Author Archive

Online Insurance Marketing Strategies That Work

Posted by admin On August - 26 - 2012

I have a handful of clients that I am working directly with through my Elite Group Coaching package to help them implement the insurance marketing strategies that I teach in my Agent’s Lead Machine Internet Marketing Mastery program.

Below you will find the transcript of one of these coaching calls done in August of 2012.  The reason I post these transcripts is that I want you to see the genesis behind setting up online insurance marketing strategies that actually work.

It also will give you an insight into the advanced insurance marketing strategies that you can discover in my ALM program along with the benefits you can receive when you implement that into your agency.

If you’d like to start your own online insurance marketing systems, just like Robert and Russ, you can enroll in the ALM program by clicking the link below:

Enroll in the ALM Internet Marketing Mastery Program here

As a lead in here, Robert is using Facebook as one of his insurance marketing strategies, so we are talking about setting up a campaign to drive traffic to his offer.

Robert:  Yeah, I apologize for the background noise, I’m working on my laptop right now, and just took a ****

Okay.

Jason:  Oh, no problem.  No problem.  All right, so what did you want to talk about?

Robert:  Well, I wasn’t sure how this works.  Basically where I’m at is I got that photo down with the red border.  I’ve just got to figure out how to resize it a little bit and then, you know, we discussed the price.  And I’m still trying to figure out how I should do that, as far as like the budget.

Jason:  Okay.  Well, let’s tackle the first thing.  Have you done a Google search for “image resizer?”

Robert:  [In the background:  Hey, Dad, can you turn it down just a little bit?]  Okay.  I’m sorry, what was that?

Jason:  Oh, have you done a Google search for “image resizer?”

Robert:  No, I haven’t.

Jason:  Okay.  There’s a free website that shows up like when you do that search and you can upload your image in there and resize it to whatever dimensions you want, that’s what I use for that.

Robert:  Oh, that’s perfect.  Okay.  That’s what I was trying to do.

Jason:  Yeah.

Robert:  Okay.  Yeah.  Because I got it, I got the red border done, I had someone do that for me, because I didn’t know how to do that, and then that’ll work perfect.

Jason:  Oh, and what I do for the red borders, like if you just open up your image in Paint, you can actually just use the Paint feature to paint the border right around it, that’s all I do, it takes a couple seconds.

Robert:  Oh, really?  Okay.

[In the background:  Let me know if you need anything.  Okay.  Okay.  I was just letting you know if you need me, just call me.]

All right.  So that answers those two questions, because that was kind of, like, “How do I do that?”  Okay.  So that doesn’t seem to difficult.

And I redid some pictures smiling, so that works, so I just need to resize it and it’s already got the border on it, so I’m set.

Jason:  Cool.

Oh, yeah, looks like we got someone else on.  Hey, welcome to the call.  Who do we have?

Russ:  Hi, thanks, this is Russ Sims.

Jason:  Oh, hey, Russ.  We got Robert on the line with us here and we’re just kind of going over some of the things that he has questions on right now with his insurance marketing strategies.  So kind of how this whole thing works is it’s really just an open forum for you guys to answer your questions.  So I’m going to finish running through these things with him, if you want to sit and listen and then we’ll move over to any questions that you have after that, okay?

Russ:  No problem.  Okay.

Jason:  All right.  Cool.

Yep!  So, Robert, you were also asking about the budget on your Facebook campaign, right?

Robert:  Yeah.

Jason:  All right.  What were you still trying to figure out with that?

Robert:  Well, I know you said like do 3 or 4 cents, or 5 cents above what they say, for a minimum, right?

Jason:  Yeah, for the cost per click, yeah.

Robert:  And so basically in my area, I got 800,000-plus people, okay?

Jason:  All right.

Robert:  And I was just thinking, I should run it for at least a week, what do you think would be, like on a daily thing, what do you think would be a good thing to do to just test it?

Jason:  Well, typically what I’ll do is I’ll set the budget at $500 a day.  And then I watch—

Robert:  [Laughs]

Jason:  Yeah.  But then I watch that thing like a hawk.  Because like I said in the email reply, because, I mean, that’s a great question.  Like there’s two reasons behind that.  One, if you set a really low daily budget, Facebook won’t take you seriously as an advertiser and they won’t display your ads as much.

Robert:  What about $100, you think about $100, would that be okay?

Jason:  Yeah.  You could even do $100.  What I found in the testing is if you set it at 500, they’ll actually show your ad more.  And the thing with Facebook is, the click-through rates are going to be really low compared to other, you know, other advertising platforms.  So you need your ad to show a lot in order for you to get clicks coming to your site.

So the thing you want to be careful of is you just want to monitor how many clicks that you’re getting.  So even if you set your budget at $500 a day, you may only spend 10 bucks in clicks.

Robert:  Got it, got it.

