everything is connected when you are growing and running an insurance agency. Writing good content helps you on social media, online, in blogs, for speeches and even for presentations for prospective clients. Social media use and content marketing are crucial. Do not treat them like separate “tasks.”

There are some marketing gurus out there who insist that you need not spend money to get leads. While that may be a route you are tempted to take, here is one very good reason why that is not a good idea: lead quality. If you don’t get good leads, you waste more time on the phone trying to connect and sell than if you spent strategic marketing dollars to get pre-qualified solid leads from a lead generation company. You’re familiar with the old axiom that goes: “Time is money.” This is particularly true when it comes to working insurance leads.

This is not to say you cannot find your own leads. By all means, try that if you feel moved to attempt it. It might be worth comparing your results at the end of the day. But if you want to kickstart your business and keep it growing, buying exclusive insurance leads is the guaranteed way to go, provided you do the work to convert the lead. Remember, good leads alone do not mean business for you. However, good leads along with excellent sales skills ups the ante on being successful sooner.

Just remember that the core skill you must have is the ability to write (or hire out) content and market it skillfully in places such as your blog (you do have one don’t you?), on your website, in writing articles, news releases, in brochures and even in ad mail campaigns. The power of the well written word is something that still moves people to action. Combine smart marketing with a wicked ability to handle and source good, solid leads, and success will be yours.

When new insurance agents get out on their own and have a chance to prove to themselves and the world that they have a good product that everyone wants, they’re bound to make a few blunders. Totally understandable, but completely avoidable.

When you have finished training, don’t rush out and do everything all at once and don’t order as many leads as you can and expect to get through every last one of them in a hurry. Life just does not work that way. Take your time. Learn as you go. Learn from those who have gone before you and learn that calling leads is an art and not an automatic sale for every call. Learn also that despite being told you can make sales doing cold calls, this is a practice that is best left to later in your career and only if you are so inclined to try it. Many are not, and rightfully so.

Cold calls give even seasoned insurance agents some serious pause for thought for the very simple reason that there is zero information for the agent to establish a rapport with the person on the other end of the phone line. Using leads from a reputable lead generation company is a wise move when first starting out because they are pre-screened and pre-qualified. You have basic information to work with as a starting point, such as what kind of insurance they may be looking for, where they live, their age and possibly what they do for a living.

Calling someone cold turkey does not offer you even a faint snapshot of who you may be dealing with on the other end of the phone. So, to avoid the pitfalls of calling leads too fast and blowing them off due to inexperience or a lack of understanding on how to properly work leads. go slow. Learn what you need to know from others. Try it. Then learn something new and try it. Never try calling leads without having some training under your belt and a good mentor who has “been there, done that”.

Being new to calling insurance leads is only a disadvantage and may cost you more money and time than you thought if you do not learn as you go and take care doing it. This is your career. Do it the right way for a long-lived and rewarding one.

What do you do with prospects when you were only able to leave a message on an answering machine? You have not spoken to them personally, so what kind of approach would work to stay connected with them? Better yet is the question: Did you leave a message? You may or may not be surprised to learn that many insurance agents in the process of calling leads do not leave a message when they encounter an answering service.

Sometimes there may be a good reason for not leaving a message, say for instance the agent has a bad cold or was interrupted by another call or staff member. However, if you do not leave a message, it is the same thing as not having made the call in the first place. No gain. Waste of time. No follow up. No sale. No connection. Not a particularly good use of dialing time either.

Here’s a good rule of thumb for those pesky answering machines: always, always leave a message no matter how much you may not like talking to a machine. The person obviously wants to hear from you or they would not have a machine on the line to capture calls in the first place. Hang ups are the most annoying thing in the world next to telemarketers. No, you are not a telemarketer if you are calling leads. Leads are individuals who asked for someone to call them about insurance.

Listen to the message. Leave your name and contact numbers. Mention you have the information they wanted and you would like to find out if there is anything else you may help them with while discussing their insurance needs. Do not leave your website url because you want to speak to them, not send them to a website. Sending them to a website means you do not know what they want or need. You can only uncover that information by speaking to them directly.

Now that you have left a message, what’s next for follow up?

If you have their email information, send them an email letting them know you are trying to call them. Let them know you would be happy to help them with their insurance needs and would be pleased to meet with them at their convenience. Yes, it’s true. There are times this approach backfires. That is something that comes with the job.

Just do the best you can with the leads you purchased from an reputable online lead generation company, one that provides quality leads with a high rate of conversion. A significant portion of those types of leads are going to convert either when you first make contact, or later down the road, provided you make certain to stay in touch.

What’s the big secret to sales success?

The big secret to sales success is maintain a relationship with your leads and follow up, follow up and follow up. It’s no mystery that diligence wins the day and the sale.

Depending on what geographic area you asked for when you purchased your insurance leads from an online lead generation company, you may face the prospect of leads being in different times zones. Make sure you sort your leads into various time zones and pay attention to time differences. The last thing you want to do is call a Florida lead from California at what may be 9p.m. your time, but midnight in Florida.

Sort first, call later and later

All leads should be sorted before working on them and what criteria you use is up to, as you are the one working them. In general though, begin with dividing the names into time zones. Choose your calling hours for the respective time zones: PST, MST, CST and EST. Also pay attention to whether or not a particular time zone follows Daylight Savings.

