From The Desk Of Pat Wedeking
Hello Friends,
Ah my monthly opportunity to
talk with you. I think about many of you each week and really wonder what goes
on in your life…I wish I could call and learn more about your family, your
hopes, your dreams…and your business. I often want to hear what you know and
what you suspect is true. I also want to share with you all that I know, all
that I have heard and exactly what our team has learned you should do to make
good money selling life insurance from your desk.
Plug in to what we have to
offer and you’ll know soon enough. My first manager in the business, Ole Gerald
Culbreth, used to tell me all I needed was three things. I had to be coachable,
I had to work hard, and I had to be open minded to the first two…Gosh, how right
he was.
And such is the case in
selling high volumes of life insurance with out leaving your office. Be
coachable, work hard and be open minded to the first two. You too will
experience the joy of helping many families and businesses; you too will benefit
from Americans buying more and more goods and services in more and more “direct”
ways. Many industry experts, and indeed a lot of industry investors, are
recognizing this right now. Mega-agencies will be built serving the direct
response life insurance niche alone and you are in the right place at the right
time.
Read the Rest of this Article....
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Email Tips to Help You Sell
By
Marty S.
I like using emails to help
facilitate the sales process. Clearly it’s important to speak with new clients
to determine what their needs are and to explain the steps involved in getting
them the insurance they want. But very often, it’s difficult to reach people or
you may be concerned about catching them at the wrong time, and for some
contacts where an extensive dialogue isn’t anticipated, an email is the way to
go. I’ll give you a few example of emails that I use that I think have value.
Even though I’m a bit of a
workaholic and work several hours every weekend, I’m reluctant to initiate the
first contact to a new lead on the weekend. I have a manual email that I send
out when I receive a new lead on the weekend:
“Dear |~FirstName~|,
We received your life
insurance inquiry and I have been assigned to assist you with the information
and quotes you need.
I am completely
independent and have no allegiance to any particular insurance company. My job
is to get you the coverage that you want from whatever top-tier insurer is best
for you.
We can get you insurance
without ever meeting with you; we do it all by phone, and mail.
I am hesitant to call
people on the weekend so I will contact you on Monday or you can call me at my
toll-free number below.”
Click Here to Read the Full Version....
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Brad's Bits
Bumblebee
Kites
Growing up on a small
East Texas ranch was a world different than today. Finding fun for my
brother and I typically included a large stick and a 4-10 shotgun.
Neither applied the day Clint decided to capture bumblebees. Some
bumblebees don’t sting, but nonetheless, what do you do with a captured
one? “Make it into a kite,” he said. It was a strangely odd thing to
watch my brother hold a piece of thread tethered to a hovering
bumblebee. It was a very delicate process to tie that thread around the
bee and I’m sorry to report that a number of them paid the ultimate
price while we innovated the process. We learned two things. One was to
use a slipknot. This kept a far larger number of bees in one piece
instead of two. The second thing we learned was the length of the
thread had to be relatively short or the bee could not elevate and fly.
Clearly, thread is heavy stuff in a bee’s world.
Tongue and cheek here
of course, but sometimes selling in the direct response niche feels a
little like tying threads around bumblebees. It’s delicate work,
however, as we repeat the process over and over we begin to see obvious
areas to improve upon. I want to share 2 things that will greatly
improve your profitability in selling. Up to this point the
conversion rate and the cost of the lead were thought to be
THE most important values to track. Out of 100, how many leads become
placed and paid cases and what’s the cost for each lead? These are the
questions I’m asked almost daily. As I said, they are important, but
they ARE NOT the critical values you should be tracking. You could say
we’ve discovered a slipknot that improves profitability.
Click Here to Read the Full Version...
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Greatest Hits Archive
Direct Response Life
Insurance Selling
What if a producer could
identify the prospect, create rapport, gather information, quote the
prospect insurance rates, and help the proposed insured select a policy,
complete an application, get the policy through underwriting and deliver
that policy, all without leaving their desk? And what if all of this
activity could happen on a large scale fully tracked and was easily
duplicated?
This is what a growing number
of producers are doing—selling primarily term life insurance in a direct
response fashion. Have you heard of these people or seen those advertisements
for selling large amounts of insurance “in your underwear”?
This is Direct Response Life
Insurance Selling. Will it work? Is it profitable? Will it hurt today’s life
insurance producer? … How do they do it? What are the ingredients for success?
These are some of the questions we hear in regard to selling life insurance
without leaving your office. The fact is that it does work and it can be
profitable. While we have respected ‘Financial Groups’, ‘Financial Advisors’,
‘Financial Planners’, and ‘Financial Networks’, this IS today’s purest form of
life insurance selling. There are a number of factors that go into doing it
right and Only Financial Group (www.onlyfinancial.com)
is one of a small group of brokerages built around this new concept and capable
of delivering leads in real time along with technology that fully embraces the
power and ease of the Internet.
Click Here to Read the Full Version...
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Click Above to Listen
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Why attend the OFG Sales Summit?
Click Above to Listen
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Sales Corner
CONTINUL GUARANTEES AND
ROLLING TARGET?
by Bob Miller, CLU, ChFC, MSFS
Director of Marketing
AIG Life Brokerage
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Document Share
Each month we will post useful
documents for everyone to share. This month we offer the
'Preparing Clients for a Life Insurance Examination' .
Download Document Here
(Right click on link and select 'save target as'
to download to your computer)
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Please Join Us
For Our Biweekly Teleconference's
iForum
"Engineered To Make You Money"
A
monthly teleconference of vendors, carriers and the nations top producers in
the Direct Response Market
Next Teleconference
Thursday
Jan 20th
at 12:00
PST
iShare
A
monthly teleconference of the nations top producers in the Direct Response
Market.
Next Teleconference
Thursday
Feb 3rd
at 12:00 PST
Open to all
Only Financial Group vendors and agents.
For those
wishing to sit in, contact Brad from OFG at:
reminder emails will be sent
with access number
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