Archive for January, 2011

Insurers Slowly Move to Web

Posted by admin On January - 18 - 2011

I just read this short article that is an interview of Michael Costonis
Executive Director, Insurance, North America for Accenture.

He was being asked a series of questions regarding the future of insurance marketing. I highly suggest that you read this now.

The systems that I develop directly address the need to be marketing digital…if you want your agency to survive.

I put together a free video that reveals the #1 secret to generating exclusive, qualified and affordable insurance leads online.  It’s based on the more than $50,000 of research I’ve done since 2008 – testing, tweaking and refining ways to leverage leads off the internet.

You can get the results of my research by simply clicking the button below:

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Tips for selling life insurance

Posted by admin On January - 13 - 2011

I just read an interesting post on this blog with some good tips for selling more life insurance to the people you get in front of.

FYI – there are a ton of ads on this page that really sandwich the content, but if you want to read these 3 tips for yourself – click here.

If your problem isn’t closing the people you get in front of, but it’s a matter of getting more butts in your chairs…

…you need to watch this video.

Here are the numbers I had in my office when it came to buying internet leads:

3 leads per day
90 leads per month
$15/lead (life insurance)

90 X $15 = $1350/ month spent on leads

My closing ratio on these leads was 10%

90 X 10% = 9 clients

My average policy premium was $50/month

My average commission rate was 25% (I sold a lot of term off purchased leads & was captive at the time).

$50 X 12 months X 25% = $150 average commission per sale.

9 sales X $150 commission = $1350 income per month.

I went nearly 3 years before I sat down and did the math to realize that I was at best breaking even with my internet leads.

And when I also factored in the 15% 1st year cancel rate, I was actually losing money!

Here’s my numbers once I started generating my own leads:

1 lead per day
30 leads per month
$35/lead (life insurance)

30 X $35 = $1050/ month spent on leads

My closing ratio on these leads was 80%

30 X 80% = 24 clients

My average policy premium was $125/month

My average commission rate was 40% (I sold a lot of perm off my own leads).

$125 X 12 months X 40% = $600 average commission per sale.

24 sales X $600 commission = $14,440 income per month.

My first year cancel rate also improved to only 5%.

So even though I got fewer leads and paid more per lead, the leads were much higher quality and resulted in me profiting over $10K per month!

Now I’m sure that you are getting a much better commission rate than what I did, so you can only imagine what kind of ROI you can get…

That’s why the smart agents are coming out in droves to start generating their own leads. They’ve finally gotten sick of all the crap from the lead companies.

Don’t you want your own exclusive leads too?

It’s really not that hard… if you know what to do.  And you take action and stick with it.

There are quite a few tricks that you need to be aware of to.  That’s why I put together this free video that reveals the #1 secret to generating exclusive, qualified and affordable insurance leads online.

Just click the button below and you can watch the video, it will be totally worth your time!

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The Way You Handle Your Leads is Totally Wrong!

Posted by admin On January - 6 - 2011

Sales 101 teaches us that price is one of the lower determining factors that a prospect uses in making a purchase decision.

But what do 99% of all agents do when the get an internet lead?

They work up a quote right away and either call the person back with it or just email it to them, leaving the entire sales process up to the prospect.

The agent or his/her staff doesn’t do anything to add value or differentiate themselves from the other 6+ agents sending quotes instantly.

So what is the prospect left with to make their decision on? You got it, price…

And we all know that you will never, ever always be the lowest with price!

Now that’s just the mistake being made on the front end with the prospect.

Let’s take a look at the back end process.

I know a ton of agents that don’t do any sort of follow up with their leads, shame on them for that – but we’ll assume that you’re doing some sort of following up.

Here’s the typical follow up process I see agents doing:

1 or 2 phone calls along with 1 or 2 emails with extremely weak positioning that never get returned (unless you have the lowest price).

Sound familiar?

The Agent’s Lead Machine was developed to eliminate both of these problems, and boy does it ever!

First of all, you are generating an exclusive lead to your site and the prospect goes through an intricately designed process that identifies a major problem in their life.

It positions the product as the only unique way to solve this major problem and educates the prospect on the benefits gained from using the product to solve their problem.

Then it removes all the major objections, particularly the price bugaboo.

This in and of itself adds immense value, but it doesn’t stop there. The website also is designed to position you are the most qualified person to help solve their problem.

Next, it utilizes email auto responder technology to automate the follow up procedure while further educating the client and killing objections, so when the prospect takes action toward you to resolve their problem, they are ready to buy.

Isn’t that what you want?

You can discover the #1 secret to getting the high quality and cost effective insurance leads you need online along with all the details of the Agent’s Lead Machine on a free video I put together for you.

Just click the button below and check it out:

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About Me

Jason has been a licensed insurance professional and registered representative since 2003. He built 2 successful insurance agencies before starting several online companies. He developed the Agent\'s Lead Machine as a way for insurance agents to generate hot, qualified, and exclusive insurance leads online. He\'s the country\'s leading expert on internet marketing for insurance agents.

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