Let’s say you want to call between 9 a.m. and 9 p.m. in the lead’s time zone. You can find out time zone differences by checking them online. It would be helpful to keep this process as organized as possible and have a tabbed divider for each zone. It’s far easier to keep track of the leads you have called, where they are and what they said in one place than to toss them all into one working pile and try to guess who said what later. In keeping with being organized, start with the time zone you live in. Once you get closer to your designated shut down time in your time zone, you can begin calling in others. It’s simply a matter of determining who to call next based on your organized tabs. Using this method to extend your calling day and the number of leads you are able to reach has the potential to be very profitable in terms of conversions.

Remember, calling leads is a relationship marketing process

You’re selling insurance. You’re calling leads. You’re wanting to make as many sales as you can to grow your business. You trash leads that do not cooperate and move on, right? Wrong. No matter what kind of sales you are in, whether you are selling insurance or cars, website design or widgets, all marketing is relationship based. You are not just selling a product. You are selling yourself. That is why it’s called relationship marketing. Building an insurance business can only be done by cultivating relationships that are mutually beneficial. Every agent, even those working with pre-screened, pre-qualified leads is going to run into someone who does not want insurance, even if they wanted information. That’s life. And, when they say no, they may mean No, not right now. Do not trash them. Keep the information and check back later. Things change day-to-day for all of us. The same observation is applicable for a lead that wants insurance quotes one day, but not two days later. Respect that decision and the process. Maintain a good relationship with those who decline insurance. It may pay off later.

Instead of posting material that might get you on the wrong side of group members, post relevant content about the insurance industry, helpful tips or tactics to deal with claims, how to best help an elderly policyholder find what they need and so forth. Tell stories. Help others. Reply to questions citing your own experiences in selling insurance. All those methods of communicating are relevant and still get the message across that you are an expert in your field.

Sometimes less is more, even when it comes to marketing yourself, your agency, your expertise, services and products.

Think outside the box as they say and it will become second nature for you to expand your searches for prospects into many seemingly unrelated areas and groups — because no matter what the group, everyone is bound to need insurance of some sort. And one other tip that comes in handy as well. Look for any lead names you bought from a lead generation company on LinkedIn. It’s a good way to start a conversation about other things, including insurance.

You want those who read your material to know you are intimately familiar with the ins and outs of buying insurance, know how to find what people need without a hassle, understand the latest changes in the industry and are customer service oriented to the nth degree.

In short, by sharing your knowledge you are demonstrating to others that you are an expert, don’t toot your own horn, know how to make complicated policies and concepts easy to understand and are dedicated to making sure clients and potential customers get what they need, when they need it.

If you want to be sought after and regarded as an insurance agent or broker to deal with because of your experience and expertise, make sure your contact information is detailed and clear and includes your address, a link to your website, blog and/or YouTube productions and a phone number where you can be reached. Yes, a working phone number that connects directly to you. LinkedIn is not a dating site. Your phone number is only used to do business and make a date to discuss insurance options or a group policy proposal for a small business.

If people cannot connect with you, you insurance business is not going to grow as much as it could.

Endorsement on LinkedIn is more than someone just clicking a box that says you are good at selling, public speaking or editing. It is a signal to others reading your profile that you have verified talents and others who have either worked with you directly, or know of you from others. In other words, the individuals who endorse you are also references. Treat them with care and respect. They may just send you a number of people who need insurance.

First and foremost you need a professional picture for your profile. Do not use a selfie. Do not post a photo of you in a bikini. Do not post a picture of you and your pals drinking. Look professional. This milieu is different and you need to use a very professional approach not a casual one.

Take advantage of the Summary and Experience sections to write a new explanation of how you can help customers. Do not cut and paste material from your resume. Write from the heart with passion and spell out how you and your services are able to help clients and prospective customers.

And you keep calling once a month until you have done business. Persistence is the key to converting a new client. Yes, leads may reject you several times. That’s just how it goes. They may decide one day they do not really want insurance and say no to what you have to offer.

In a month or two, they may have changed their minds because their life circumstances have changed. If you don’t keep in touch, you could well miss making a sale and converting a loyal customer. Those who appreciate that you took the time to keep in touch are those who respect your persistence and are thankful you did keep in touch when they needed you. Sure, there are those who do not want to speak to you ever again. Deal with it and move on.

There is just one caveat when e-mail marketing, and that is Don’t overdo it. One email too many from an insurance agent is likely to get your emails blocked. You need to remember that the average number of promotional emails an individual receives may run up to 20 such missives a day. That means your email needs to stand out from the crowd and snag a reader’s attention. You don’t want people to scroll on past your emails.

How do you create read-worthy emails? It’s all about effective content. Work to create an actionable subject line — a call to action is best. Use images and different shapes in your mail. Designers recommend rectangles and squares to prompt readers to act. Circles and ovals are for telling brief stories because no one likes reading too much text. Make sure the overall effect is not cluttered, thus making your email look well organized and attractive.

If the science of email marketing is new to you, take the time to research how it works. It can only bring you more success in the long run.

Never forget that marketing is time and budget driven and if you take the time to do it up right, your ROI is bound to justify the investment.