Jason:  But if your ad’s doing really well, you could get a lot of clicks, you just have to watch that and if you get to a point where you’re like, “Oh, crap, I’m getting too many clicks, not enough leads are coming through,” then you just pause the campaign real click so you don’t spend a whole butt load of money on something that’s not working.

** Insurance marketing strategies note **

You have to really understand the medium that you are using when running advertisements online.

Robert:  Okay.  So the next thing after that, what should I do after I have that one all set up as far as, you know, doing more insurance marketing strategies?

Jason:  Sure.  So you’re going to want to run your Facebook campaigns and optimize your funnel, you’re going to want to run that for a while, probably a month.

Robert:  Okay.

Jason:  Or two.

Robert:  Okay.  Okay.

Jason:  You may be able to get, you know, you’ve got 800,000 prospects that you can go after, you may be able to continually get the lead flow that you’re looking for and are comfortable with, just off of that one traffic source.

Robert:  Okay.  So basically, just stick with that and then in about a month or so, just, you know, get on another call, talk to you about maybe my next step.  Because I know there was that one thing you had about the free traffic from the other sites, which I thought was really cool.  So I want to kind of play around with that, too.

Jason:  Yeah, you really, when you start with a traffic source and you’re, because we developed a, you know, you developed an entirely new concept, right?  That hasn’t been tested yet.  So you have to go through the testing and the optimization process before you start moving on to other traffic sources and other insurance marketing strategies because if you keep jumping around from thing to thing to thing, you’re not going to get the results that you want out of anything.  You know, you’ll get a little bit here, a little there.

Robert:  **** basically slow down.  Okay.

Jason:  Yeah.

Robert:  No problem, I hear you loud and clear, that makes a lot of sense.  So I’ll just stick with this and work on it.

Oh, by the way, did you get my email with the life insurance awareness month stuff?

Jason:  Yeah, I glanced it over, I didn’t read it thoroughly yet, to be honest with you.

Robert:  No, I just thought some of your guys might like it because there’s a lot of good material that people could use for their marketing efforts, that’s all.

Jason:  Oh, okay.  Yeah.  Absolutely, yeah.

Robert:  That was a **** clients, that’s all.

Jason:  Okay, cool.  Thank you.  Appreciate that.

Robert:  Okay, cool.  Well, that’s pretty much, I think that’s all I got right now because as long as, you know, I’m there, so I just need to start testing it, it sounds like, and that’s about it.

Jason:  Yep.  And so as you’re testing, you want to make sure that you’re monitoring all of the data and you want to try to achieve those conversion metrics that I sent you on the last email.

Robert:  Yeah, yeah.

Jason:  That’s really where things start to make sense for you financially.

Robert:  Okay.  That’s what I need to know.  So just stick with this plan and work on it.  All right.

Jason:  Yep.

Robert:  Well, that’s good to know.  Makes me a little bit easier, so, that’s all I got.

Jason:  You’ll really get yourself overwhelmed if you’re trying, especially when you’re just kind of getting into doing online marketing if you try to drive multiple insurance marketing strategies in to your website.  Because if you don’t have really good tracking systems in place and you don’t really know what you’re doing yet, you won’t be able to know what’s working and what’s not working and you won’t be able to optimize your funnel properly.  So, you know, now it’s send traffic in, see what happens, make little changes here and there, resend more traffic in, see what happens, and just get it to where it’s giving you the leads that you want.

Robert:  That’s perfect.  That’s what I need to know.  Okay.  So, just slow down and work on this for a while.  That works for me.

Jason:  Yep, yep.  You’re past the rapid fire working stage now.

Robert:  Thank God, huh?

Jason:  Yeah.

Robert:  I appreciate your patience, I was just like AHH!  You know.  Okay.  Cool, well, I’m there.

Jason:  No, I understand, it’s a lot in the beginning.

Robert:  Yeah, I was, I’m like, “Oh, my God, what am I doing?”  So, that’s all I got, the other gentleman’s on the phone, so I’ll stick on here and listen to what he’s got to say, too.

Jason:  Okay, great.  So, Russ, why don’t you let me know what questions you got at this point?

Russ:  Yeah, well thanks.  You know, when I first purchased the course, I dove in and started looking at course content.  Everything looked great and then you helped me work through a couple of technical glitches I was having as far as getting my website, you know, landing page, website, and so forth.

But then I got really busy at work and so I kind of had to put it on hold for the last couple of weeks.  So I’m just now getting back into it, I suspect that probably next Thursday, I’ll probably have a whole slew of questions because I’ve got specific time donated, or devoted, to implementing, and that’s what it’s all about now, as I just need to implement.

Jason:  Yep.

Russ:  But one question I have is, when it comes to optimizing, I know that can be, you know, a science.  And is there any help available on your end as far as helping us do that?

