“Knowing your products, your sales pitch, what in the most in demand and where to source quality leads and how to work them are all part and parcel of being a top insurance agent. What you don’t get told is how to concisely summarize your agency and its product in less than 30-seconds. It means a laser focus on what is important to tell a potential customer. Can you do it?” asks Benepath.net CEO, Clelland Green, RHU.
Not too many agents can reel off a convincing spiel in 30-seconds, but that does not mean they cannot learn how to. It is a good lesson in marketing and how it works. If an agent can market their agency and what they sell in 30-seconds, they truly understand what it means to market the essentials, and essentials are what customers want.
“They don’t want obscure facts about Medicare supplements, or want to know how much a funeral costs, they want solutions to problems. In other words, just the facts. Getting to the heart of the matter of selling a policy someone actually wants is an art,” adds Green. “This is where knowing your customers wants and needs becomes paramount to making a solid sale.”
What is involved in a 30-second focused pitch, an insurance agency’s digital asset? Quite a lot, and the agent must spend hours scripting, rehearsing, timing and getting feedback on what it sounds like and whether it has the moxie to meet the mark. They need to know their value proposition – what appeals to the customers in the niche they want to market in. It has to highlight a valued product, service or solution, focus on agent expertise and get the message across succinctly but clearly. It is, with practice and patience, doable.
Mini marketing, meaning the 30-second verbal art of telling prospective clients what they need to know about an insurance agency, their products and services has some “must do” components:
“The beauty of the 30-second pitch to a client is that you may change it to suit your needs in any industry you choose whether it is group insurance or small business insurance. This helps you refine and define what your agency is about and makes you a driving force to be reckoned with when you are in sales mode,” says Green.
The post Quickly Summarizing an Insurance Agency’s Services and Products – a 30-Second Verbal Art first appeared on SEONewsWire.net.]]>There are a large number of agents out there that have issues with using lead generation companies and investing their hard-earned marketing dollars in buying leads. Those same cautious individuals end up watching the competition soar like an eagle when it comes to selling Medicare supplements.
“Why is the competition doing better than you are? They are buying exclusive Medicare supplement leads from benepath.net,” explains Clelland Green, RHU, CEO, benepath.net. “The fact is the Medicare supplement market is ripe for harvesting because the buyers in that demographic need what you are selling. It doesn’t get any easier than that.”
Selling insurance, no matter what kind, is not a walk in the park. Agents should always work their leads, even Medicare leads, with enthusiasm, drive, integrity and determination. The greying of America means there are millions of potential customers to approach with a much sought after health product, one that they need to be as healthy as possible.
The nation’s population is not the only thing aging. So is the Medicare program itself. Some predict it is going to run out of money by 2017. Others suggest it is likely to remain operating, but at a 20 percent less capacity. “That aside, and most such predictions like this need to be taken with a grain of salt,” adds Green. “Medicare supplements help fill the gaps left in health insurance coverage in the ‘original’ Medicare.”
Also referred to as Medigap, Medicare supplements give seniors a better, more complete plan to see them through their medical issues. This point, perfect for educating potential senior customers, may be used in discussion with Medicare supplement leads. Working this type of lead is not just about selling. It is also about education, assisting the client to choose what is the best coverage for their situation and about making someone’s life better.
“With all those points working in your favor, your business can and will grow by leaps and bounds. When you market what people want and need and do a good job of it, they convert. Don’t eschew buying from a lead generation company until you have actually tried it,” Green suggests. “The results will surprise you.”
Medicare supplement leads are a bit like the pot of gold at the end of the rainbow. “Believe in the process and product and reap the rewards,” says Green.
The post Medicare Supplement Leads Are Gold first appeared on SEONewsWire.net.]]>Lead generation companies are able to offer leads relatively inexpensively due to their ability to generate volume – something a lone agent is not physically or financially capable of doing, unless that is all they do, at the risk of not having time to make sales. Lead generation companies are able to offer a range of prices, depending on what type of leads an agent is interested in; ranging from shared leads to exclusive leads to aged leads.