The Wall Street Journal reported today that multiple insurers across the country have requested rate increases ranging from 8.2% to 65.2%. While those requests will most likely be pushed down by regulators, consumers will be faced with significant increases this fall.

Why Is This Important to You?

• Consumers will be seriously searching for alternatives when they see the increases
• Many will drop their expensive exchange plans
• Consumers will be open to hearing about alternatives
• Consumers priced out of the exchange market have an established budget to buy health insurance, and will take your offerings seriously
• Consumers who stay in the market will most likely be buying plans with much higher out of pocket costs, increased copays, and deductibles and they will be very open to ancillary products like accident, critical illness and metal gap plans.

Right now is the time to start planning your strategy for open enrollment. Having a game plan in place now for the impact of these rate increases this fall will

The post Get Ready to Sell Alternative Alternatives to the ACA this fall first appeared on SEONewsWire.net.]]> http://www.seonewswire.net/2016/05/hot-tips-to-market-your-insurance-agency-how-many-are-you-doing/ Thu, 26 May 2016 11:57:47 +0000 http://www.seonewswire.net/2016/05/hot-tips-to-market-your-insurance-agency-how-many-are-you-doing/ Marketing insurance these days can be a bit of an uphill battle. That simply means you need to get creative to make your agency stand out. Here are some hot tips to follow. How many of them are you doing?…

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The post Hot tips to market your insurance agency — how many are you doing? first appeared on SEONewsWire.net.]]> Marketing insurance these days can be a bit of an uphill battle. That simply means you need to get creative to make your agency stand out.

Here are some hot tips to follow. How many of them are you doing?

• News releases
• Website Videos/Client Testimonials
• Solid marketing plan for your insurance agency
• An up-to-date website for your agency
• Appropriate/applicable website analytics
• Search engine marketing strategies for insurance agencies
• Social media marketing strategies
• Website visitor identification
• A specific e-marketing plan for your insurance agency
• An active blog
• Online participation by Vlogging
• Insurance webinar marketing
• SEO and PPC insurance ads
• E-brochures/case studies
• Newsletter
• Insurance agency telemarketing
• Appropriate call to action for all marketing materials

Feel free to be even more creative in marketing your insurance agency. The sky is literally the limit when it comes to finding creative ways to maximize your exposure.

The post Hot tips to market your insurance agency — how many are you doing? first appeared on SEONewsWire.net.]]> http://www.seonewswire.net/2016/05/the-two-main-ingredients-to-success-in-the-insurance-business-are-relationships-and-exposure/ Wed, 25 May 2016 11:54:26 +0000 http://www.seonewswire.net/2016/05/the-two-main-ingredients-to-success-in-the-insurance-business-are-relationships-and-exposure/ While the formula for insurance business success is mostly a no-brainer — get lots of exposure and build lasting relationships — there are a significant number of agents who do not know how to go about making that combination work…

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The post The two main ingredients to success in the insurance business are relationships and exposure first appeared on SEONewsWire.net.]]> While the formula for insurance business success is mostly a no-brainer — get lots of exposure and build lasting relationships — there are a significant number of agents who do not know how to go about making that combination work for them.

Once upon a time there was no social media to leverage and calling friends and family and those you already knew was the key to building a business. While that, in part, remains true today, selling insurance is less about chasing the warm market and more about paddling in the social media pool. Think about the significant number of people you can reach on social media with your message — millions versus one call, one visit, one relative and so forth a week doing it the old way.

With contacts numbering in the millions, you cannot beat that kind of exposure. The issue is you need to know how to leverage that kind of access. And if you do not know how to use social medial to your advantage when selling insurance, you need to learn or get left behind.

When it comes to exposure and relationships, the old ways worked. However, today’s technology never stops evolving and relationships and exposure can happen at a heady pace if correctly leveraged. Use those marketing dollars to invest in training. That’s smart marketing.

The post The two main ingredients to success in the insurance business are relationships and exposure first appeared on SEONewsWire.net.]]> http://www.seonewswire.net/2016/05/just-what-does-making-contact-mean/ Mon, 23 May 2016 11:51:04 +0000 http://www.seonewswire.net/2016/05/just-what-does-making-contact-mean/ Making contact can mean any one of a number of ways, but for the purposes of this blog, making contact with a lead is making a personal phone call and sending a follow up email. When you have a set…

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The post Just what does making contact mean? first appeared on SEONewsWire.net.]]> Making contact can mean any one of a number of ways, but for the purposes of this blog, making contact with a lead is making a personal phone call and sending a follow up email. When you have a set and consistent follow up routine, you may vary how you make contact. One month a phone call may be fitting. The next, perhaps send an email with new information in it about a product the lead may be interested in.

For long-term follow up, you need to be original and use emails and phone calls. You might even want to include a news item or news letter as well. The goal is to keep in touch and not push. To answer questions. To help a lead choose what suits them best. To show them how certain types of insurance policies may make their lives easier in the long run — an example would be final expense insurance and how it provides for funeral expenses and takes care of their family.

If your goal is to ensure a healthy business, with lots of customers and financial success, follow a plan and plan to follow it diligently.