Jason:  Yeah.  So we have the optimization videos in the members website.  And so with each traffic source, you get three videos.  You get setting up campaigns, managing campaigns, and then optimizing campaigns.  So that’s optimization on the campaign level.  Then we also have some optimization strategies, videos, I think it’s module eight.  It’s locked right now because—the reason, the reason I lock is you need to get your stuff up and going first before you start watching optimization videos, because that stuff can really kind of like screw up what you’re doing in the set-up process, if you know too much.

Russ:  Yeah.  Yeah.

Jason:  So that stuff will be released at like day 45 of your membership and then you’ll be able to go in there and look at those.

But the other forum for helping with optimization is the group coaching that you’re on.  So, you know, we can get on these calls, you can ask questions about optimization, I’ll help you with that.  You can send emails to that personal email account of mine that you got, you know, with links to your pages and a description of what, you know, what troubles you’re having.  And I’ll take a look at what you’re doing with your insurance marketing strategies and give you some suggestions and, you know, ideas on what you can do to optimize.

But just to give you kind of a general overview of optimization.  Really, when you’re outside of the campaign level, there’s a few things that you would optimize.  So the first thing is going to be your offer.  So when you’re building a new concept and a new marketing funnel from scratch, it’s all about your offer.  And that’s what you’re getting, you know, what you’re using to get people to opt into your list, it’s what you’re using to get people to try to, you know, to become an appointment or to contact you, that’s your offer.  So you always want to start there first if you’re not getting the conversion you want.  You know, change up the language you’re using on the offer, change up the way you position the offer.  Maybe add in some bonuses or additional things to make the offer more attractive, that’s where you start first with optimization.  Okay?

Then you have optimization with the actual design and layout of your website.  That doesn’t have as big of an impact on conversion in the beginning, but, you know, once you’re to the point where you know your offer’s converting well and when I say, “well,” you’re getting, you know—depending on how you have your funnel set up, I’ll use Robert’s funnel, for example.  What we’re doing is we’re sending people to a squeeze page and then he’s getting them to give their email to get a video mini course series.  And then each video, his offer is to have them contact him via phone, email, or another web form for a consultation.  Okay?

So what we’re striving for on his funnel is to get 25% of the people that give their email to be on the mini course.  We want 25% of those people at minimum to contact him for that consultation.  Okay?

So, you know, what you’re going to be doing there is trying to optimize that offer until you get to the point where you’re at that kind of conversion rate that you want.  Okay?

The design will play into that a little bit, but it’s not nearly as much as the offer.  So, I mean, there’s things you can do on, you know, where you put buttons on the site and, you know, where you put phone numbers and lay things out and colors and stuff like that.  I mean, there’s a lot of different things that you can test to try to optimize that, but I mean, they have a small impact compared to the offer.

Russ:  Yeah.

Robert:  Okay, by the way, what line of business are you targeting with your insurance marketing strategies?

Russ:  I am going for life insurance, specifically index universal life.

Robert:  Okay.  Okay.  I was just wondering.

Russ:  How about you?

Robert:  I’m going to be going after the, more of the whole life, using a couple different things.  I love that UL stuff you have, Jas, so I can’t wait to get that from you, by the way.  I just didn’t know if you have anything for whole life as well, but I love that stuff that I saw when I got the email.  I’m probably going to offer **** from you.

Jason:  Actually there are some presentations like that for whole life that are up in the member’s site in the tool section, in the pre-done Power Points.

Robert:  Oh, okay.

Jason:  Yeah, there aren’t any scripts to go with it because the language is all right on the slides.

Robert:  Okay.

Jason:  But yeah, so you can use those.  If you’re looking for something more than that, I do have some other ones that I use personally that I could probably package up for you, like I did for the UL one.

Robert:  Yeah, I love that.  Because, you know, I was going to do both and then I just wanted to pick one, so I thought I’d do, start with whole life first and then maybe do another in six months from now, for IUL, so, that would be cool.

Jason:  Okay.  Cool.

Robert:  I just want to focus on one thing, you know, get it down.

Jason:  Absolutely.

Robert:  Cool, appreciate it.

Russ:  Jason, you know, right now my offer, as far as, you know, attracting people to my landing page and focused on IUL, would be, you know, you have produced a really good webinar, be inviting people to that.  Or also your book, you know, the short e-book.

Jason:  Okay.

Russ:  Do you see that as being feasible offers?

Jason:  Yeah, absolutely.  You know, the e-book is a great one and the whole, I don’t know if you opened it up and read it or not, but the whole thing really—

Russ:  I haven’t.

Jason:  Yeah, okay.  So the whole thing is really positioned to get people to make, you know, cash value life, particularly the IUL, really attractive.  So, you know, the messaging is still very relevant right now.  What I would do on your landing page is, you know, take some quotations and a lot of proof sources from—

Robert:  Was on my second computer, had totals—sorry.

Jason:  Some of the prognosticators that are, you know, predicting that the market’s going to, you know, totally tank again.  And so if you’re going to use something like that, you got to really have a lot of proof sources from credible places to back it up, to get people to opt in.