“Some lead generation companies sell shared leads, a ‘major’ source of revenue for them because many agents pay for the same leads,” adds Green. “The only entity making money in that equation is the lead generation company, not the agent who bought the shared leads. Buy exclusive to you only leads if you want to make sales.”
When buying leads, use a marketing mindset, not a consumer frame of mind. Marketing is about building a business, and in turn generates more business. A consumer frame of mind focuses on cost only, not on the future of the business.
To build their businesses, agents need to keep an eye on how to build their agency, customer-by-customer. It is about working with solid leads to generate clients who remain loyal customers, not one-off expenses for shared leads that peter out once they have been worked.
“Very few agents today have the enormous amount of time required to generate their own leads,” says Green. “Nor do they have the money and patience to chase unverified, unscreened and unqualified leads that go nowhere. Most prefer to purchase pre-qualified, pre-screened and verified leads from a lead generation company – leads to do convert when worked correctly.”
Buying fresh leads is buying smart leads. So buy leads that have been pre-vetted for the potential to convert from a lead to a paying customer. Watching the bottom line in building an insurance agency involves spending marketing dollars where they count the most.
The post Buying Leads Costs Far Less Than Self-Generating Them first appeared on SEONewsWire.net.]]>“It’s a rare occurrence when a health insurance lead converts from a lead without any contact from an agent,” says Clelland Green, RHU, CEO of benepath.net. “It has happened, but not often. Leads are just that, leads, an indication of someone interested in buying insurance. If there is no follow up by the agent receiving the lead, it dies and so does the potential for a sale,”
Even if an insurance agent has solid gold health insurance leads, they must be worked. The agent receiving the lead is the prime catalyst in persuading a lead to convert and buy a policy. The interesting fact about generated leads is that even great ones become aged after 48 hours and may lose interest without a call from an agent, the key factor in moving them from initial motivation to a sale.
Part of running an insurance agency is also the amount of training each agent undergoes to be able to sell their product to others. Selling insurance is not easy in a highly competitive market. Training assists an agent in overcoming objections, providing reasonable alternatives, recognizing when “no” means “not right now, but maybe later,” and keeping in touch with a prospective client in a manner that educates instead of aggravates.
“It is important to recognize that even the most qualified lead sent to you is not going to turn into a paying client without work,” adds Green. “Proper training shows you how to do that work and excel at it. Before buying leads, take the time to educate yourself about what type of leads you want and how you are going to handle them.”
One thing to consider is the distinction between real-time leads and aged leads. If an agent is not going to work a lead within the 48 hour time frame when it is still considered to be live, consider aged leads instead. Otherwise, real-time leads can be an effective way of pursuing actively interested parties.
“There are a number of things to consider before buying leads, but the number one goal is to aim for leads that can build a solid foundation for your business,” says Green. “If you are not sure what you are doing, start slow, invest in leads carefully and ask a lot of questions. The more time you spend training and investing smart marketing dollars, the better your business becomes.”
Learn more at Benepath.net
The post Good Health Insurance Leads Do Not Mean Instant Success first appeared on SEONewsWire.net.]]>The senior care industry is booming. To be successful in this niche, it is crucial to choose a reliable lead generation company. Some offer older leads which are neither useful nor lucrative. choosi Others send leads that have already been worked, but still call them exclusive. “In a way, they are “exclusive:” your lead generation company is excluding you from profit in the scheme,” Green reported. “There are no benefits in working an exhausted lead or spending good money on it.”
So, how does an agent find a good partner? Choose a lead generation company with a good reputation who promises to stand behind its product. Its system should screens leads, pre-qualify them and provide them to you with complete information.
“Pay attention to the amount of help they offer you. Do they help you sell and market? If so, the company may make an excellent partner. If a company is willing to commit extra time to assisting you, you can can help each other succeed,” added Green.
The post Pick a Medicare Lead Provider to Be a Partner first appeared on SEONewsWire.net.]]>http://www.benepath.net/wp-content/uploads/audio/Root_Podcast.mp3
The post How Life Insurance Leads Are Generated and How to Work Them for Optimum Results first appeared on SEONewsWire.net.]]>These days, it’s a given that people shop around for health insurance quotes before they commit to buy any type of policy. That makes sense. The economy is still rocky. Pennies saved here and there all add up to the ability to buy what you need in a policy. The trouble is, most Americans seem to think that buying health insurance is not all that big a deal —— meaning it isn’t a priority, whether they have extra money to do so, or not. Wrong. Health insurance may keep you from going bankrupt.