The post Just what does making contact mean? first appeared on SEONewsWire.net.]]> http://www.seonewswire.net/2016/05/outshine-other-agents-by-being-consistent-in-following-up/ Fri, 20 May 2016 16:32:03 +0000 http://www.seonewswire.net/2016/05/outshine-other-agents-by-being-consistent-in-following-up/ The insurance business is highly competitive. That’s no secret. Want to win big? Then do what a lot of other agents do not do — be consistent with following up with leads. There are a lot of agents who just…

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The post Outshine other agents by being consistent in following up first appeared on SEONewsWire.net.]]> The insurance business is highly competitive. That’s no secret. Want to win big? Then do what a lot of other agents do not do — be consistent with following up with leads. There are a lot of agents who just trash their call lists when they don’t get someone home or get told the lead is not interested, even if they did ask for information.

That is a part of doing business. People have lives. People change their minds. And they may change their minds again and decide they do want insurance. You won’t know that unless you follow up. Consistently.

Here is a suggested timeline for making follow up contact with leads. Follow this outline, with personalized adaptations and you’ll see a dramatic increase in sales as you stick to the plan.

During the first week of making contact with a lead, reach out at least three times at different times of the day and on different days. If you have not made contact by the second week, then make at least two calls that week. If you move into week three, then gear down to one call that week and one call into week four.

Do you quit after a month? No. You keep calling at least once a month for as long as it takes to do business.

The post Outshine other agents by being consistent in following up first appeared on SEONewsWire.net.]]> http://www.seonewswire.net/2016/05/3-simple-tips-when-selling-to-internet-life-leads/ Fri, 06 May 2016 12:38:56 +0000 http://www.seonewswire.net/2016/05/3-simple-tips-when-selling-to-internet-life-leads/ When it comes to using internet leads, there is a distinct set of tasks associated with the lead when you receive it. One of those tasks will be choosing how to approach the prospect on the phone. Literally, we must choose some…

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The post 3 Simple Tips When Selling to Internet Life Leads first appeared on SEONewsWire.net.]]> When it comes to using internet leads, there is a distinct set of tasks associated with the lead when you receive it. One of those tasks will be choosing how to approach the prospect on the phone. Literally, we must choose some words to say that get us to the desired outcome. When it comes to “things to say” we either have things to say that work or we have things to say that are really just words. It can be like driving at night without the headlights on; we are driving, yes, but a critical element is missing – and that will affect the outcome. It will also become tedious, unproductive, and demoralizing.

Over years of engaging prospects who appear in my inbox, it seems that there are a number of “flavors” when it comes to what kinds of calls we engage in. What I mean is that depending on who we are dealing with, we select from a number of approaches when we want to move the call along, and those approaches tend to repeat every now and then. This is because the type of prospect we encounter also repeats every now and then. This lets us practice on the “type of prospect” so that we get smarter as we go from the one yesterday to the one today. Put short, we learn as we go. Take these three approaches that come up often enough when the potential buyer picks up the phone.

1)      Sell the approval.

Selling the approval means that you would aim to sell the outcome of underwriting. Not the policy features, your service level, the cost of coverage, the carrier’s reputation, or any of those things. Not that those things aren’t important. However, we can get wrapped up in one or more of those and never actually ask that the prospect tune in on what we want. We want them to apply with us. What happens when they apply? They eventually will be approved if they were going to be at all. And the best way to get the approval to happen is to sell the approval. Example: “Dave (the prospect), based on what you just shared with me, I can see that you are likely a preferred risk –  and possibly a preferred plus risk. One of those is yours. The best way to know the exact cost of your coverage is to let the approval process happen so that  we can know your actual rate class. Once you know that, you will know the cost of your coverage to the penny. From there, you may adjust the face amount to match your budget. So, let’s get you approved!”

* The key to this approach is that you are not asking the prospect to accept your guess of what the approval will be. They want to know the exact cost, right? Well, so do you, and what is the one certain way to discover what the cost is? Get them approved!  If they buy the suggestion to get approved to know the actual cost, then they are also buying the process right up to the end, where they pay for the policy. And, at the same time, you left an “out” when you mentioned that the cost could be adjusted downward on approval. This last bit leaves room so that the cost is determined by the buyer, ultimately.

2)      Cut to the chase (with impaired risk).

Cutting to the chase means that we often cannot nail down the eventual cost or rate class. Dave has 3 maladies, one is lower back pain, and he has HBP which is not yet under control for about 2 years. Then, there are 6 medications, and Hepatitis B. Since you can’t nail down the rate class on the phone (which means you cannot nail down the cost, either), you punt with this: “Dave, the best way to know what the final outcome will be is to actually avoid quoting a specific number and simply find the right carrier for you given the set of conditions that you mentioned, submit an application with no money, apply for more than you actually may accept, get the result, and then you will know your actual rate class and cost. From there, you may lower the face amount to account for any ratings. Done this way, we get all the info that you want (cost…) but you will only pay what you can afford to pay.”