Russ:  Yeah.  Okay.  Okay.  Yeah.  And boy, that’s not hard to do this day and age.

Jason:  No, no.  No.

Russ:  So, okay, that does make sense.  Okay.  Like I said, probably I’ll have, you know, quite a few questions on our next call, but that, you know, that’s helpful to me for right now.

Jason:  Okay.  Great.  Do either of you guys have anything else you want to cover today?  Otherwise we’ll call it a call and we’ll talk again next week.

All right, cool.

Robert:  I’m good.  Thank you, sir.

Jason:  All right.  You’re welcome, guys, happy selling.

Robert:  All right, you, too.

Russ:  Thanks, Jason.  Bye.

Jason:  All right, bye.

I hope you enjoyed this Elite Group Coaching session with my clients Robert Eldridge and Russ Sims.

I’m sure you can see that insurance marketing online is a process and that it’s hard to accomplish that process successfully on your own.

That’s why I create my Agent’s Lead Machine Internet Marketing Mastery Program – it’s the most comprehensive training on online insurance marketing strategies available.

Normally I charge $97/month to be a part of my ALM Internet Marketing Mastery program.  And if you use the link at the top of this post it will take you to the order page for that price.

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Bonus #1 – 2 Free 30 Minute Jumpstart Coaching Calls ($194 value)

You’ll get two calls just like this transcribed call with Robert where I’ll help get you on track with your internet annuity marketing so you can be successful like him.

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You’ll get a complete online sales presentation for IUL that I created for the largest producer of Aviva IUL’s back in 2010.

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Enroll in ALM for the discounted price and get your annuity bonuses here

Below you will find the transcript of a financial advisor training session I conducted with my client Robert Eldridge out of Las Vegas.

He’s in the process of just launching his initial marketing campaign to test out the offer he created to generate cash value life insurance leads online using my Agent’s Lead Machine system.

If you are considering building out your own lead funnels online, this insurance training is crucial to your success.

You can get the same financial advisor training through my program and my direct help just like Robert does.

All you have to do is click the link below and enroll on the next page:

Enroll in Agent’s Lead Machine here.

Jason:  All right, cool.  So what do you want to talk about today?

Robert:  Obviously the Facebook stuff.

Jason:  Okay.

Robert:  I just started like a day-and-a-half ago, two days ago.  And I want to kind of give you what I’m looking at right now.

Jason:  Okay.

Robert:  So let me know what you want me to read off, I logged in the back of Facebook.

Jason:  Sure.  Well, why don’t you tell me what you’re getting for clicks and your cost per click.

Robert:  Okay.

Jason:  And kind of what your conversion rate, or your, yeah, your click-through rate is?

Robert:  Okay.  Right now I’ve got 93 clicks.

Jason:  Okay.

Robert:  The click-through rate is .024.

Jason:  Okay.

Robert:  And I spent $98.47, which comes out to $1.06 per click.

Jason:  Okay.  And how many people have you had opt in on your squeeze page?

Robert:  None.

Jason:  What did you say?

Robert:  None.  Zero.

Jason:  None.  Zero.  Okay.  All right.

Robert:  Now, that could be a **** too, but, I don’t know.

** Financial advisor training note **

It is NOT uncommon to have little to no results on your initial test, especially when you are putting out a brand new offer like Robert did.

93 clicks is also not enough data to have a statistically valid test either.

Jason:  No, that’s, you know, that certainly isn’t out of the realm of possibility.  Did you set up the Google analytics on your account?

Robert:  No, I haven’t done that.

Jason:  Okay.

Robert:  Let me just grab a piece of paper here.  Okay.  All right.  So just type in Google analytics and then put in the capture, squeeze page URL?

Jason:  Well, so first off, you want to pause that ad that you’re running right now, pause your campaign.

Robert:  All right, I’m pausing it right, I just did it, okay.

Jason:  Yeah, you should’ve had at least, you know, at least one person opt in by now.  I mean, you know, you’re looking for, you know, at minimum you want to have a 10% opt-in rate, and even at that, even at that level, you know, the economics aren’t going to really make sense on the campaign.  The campaign’s not performing in the way that you want it right now.

Robert:  Right, right.

Jason:  So what we need to, the reason I asked about the Google analytics is because we need to understand what people are doing when they hit their page, so you can strategically decide what you’re going to do to enhance that conversion and get people to start opting in.

Robert:  Okay.

Jason:  So what you’ll have to do is actually set up a Google analytics account, so if you just Google “Google analytics,” you can set up an account for free.  If you already have like a Google profile on a Gmail account or any email, you can just log in with that and it’ll create the account.

Robert:  Okay.

Jason:  And just walk through the steps with putting in your domain.  Once you have that set up, what you need to do is go into the back end of the WordPress site we put up for you.

Robert:  Okay.

Jason:  And on the left-hand side, there’s a link for plugins.