What? You could go bankrupt? Yes, that is a very real possibility. In fact, did you know that medical bills cause approximately 62 percent of bankruptcies? And that 50 percent of bankruptcies are as a result of medical bills? Maybe it’s time to rethink buying health insurance, right?
But, where do you start? If you have never searched for health insurance quotes, the best place to start is online. Try not to just jump in without knowing what you want. More than half of the Americans who need and want health insurance have no idea what they need. They think any policy will do. It won’t. Sit down and write out what you need. Be honest with yourself too, because if you have pre-existing conditions, but say you don’t, you’ll get caught out later when you submit a claim for a medication you have been taking for years.
Let’ssayyouhaveyourlist.Youknowwhatyouneed.Wheredoyoustart?Tryaninsurancewebsitethatoffersonlinequotes.Thisisthefastestwaytogetgoodhealthinsurancequotes.Pluginthesameinformationforanysiteyouvisit,thensitbackandwait.Instantquotesarereallyanicewaytogetanideaofwhatisoutthereforyou.Justmakesureyoutakethetimetocompareallyourquotesside-by-side.It’simportanttodothatsoyoucanseewhateachpolicydoesanddoesnotoffer.
Takeyourtimeconsideringeachquote.Askquestions.Callforhelpandanswersifyouneedto.That’swhatinsuranceagentsaretherefor——toanswerquestionsandprovidefreeadvice.Itispossibletofindsomethinginyourbudgetrange.Justspecifywhatitis,andgofromthere.It’snotthathardandyouwillbesetupinnotime.
Clelland Green is with <a href=”http://www.benepath.com/”>Benepath</a>, a leader in providing . Benepath provides individuals, families, and businesses with health insurance quote. To learn more, visit http://www.benepath.com.
The easiest way to make sense of health insurance quotes is to compare them, side-by-side.
These days, it’s a given that people shop around for health insurance quotes before they commit to buy any type of policy. That makes sense. The economy is still rocky. Pennies saved here and there all add up to the ability to buy what you need in a policy. The trouble is, most Americans seem to think that buying health insurance is not all that big a deal —— meaning it isn’t a priority, whether they have extra money to do so, or not. Wrong. Health insurance may keep you from going bankrupt.
What? You could go bankrupt? Yes, that is a very real possibility. In fact, did you know that medical bills cause approximately 62 percent of bankruptcies? And that 50 percent of bankruptcies are as a result of medical bills? Maybe it’s time to rethink buying health insurance, right?
But, where do you start? If you have never searched for health insurance quotes, the best place to start is online. Try not to just jump in without knowing what you want. More than half of the Americans who need and want health insurance have no idea what they need. They think any policy will do. It won’t. Sit down and write out what you need. Be honest with yourself too, because if you have pre-existing conditions, but say you don’t, you’ll get caught out later when you submit a claim for a medication you have been taking for years.
Let’ssayyouhaveyourlist.Youknowwhatyouneed.Wheredoyoustart?Tryaninsurancewebsitethatoffersonlinequotes.Thisisthefastestwaytogetgoodhealthinsurancequotes.Pluginthesameinformationforanysiteyouvisit,thensitbackandwait.Instantquotesarereallyanicewaytogetanideaofwhatisoutthereforyou.Justmakesureyoutakethetimetocompareallyourquotesside-by-side.It’simportanttodothatsoyoucanseewhateachpolicydoesanddoesnotoffer.
Takeyourtimeconsideringeachquote.Askquestions.Callforhelpandanswersifyouneedto.That’swhatinsuranceagentsaretherefor——toanswerquestionsandprovidefreeadvice.Itispossibletofindsomethinginyourbudgetrange.Justspecifywhatitis,andgofromthere.It’snotthathardandyouwillbesetupinnotime.
Learn more at http://www.benepath.com/
The post Compare your health insurance quotes garnered online, side-by-side first appeared on SEONewsWire.net.]]>