* The key to this approach is that you are being as factual as you can be when you admit that you don’t know what the outcome will be. How can you be, without blood and urine and medical records? Add to that the fact that you would rather get to the truth in a credible way rather than guess your way to it. Sound familiar? Fact is, with this much varied impairment, (complete with pain and unstabilized HBP for 2 years) it is nearly impossible to guess what the outcome will be (plus the effects of the stuff that they may not be telling you about). One thing is certain: this one will be rated! How do we get to the numbers that are at the heart of the deal? Cut to the chase and get the carrier to tell you the rest of the story, which means skipping to the approval. Literally, you might say this: “Dave, there is no way to accurately know the cost of your coverage. Anyone who tells you that they know how much it will cost – at this stage – is guessing. Here is how we can avoid that. Let’s get you approved.” For those of you who are familiar with informal inquiries, yes, that will work, too. The difference is that with this approach, we are not getting back to the prospect after consulting with carriers and waiting days for the 4 or 5 carriers to get back to us. We are moving forward with the application without the “getting back to you” part.

3)     Get off the page; say things that you know, that the prospect can’t possibly know. Be the advisor.

Getting off the page means that you sometimes benefit when you say things that are not published, but which are accurate, informative, and help establish you as an advisor
who educates instead of just sells. Example: Jesse thinks the price is the price and that the price shows on the quote. He does not realize that carrier A will ding him severely
for that marijuana in his system (Sorry, Jesse!). He has no idea that carrier B will see it more leniently. So, while the quote at preferred rates shows carrier A is less expensive, in the final accounting he will not fare well with that carrier, but he will with carrier B. He cannot know this, since he does not peer into the deeper recesses of carrier’s treatment of marijuana usage. But you do, and you do it every day. So be the advisor and educate. Capture interest. Cause them to listen to you. Cause them to buy from you, and that is
the key.

 

Kirby Thomas
Term.com

The post 3 Simple Tips When Selling to Internet Life Leads first appeared on SEONewsWire.net.]]> http://www.seonewswire.net/2016/04/buy-the-right-kinds-of-leads-specific-to-type-of-insurance-sold/ Fri, 29 Apr 2016 11:46:41 +0000 http://www.seonewswire.net/2016/04/buy-the-right-kinds-of-leads-specific-to-type-of-insurance-sold/ Do not just buy any leads to grow your business. Make sure you ask for leads that are specific to the kind of insurance you sell. Before you buy leads you need to ask yourself a lot of questions. This…

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The post Buy the Right Kinds of Leads Specific to Type of Insurance Sold first appeared on SEONewsWire.net.]]> Do not just buy any leads to grow your business. Make sure you ask for leads that are specific to the kind of insurance you sell.

Before you buy leads you need to ask yourself a lot of questions. This helps you focus what you want in terms of leads, leads with the potential to convert and build your business. If you sell final expense insurance or term insurance you do not want leads for group insurance. It’s all about knowing your market niche and making plans to work it smart.

What do you need to know before you call to order leads? Some of the questions you should write down before you call and interview the lead company you want to work with are: Where do you get your leads from, how old are the leads, are they guaranteed to be accurate and do you have the time to follow up the leads in a timely and consistent manner?

Where a lead generation company gets its leads to sell to you is a very important question for this reason, the best sources are those that have specifically expressed an interest in the type of insurance you sell – say Medicare or long-term disability. These exclusive leads may be more expensive, but they have a higher conversion rate.

Make sure you do not get really old leads, which fall into the category of “cold” leads. There are several issues with old leads, not the least of which is the information may no longer be accurate, the individual(s) may not even recall requesting information and they may no longer be interested. Buying old, cold leads is a waste of time and money, even if they are inexpensive. These leads are usually sold and resold to multiple agents and the only one that makes money in that deal is the lead generation company.

If you choose to buy exclusive leads, then ask if the lead generation company has a guarantee about their accuracy. Some companies do replace any leads that are not accurate. Since it is your marketing dollars being spent on exclusive leads, you want to know any duds will be replaced.

Having said all that, make sure you have the time to follow up your leads. If you do not consistently follow up you run the risk of losing potential customers. Your business needs a continuous source of customers to grow. Do it the right way the first time.

The post Buy the Right Kinds of Leads Specific to Type of Insurance Sold first appeared on SEONewsWire.net.]]> http://www.seonewswire.net/2016/04/buying-leads-is-a-great-way-to-build-an-insurance-business-but-know-how-to-work-them-properly/ Wed, 27 Apr 2016 11:39:36 +0000 http://www.seonewswire.net/2016/04/buying-leads-is-a-great-way-to-build-an-insurance-business-but-know-how-to-work-them-properly/ Simply buying quality leads does not mean you will achieve instant success. You have to work your leads like a boss. It’s a well-known fact that leads by themselves are not the key to instant success. They have to be…

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The post Buying Leads Is a Great Way to Build an Insurance Business, but Know How to Work Them Properly first appeared on SEONewsWire.net.]]> Simply buying quality leads does not mean you will achieve instant success. You have to work your leads like a boss.
It’s a well-known fact that leads by themselves are not the key to instant success. They have to be worked properly, diligently and intelligently. Quality leads are definitely the way to build your insurance agency business rapidly, but you need to set realistic goals and expectations before you start working them.

Things you need to know before you start working leads

Do you know what kind of lead you want? Do you want to buy real time leads? Do you plan to call your leads within 48 hours? Do you know what lead generation company you want to buy from? Do you know how many leads you can comfortably and profitably work in one day? Do you have someone else helping you work leads? What demographics do you want to reach?