Robert:  All right, hold on, WordPress, okay, plugins, okay, yeah.  Plugins, yep.

Jason:  And you want to do “add new.”

Robert:  Okay.

Jason:  And then search for one called “Google Analyticator.”

Robert:  Google Analyticator?

Jason:  Yeah, it’s a free plugin.  And, you know, upload and install that plugin and then activate it.  And then from your Google analytics account in the admin area, there’s a link for tracking code, and they show you how, I mean, when you upload the plugin, it’ll tell you step-by-step how you get this tracking code.  So once you have the plugin installed and your account set up, you just grab this, you just copy and paste this little piece of tracking code into a specific spot on the plugin where they’ll show you where to put it.  I mean, it sounds complicated, but it’s actually really easy.

Robert:  Okay.

Jason:  And when you do that, what it’ll do is it will install Google analytics across your entire site.  And then you’ll be able to log in on your Google analytics account and you’ll be able to see really important data, like how long people are staying on your site and, you know, what pages they’re leaving from and stuff like that.

Robert:  Okay.

Jason:  So what you’re trying to ascertain is, you know, how long are people, when they hit that page, how long are they staying on there?  Are they watching your whole video, you know?

Robert:  Yeah.

** Financial advisor training note **

It is absolutely imperative with online marketing (or any marketing for that matter) to have systems in place for tracking and analyzing your campaigns.

Otherwise, you have no idea why things are/are not working and what you can do to change or improve that.

The beauty about online marketing is you can easily get more information than any other marketing medium – and you can use free systems to do that!

Jason:  Because if they’re staying **** time to watch the whole video, then what it’s telling you is the offer isn’t strong enough for them to give you their email address.

Robert:  Okay.

Jason:  So then you need to adjust your offer.  If they’re hitting the page and they’re bouncing off in like a few seconds and not even staying long enough for your video, then your video’s not engaging enough.

Robert:  Okay.  That’s probably what it is.

Jason:  Another thing you might want to try to is, we got to probably test, I think we have the video on auto play right now, I don’t know if, when you hit the page, does the video start playing immediately?  I forget.

Robert:  I can tell you right now.

Jason:  Yeah, here I got—

Robert:  It does.

Jason:  Okay.  On mine you got to hit the play button.

Robert:  Oh, really?

Jason:  Yeah.

Robert:  Because when I did it, it just started, okay.  That’s weird.

Jason:  Let me re-try that.  Yeah, I refreshed it.

Robert:  That’s weird, because when I do it, I’ve done it from a couple different computers I was working on, and it starts every time I do it, it plays.

Jason:  Oh, you know what?  I’m on the home page, that’s why.

Robert:  Yeah, it’s /Will You Retire with the hyphens in.

Jason:  Yeah, I forgot about that.  Okay, yep.  All right.  So you may want to test changing that out so that it’s not on auto play, too.

Robert:  Okay.  So how do I do that.

Jason:  Yeah, that’s going to be in the code.  When you’re in the back end of WordPress, if you go onto this page, and in the editor, if you click on the HTML tab, you’ll be able to view the YouTube embed code that’s in there.

Robert:  Okay.

Jason:  And there’s a command prompt that we inserted into the code where it’s after the video URL it has an “and” symbol and then it says, “auto play” next to it?

Robert:  Oh, okay.  Okay.

Jason:  If you remove that command prompt, it’ll turn the auto play off.  It gets put in two different places within that embed code, so you got to remove it from both places.

Robert:  So I would **** the whole auto, the command and the auto play code?

Jason:  Yeah.  So it’ll be within quotation marks, so it’ll say quotation, an “and” symbol, and then auto play, quotation.

Robert:  Okay.

Jason:  Just remove that whole command prompt, which would be the quotation marks and all that text inside of it.

Robert:  Okay.

Jason:  And it’s in two spots you have to remove it from.

Robert:  Okay.

Jason:  A lot of people on Facebook, you know, what’s happening is they’re looking at it at work, and so sometimes the auto play, if it comes on, it’ll freak them out and they’ll pop off your page right away.

** Financial advisor training note **

You have to understand the mindset of the person you are advertising to on a specific medium.  For example:

The way people react on Facebook is going to be completely different than when they are doing a Google search.

Robert:  Oh, yeah, okay.  Okay.

Jason:  That’s something to test out, too.

Robert:  Yeah, I’ll definitely test that out.  All right.  So the first thing to do when I get back this afternoon, go to Google analytics, set up an account, and then go into WordPress, go into WordPress and search WordPress for the Google Analyticator, and then get that tracking code from Google analytics, insert it into that, on that, yeah.  Yeah, okay.

Jason:  Yep.  Yep, you got it.

Robert:  All right, cool.  Well, yeah, I’ll see if it works, but I was just, it’s been kind of crazy, I’m like, man, you know?  But, you’re right, there’s just so many ways to test this thing and at the end of the day I might have to start over, you know, it’s like, “Ah!”  But that’s cool.