Good lead generation companies help you pick the right kinds of of leads to suit your requirements, experience and budget. While it might feel like a good thing to do to order hundreds of cheap leads at a time, this is a bad way to get ahead. Order the quality leads. Work them like they are gold. They are your best bet when it comes to conversions. Remember that buying expensive, verified and targeted leads does not mean instant success. You must work them carefully, thoughtfully and diligently.

Success does not come overnight, so you need to invest in yourself by investing in training to convert leads the right way. If you want to ensure your insurance business grows, keeps converting customers, retaining existing customers and is a forward thinking force with up-to-the-minute news and new offerings, it takes your hard effort and time. Leads you buy open the door to your future. You either work them the right way or not. Be consistent in everything you do, but even more so when you work those valuable leads.

It does not matter where your leads come from, on or offline, email campaigns or direct mail campaigns, all leads need to be worked consistently. All leads, no matter what their origin hold the key to your agency’s financial success when the convert to valued customers. Just remember that when you call leads, each one is likely to be at a different stage of interest. Know what that stage is and adjust your marketing skills to work in partnership with each lead. Being consultative may be your best approach ever. It sends the message that you are genuinely interested in an individual’s health, wellbeing and safety.

The post Buying Leads Is a Great Way to Build an Insurance Business, but Know How to Work Them Properly first appeared on SEONewsWire.net.]]> http://www.seonewswire.net/2016/04/its-the-reward-folks-its-the-reward/ Mon, 25 Apr 2016 11:39:41 +0000 http://www.seonewswire.net/2016/04/its-the-reward-folks-its-the-reward/ You’ve heard about the power of positive thinking. Maybe you think that sounds like phooey. Here’s a challenge to every insurance agent that wants to succeed in his or her business: Use the power of positive thinking every day for…

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The post It’s the reward, folks, it’s the reward first appeared on SEONewsWire.net.]]> You’ve heard about the power of positive thinking. Maybe you think that sounds like phooey. Here’s a challenge to every insurance agent that wants to succeed in his or her business: Use the power of positive thinking every day for a month. Focus on the reward of success. Focus on getting the goals you set achieved. Focus on how you are going to get where you want to go. Simply keep the positive mindset that you ARE going to succeed beyond your wildest dreams.

At the end of the month, check your sales record. It might surprise you. And next? You go into month two and double what you did in month one. Yes, it IS possible if you focus on the reward, the brass ring, the light at the end of the tunnel, or whatever you want to call it.

Yes, there are still risks along the way to success, but if you focus solely on the risks, the power of the positive focus gets lost and so do you. What ifs are good for some things, but make sure the what ifs you use when selling are the positive what ifs — like what if the customer wants more than one policy? What if the customer wants a different policy as well as the one they asked about? You get what we mean. It’s the reward. Focus on it.

The post It’s the reward, folks, it’s the reward first appeared on SEONewsWire.net.]]> http://www.seonewswire.net/2016/04/dont-let-the-what-ifs-bog-you-down/ Fri, 22 Apr 2016 11:34:45 +0000 http://www.seonewswire.net/2016/04/dont-let-the-what-ifs-bog-you-down/ Everyone has what if moments in their lives. What if I buy that car and can’t pay the loan? What if I take that job and I don’t like the boss? What if I buy that insurance policy and it…

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The post Don’t let the what ifs bog you down first appeared on SEONewsWire.net.]]> Everyone has what if moments in their lives. What if I buy that car and can’t pay the loan? What if I take that job and I don’t like the boss? What if I buy that insurance policy and it does not suit my needs? What if I contact a lead and they don’t want insurance no matter what I say?

Here is what is wrong with that way of thinking. You are thinking about the what ifs of this and that going wrong. Instead, you need to think about the what ifs of everything going right. It’s a simple matter of your perspective.

We are what we think. We create our own reality and if we put out negative thoughts about no one wanting to buy insurance, then no one will buy insurance. On the other hand, if you know your product is the best, you know it will sell, know it will do the job and that people will want it, your conversion rate goes up.

The main truth about life is that everything we do is a risk and if we did not keep going forward and dealing with everything that crops up on our journey, we would accomplish nothing. Put another way, the promise of things going right for you when selling insurance are greater than the chance of things going wrong.

Ever wonder why those other guys, the competition, do so well? Find out how they think. Then change your point-of-view.

The post Don’t let the what ifs bog you down first appeared on SEONewsWire.net.]]> http://www.seonewswire.net/2016/04/agents-need-patience-to-work-leads/ Wed, 20 Apr 2016 11:29:22 +0000 http://www.seonewswire.net/2016/04/agents-need-patience-to-work-leads/ There are times when a lead instantly converts, but that is not always the case. You need to be patient and keep working your leads diligently. For every one instant conversion on contact, there are likely going to be at…

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The post Agents need patience to work leads first appeared on SEONewsWire.net.]]> There are times when a lead instantly converts, but that is not always the case. You need to be patient and keep working your leads diligently. For every one instant conversion on contact, there are likely going to be at least three or four others that say they changed their minds, did not want to spend that kind of money right now, are waiting for a better time, or need to think about the information they got.