You know what I did is I actually added, before we even started, I went through a lot of my YouTube videos and I added that URL on it and I actually got a couple people from my YouTube videos that subscribed.

Jason:  Oh, okay.

Robert:  So that’s kind of cool.

Jason:  Cool.

Robert:  Yeah, yeah.  You know, like reinvent the wheel.  And what’s funny is on my annuity website, even on my YouTube videos, the top ten videos on my YouTube videos, six of them are life insurance.  So, you know, I’m sitting there going, okay, if this doesn’t tell me I’m headed in the right direction, I don’t know what is.  I spent two-and-a-half years building out my annuity stuff, but then my life insurance stuff on that website is outperforming.  So I went through every single account and I added the URL to my YouTube videos in the description, and I’ve got two people that signed up.  Yeah, that’s pretty cool.  And that was absolutely free.

Jason:  Well, you know, another thing, too, I would’ve expected that you would have had about 10 opt-ins to your list out of those 100 clicks, and that’s why, you know, since you haven’t, I’m suggesting you look at this stuff.
So what you’re going to need to do is reopen the campaign once you have the analytics stuff attached and probably let it run for another 100 clicks or so and see what you’re getting for that data.

Robert:  Okay.

Jason:  Because another weird phenomenon when you’re doing paid media and stuff like this is, you’ll see different results when you have a larger set of data to look at.  Because when people will start seeing a new offer for the first time, you know, they’ll see your ad, they’ll click on it, they’ll check it out, but what ends up happening is, you know, people will opt-in if they keep seeing the ad, they’ll come back, and they’ll end up opting in.

Robert:  Yeah.

Jason:  So your data will change.

Robert:  Right, right, okay.  Just like the newspaper ads for businesses, you know?

Jason:  Yep.

Robert:  It’s like, “Oh, I’ve been in there for years, you know, and that’s why I’m here.”  Oh, okay.  Okay.

Jason:  And that’s the real danger in making assumption based off of low amounts of data, because I know you got to balance that whole thing of, “Well, crap, I spent 100 bucks, I haven’t gotten anything yet,” against, you know, it’s still really not enough data to make any assumptions for certain on, you know, what’s wrong with the whole funnel yet, if there is anything wrong.  Because, I mean, we don’t even know, I mean, if you ran it for 1,000 clicks exactly the way it is, you could end up having, you could still end up having 250 people opt in.  And I think you’d consider that to be a pretty big success.

Robert:  Well, yeah, exactly.  I mean, like I said, I mean, I need to hook up the analytics anyway and change the YouTube thing which after that it’s just, you know, maybe my offer’s not strong enough after that.

Jason:  Correct.

Robert:  Yeah, so basically you’re just saying to tweak it a little bit, get some more data, tweak it again, keep tweaking it, and then hopefully it works.  Yeah.  I wasn’t expecting, personally, I wasn’t expecting a whole lot to begin with because I figured, you know, I’d have to tweak it somehow, so.  No worries.  Okay.

** Financial advisor training note **

This is really the secret to making online marketing work.  Test, tweak, refine.  It’s a continual process.  If your expectation is to put something up and have it work like gangbusters right away, you are in for a serious heartbreak.

That’s why you’re frustrated with every marketing system you’ve tried or used that isn’t just buying a lead.  Because this testing, tweaking and refining process applies across every marketing medium.

Jason:  Yep.  So we’ll get it for you and that’s really the thing, is getting, it’s just, you know, you got to stick with it and get that offer to work and once it works, I mean, it’s just set it and forget it basically.

Robert:  Yeah, that’s what I’m looking for.  And I got a guy in Charlotte and one in Dallas that I’m going to, once this works, I’m going to start advertising in those areas for these guys, and just make them partners.

Jason:  Cool.

Robert:  Yeah, and just make them partners.  They’re pretty happy.  I’m like, “Well, let me just tweak it to the next month or so, then I’m going to learn more traffic ideas anyway,” so, you know, I’m going to have a lot of stuff I’m going to be learning in the next couple months.

Jason:  Do you do anything on LinkedIn at all?

Robert:  No.  No, not really.

Jason:  Okay.  I haven’t done any advertising on LinkedIn or Google.  I’m just, just like everybody else, I’ve done Facebook a little bit, but I understand, to me, Facebook’s probably more of like the base in my mind, because I can target market my local area.  And then all the other different ways to get leads that you’ll probably end up showing me down the road, you know, I understand now, you know, I need to get my feet wet with this.

Jason:  Absolutely.

Robert:  And so, like I said—

Jason:  The reason I ask is I’ve been tinkering around with doing some stuff that you can do for free on LinkedIn.

Robert:  Okay.

Jason:  That’s been working really well for getting out offers.

Robert:  Oh, wow.

Jason:  Yeah, and what I’ve been finding, too, is I get better conversion with people on LinkedIn because business owners are more serious and they’re easier to, you know, do business with online than consumers are.  You know, like more business-minded professional people.

Robert:  Yeah, yeah.

Jason:  So if that’s something you wanted to try, you know, sending traffic through that method instead of picking back up the Facebook campaign to, you know, see if you are getting opt-ins, you know, if the offer’s working, it might make more sense than, you know, dumping a bunch of money in on Facebook to find that out.

Robert:  Yeah.  I’m definitely open to it.  The nice thing is since I got you, I don’t have to do a lot of the guesswork.  So if that’s what you’re saying, I’m all on board, because it’s not just me, you know, doing something on my own, you know what I mean?  So if that’s what you’re saying, you know, shoot me an email or whatever, I should start doing that in the next couple days and I’ll get that up and running.

Jason:  Okay.  Okay.

** Financial advisor training note **

If you can find different avenues to test your offer in mediums that don’t cost money for the traffic, that is always best.

Robert:  And either way, I still got to add the analytics and change a couple things on this Facebook stuff anyway.  So it doesn’t matter, I still got to do that regardless of which way I go.  I might even do a combination of both, who knows, you know?  I mean, **** today, I’m open to all opportunities to get people to opt in.

Jason:  Yeah.  The only drawback to the LinkedIn one is, you know, you can’t geotarget it.  But basically how it works is you build a LinkedIn profile and then you go and join as many groups as you possibly—because they have these groups of people that are on there.  And you go and you join all of these groups that are related to the market that you’re going after and then you just make a posting in that group each day that has something relevant that they’re interested in, and then you have a link that goes over to your site.

Robert:  Oh, so you like a whole new profile.

Jason:  Yeah, so you just put your own, your own LinkedIn profile, right?  If you don’t have one already.

Robert:  Yeah, I have one already, but you’re **** a separate one on this one, right?

Jason:  No.  No, just use your existing profile.

Robert:  Oh, okay.

Jason:  Yeah, and you just go in there and you join a bunch of groups for, you know, the market you’re going after.  So, for example, when I, you can do like a search on groups on keywords, and so I just did a search on insurance and there’s, I mean, there’s all kinds of insurance groups, there’s like groups for people selling insurance, leads on LinkedIn, I mean, there’s insurance agent groups, there’s all these people that meet my target market.  And so I just signed up for all those groups and then I have a virtual assistant doing this, but he goes in there each day, because once a week I write five postings for him to put on there where I’ve got some kind of unique, interesting thing that’s related to my offer.  And I have him go in and post those, those things daily on each of the groups.  It takes him about 30 minutes to do it, but we get anywhere from 70 to 150 visitors a day to our website with that method.  And it’s all free.

Robert:  So I wonder what group I should, I mean, from a retail perspective, I wonder which groups I should join.  Obviously it’s not insurance agents, you know?

Jason:  Well, I mean, if there’s like a certain kind of business owner that you work well with that you’d want to go after, that’s one easy way to get it.  If there’s, you know, look at the people that you’ve done business with and you’ll find some commonalities.  Like there’s crazy groups in there, like there’s one for people in California that enjoy stand-up paddle boarding.  You know?  Like maybe you’ll find that a lot of your clients really enjoy paddle boarding or hiking or, you know, maybe they’re dirt bike riders.  And, you know, there’s all kinds of different groups like that that you can join and show some affinity to them and get them to come over to your site.

Robert:  Right.  Okay.  Well, I tell you what, I’ll work on this other stuff, if I get caught up in anything kind of crazy, I’ll just email you and let you know, “Okay, where’s this code again, you know?”

Jason:  Okay.

Robert:  Because I’ll have to get that set up.

Jason:  Right.

Robert:  And then once that’s set up, in the meantime, I’ll start looking today and tomorrow and the different groups.  Because I belong to a ton of groups on LinkedIn and a lot of them, well, not so much any more, but they used to be insurance related when I was a wholesaler.  And right now, it’s not that, so it’s mostly just retail stuff.  So I’ve kind of switched my groups around.  But let me see how many groups I’m in.  Yeah, medical professionals, corporate lawyer network, cosmopolitan connections, European jobs, yeah, a lot of insurance groups.  I think I’m going to get rid of a lot of the insurance groups.  Las Vegas networking, Mustang enthusiasts, New York Yankees fan club.

Jason:  Yeah!  I mean, those are all groups that you could post that stuff to.  I mean, especially the ones where they’re interested in something that is expensive, because you know they got money and they’re interested in this kind of stuff that  you’re promoting.

Robert:  Yeah, yeah.  Okay.  Well, yeah, I’ll start going through that kind of figuring out—I’m going to try to find some local business groups, I think, see where that takes me.

Jason:  Okay.  Cool.

Robert:  So, all right, so, man, I appreciate your time today, and then like you said, I’ll start working on this on the next day or so, and if I get stuck, I’ll just simply email you, maybe you can, you know, help me out.