All those reasons are fair, but none of them has flatly said “No.” What do you do? You wait and reconnect later with further information, ask how they are doing, do they have any questions, tell them about new information in the area they were thinking about buying insurance, mail them new material and invite them to visit or call you at any time.

One call a week is not offensive. Offering new information is helpful. Mentioning a sale or change of policy requirements may pay off big time. In other words, you never know when a lead that wants more time is going to convert. Persistence and patience pay off in the long run.

The post Agents need patience to work leads first appeared on SEONewsWire.net.]]> http://www.seonewswire.net/2016/04/life-is-complex-for-everyone-and-that-is-where-empathy-comes-into-play/ Mon, 18 Apr 2016 11:25:37 +0000 http://www.seonewswire.net/2016/04/life-is-complex-for-everyone-and-that-is-where-empathy-comes-into-play/ Life can be a rush or a rough ride for everyone. Every day you talk to people who may need insurance for those rough ride moments, but they may not realize that — yet. Insurance agents educate, empower and ensure…

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The post Life is complex for everyone and that is where empathy comes into play first appeared on SEONewsWire.net.]]> Life can be a rush or a rough ride for everyone. Every day you talk to people who may need insurance for those rough ride moments, but they may not realize that — yet. Insurance agents educate, empower and ensure clients get what they need to protect themselves and their families.

Understanding that life is complex for a prospective client and empathizing with them means more sales for you because you are seen to be just like them. You understand their trials and tribulations. You “get” that they have tough times and low budgets. You can show them it is not as difficult as it may seem to be protected.

When you buy leads, ask for them to be in your specialized niche, tailor your script to those needs, use it when you call, be an honest part of the script as you talk to your lead. But don’t be afraid to deviate from it, as that too is part of being empathetic. You’re human. Your leads appreciate you being like them, and once you demonstrate your knowledge and willingness to help them, your chances of converting leads to exponential clients rises.

The post Life is complex for everyone and that is where empathy comes into play first appeared on SEONewsWire.net.]]> http://www.seonewswire.net/2016/04/dream-large-and-small-but-do-something-every-day-to-make-the-dream-reality/ Fri, 15 Apr 2016 11:18:06 +0000 http://www.seonewswire.net/2016/04/dream-large-and-small-but-do-something-every-day-to-make-the-dream-reality/ Having dreams about a successful insurance agency is the best way to build for the future. Part of those dreams must include how successful you shall be working and converting leads. Dream large. Dream small. But remember to take action…

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The post Dream large and small, but do something every day to make the dream reality first appeared on SEONewsWire.net.]]> Having dreams about a successful insurance agency is the best way to build for the future. Part of those dreams must include how successful you shall be working and converting leads. Dream large. Dream small. But remember to take action on those dreams, no matter what size they may be.

If a dream feels overwhelming and shuts down your will to move forward because it seems impossible to achieve all at once, then you should break the task down. Do it one small step at a time. When you do one small step at a time, the large dream becomes closer to a reality.

If you sell one policy a day for a week, dream about two policies every day for the next week and figure out what you need to do to achieve that. If you need to change the kind of leads you buy, do it. If you need help calling your leads, get it. If your price needs to be more competitive, lower it. All dreams are achieved by making them happen in smaller steps to reach the pinnacle of success.

The post Dream large and small, but do something every day to make the dream reality first appeared on SEONewsWire.net.]]> http://www.seonewswire.net/2016/04/to-successfully-sell-insurance-set-your-standards-high/ Wed, 13 Apr 2016 11:07:21 +0000 http://www.seonewswire.net/2016/04/to-successfully-sell-insurance-set-your-standards-high/ You got into selling insurance because you want to succeed, right? You know you have to work hard for those goals to achieve that reality. It’s your dream to make your business prosperous. Dreams are good. They keep life interesting…

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The post To successfully sell insurance, set your standards high first appeared on SEONewsWire.net.]]> You got into selling insurance because you want to succeed, right? You know you have to work hard for those goals to achieve that reality. It’s your dream to make your business prosperous. Dreams are good. They keep life interesting and keep people moving forward. However, at some point, those dreams need the dreamer to get going, get active, keep selling and achieving their goals consistently.

To achieve goals consistently, you need to set your standards high, not low. Instead of thinking you will just sell one policy a week to get your feet wet, dream about selling three or more a day. If you only dream your goals and take no action, the goals remain only a dream.

The post To successfully sell insurance, set your standards high first appeared on SEONewsWire.net.]]> http://www.seonewswire.net/2016/03/summing-it-all-up-to-sell-insurance/ Tue, 29 Mar 2016 11:37:12 +0000 http://www.seonewswire.net/2016/03/summing-it-all-up-to-sell-insurance/ If you don’t have it all together when you make calls to leads and remember that each step toward selling insurance needs to be followed diligently, you may not be as successful as you would like to be. It is…

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The post Summing it all up to sell insurance first appeared on SEONewsWire.net.]]> If you don’t have it all together when you make calls to leads and remember that each step toward selling insurance needs to be followed diligently, you may not be as successful as you would like to be. It is hard work to call people you do not know and try to sell them insurance. They may feel it is too expensive, even though they may well have asked for an agent to call them with information.

The thing to remember when calling leads is that you are running a business and in order to keep running it successfully, you need to make your calls and convert those leads. Leaving hot leads in your mailbox for a couple of days diminishes the chances of a sale and increases the chances that the prospective customer thinks no one is going to call.

You need to be very organized when you prepare to make calls to insurance leads. Have everything right at your fingertips: your script, any sales literature pertaining to special policies, Medicare information if you specialize in Medical supplements, information on the latest trends in the insurance market that may affect a consumer, a ready smile and a drive to succeed. Yes, you do smile when you are on the phone. It’s infectious and can be hear by your potential customer.

Everyone has bad days, but leave those angry feelings at home or at the door of your business before you pick up the phone to call. You are marketing yourself, and you want to do it the right way. You must know your policies inside out, how they can be adapted to buyer’s needs, what carriers can do special exceptions for a potential customer, and how you can make your lead’s life a lot easier and safer with the right insurance policy.

The more you work on your selling skills the better you get at selling insurance. It just takes the will, drive and dedication to make it all come together and build your business.

The post Summing it all up to sell insurance first appeared on SEONewsWire.net.]]> http://www.seonewswire.net/2016/03/when-handling-objections-do-not-get-cute/ Tue, 22 Mar 2016 11:36:09 +0000 http://www.seonewswire.net/2016/03/when-handling-objections-do-not-get-cute/ There are times when you may be on the phone with a prospective customer discussing policies and what would best suit their needs when they begin to raise objections. You may think you have heard them all before and have…

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The post When handling objections, do not get cute first appeared on SEONewsWire.net.]]> There are times when you may be on the phone with a prospective customer discussing policies and what would best suit their needs when they begin to raise objections. You may think you have heard them all before and have a ready answer for just about anything someone can throw at you. STOP! Take the time to listen carefully to what is being said.

If you want to find out the real reason they are raising objections to purchasing a policy ask them politely and in a sincere tone: “Oh, why is that?” and let the person explain their reservations about buying insurance right now or purchasing one particular policy versus another one. Your honest curiosity and active listening is a win-win situation for everyone.

By taking the time to really connect with a lead you have become a trusted person to speak to about insurance needs. And while it may turn out that the individual does not buy a policy right now, chances are they are going to do that later because you took the time to respectfully listen to their concerns and offer them possible solutions and/or alternative ideas. It’s the personal touch and good customer service that goes a long way toward converting and keeping customers.

It only takes a slight shift in your perspective to go from a set script and ready answers to active listening to really get a fix on your potential customer. One of the best methods to relate to your lead is to paraphrase an objection back to them by saying something like: “If I understand you correctly, you [paraphrase the objection]. Do I have that right?”

Typically, this will further open the conversation in different directions and you may find a workaround for the stated objection. Here, too, is something that you need to be aware of while talking to leads — know the difference between a real objection and a brush off. After years of talking to people on the phone and in person, you have developed an innate sense of when you are being told to go away and when a person genuinely has some concerns that need addressing.

Fail to recognize the difference between a brush off and a sincere concern, which you can in all likelihood overcome, and you may find yourself talking to a dial tone. Be alert and aware to what your lead is saying and make sure you connect with them on a personal level and not come on gangbusters to sell a policy. You are dealing with another human being on the phone and they need to be treated with respect, care and dignity.

The post When handling objections, do not get cute first appeared on SEONewsWire.net.]]> http://www.seonewswire.net/2016/03/close-the-sale-not-asking-leads-to-close-means-no-sales/ Fri, 18 Mar 2016 11:33:06 +0000 http://www.seonewswire.net/2016/03/close-the-sale-not-asking-leads-to-close-means-no-sales/ There is no sense in working a lead diligently and then not asking for a sale, otherwise referred to as closing the sale. Sure, you may be unsure as to whether or not the prospect is going to convert or…

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The post Close the sale — not asking leads to close means no sales first appeared on SEONewsWire.net.]]> There is no sense in working a lead diligently and then not asking for a sale, otherwise referred to as closing the sale. Sure, you may be unsure as to whether or not the prospect is going to convert or not, but if you leave the closing question unasked, you are left in limbo, and “maybe” sales don’t count.

Act like you have the sale in the bag. Talk like they are going to convert. In other words, simply assume there is going to be a sale and nine times out of ten, you will have asked at the right moment to get a lead to buy. While the tenth one may be elusive and say no, “no” does not necessarily mean “no, never.” It may mean “no, not right now.” That is why you continue to work leads even after they have declined to purchase.

You have done your part correctly if when you step back and analyze your call with the lead, you have been leading the individual to the close the entire time you were talking. It’s all in how you close that makes the difference to your sales figures. Sure, there are lots of ways to close, but the easiest one is to simply assume it is a sale and say a friendly “Let’s get your application into underwriting and get your final rate figured out.”

If your close does not work, take the time to find out what the core objection may be and then work to overcome it. Ensure you have a firm follow-up time that you both agreed upon. You may be able to work around their objections and come up with a solution that fits their needs like a glove. Just be prepared for that now-and-then customer that got away and just will not buy insurance, no matter what you say or do. It happens. It is part of the job. Just dust yourself off and get back to work. There is always another prospect on the horizon.

The post Close the sale — not asking leads to close means no sales first appeared on SEONewsWire.net.]]>
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