Jason:  Perfect.

Robert:  And then I’ll start with looking at these groups and redo those Facebook ones.  I’m still going to go with Facebook, too, I just, because I want to make sure it’s working anyway.

Jason:  Yeah, absolutely.  I just wanted to throw that out, this LinkedIn thing, out there for you since it’s been working really well for me and it’s a way to kind of get stuff going without having to spend a whole bunch of money.

Robert:  Right, right.  All right, bud, I appreciate it, thank you so much.  You have a good day!

Jason:  Cool, thanks.  You, too, Robert.

Robert:  All right, Jas, bye-bye.

Jason:  All right, bye-bye.

I hope you enjoyed this financial advisor training session with my client Robert Eldridge.

I’m sure you can see that insurance marketing online is a process and that it’s hard to accomplish that process successfully on your own.

That’s why I create my Agent’s Lead Machine Internet Marketing Mastery Program – it’s the most comprehensive financial advisor training on marketing online available.

Normally I charge $97/month to be a part of my ALM Internet Marketing Mastery program.  And if you use the link at the top of this post it will take you to the order page for that price.

But I have a special offer page where you can get into the program for a one time payment of only $277.

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Bonus #1 – 2 Free 30 Minute Jumpstart Coaching Calls ($194 value)

You’ll get two calls just like this transcribed call with Robert where I’ll help get you on track with your internet annuity marketing so you can be successful like him.

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You’ll get a complete online sales presentation for IUL that I created for the largest producer of Aviva IUL’s back in 2010.

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Plus, you’ll get a full marketing package with several ads that you can use to drive traffic into your funnel and turn them into leads.

All you have to do is enroll in my program by clicking the link below and completing your enrollment on the next page.

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Below you will find a transcript from a coaching call I did with my client Russ Sims, who is an agent in Seattle.  We are discussing how to use the Agent’s Lead Machine system to start generating insurance agent leads as quickly as possible.

Just so you know, these coaching calls are normally $97 each for 30 minutes.  However, if you enroll in the Agent’s Lead Machine Program by clicking the link below, you can get two of these calls for free.

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Jason:  Okay, great.  So here we are, Russ, and I appreciate you sending the questionnaire back in.  So I guess what I’d like to start by doing is just going through the questions that you had on this document and then we’ll leave it open to anything else that comes up and I’ll try to guide you on the right path here to, you know, get going, building your insurance agent leads machine right away.

Russ:  Okay.  Cool.

Jason:  All right.  Let’s just start off here.  So the first question you had is, you have examples of other advisors are doing with this system.  I don’t have anybody else that has been submitting in, you know, case studies from what they’re doing, but I do have some case studies up on my blog from some of my personal sites, and I’m also getting ready to submit a case study from a project that I did for one of the largest insurance companies, insurance agencies, in the country.  They’re the number one producer for Aviva and I did a project for them that produced quite a bit of results generating insurance agent leads, so I’m getting to release that here soon because my contract’s over now and the time period has expired where I can show their results now.

Russ:  Okay.  So, I’m sorry, now which company is this?  Or are you able to even tell me?

Jason:  I can’t say the company’s name, but I can tell you, they’re the number one producer of IULs for Aviva and we put together an indexed UL system for them.

Russ:  Okay.

Jason:  One of the things I’m going to be doing is actually releasing to my Agents Lead Machine customers like yourself, you’re going to get a copy of the script and the slides that we used in the sales video that we used on their website to generate IUL leads.  And this whole script and slides have been approved by Aviva’s compliance department.

Russ:  Okay.

Jason:  So if you’re interested in doing IUL at all, you know, that’ll really help you out with these type of insurance leads.

Russ:  Yeah.  I’m currently contracted with Aviva and I’m used to selling their product, so that’s awesome.  I mean, I know you can’t say who it is, I’m willing to bet it might be Federal Financial, but you don’t have to say yay or nay.  So, I definitely have some experience with them, so.  But, yeah, cool, cool, so looking forward to that.

Jason:  Yeah.  And I would be willing to say that you have pretty good intuition.

Russ:  All right.  Cool.

Jason:  So yeah, I’m actually working on putting that stuff together on Friday and then I’ll be releasing it to my Agents Lead Machine customers toward the end of next week and then, so you’ll see that in the member’s site and I’ll shoot out everybody an email letting you know it’s in there.

And I’m also going to be selling that, actually, to other people that aren’t Agents Lead Machine customers for 97 bucks.  So, that’ll give you a real jump start if you want to promote IUL.

Russ:  Yeah.  Well, I’m looking forward to that then, awesome.

Jason:  Cool.  All right.  So does that satisfy that question that you had?

Russ:  Yeah, yeah.  You know, and I know as I’m going through some of the video content, going through the training here, there are interspersed some testimonials and those are encouraging.  In fact, I think one of the testimonials that you have is from somebody out here in Seattle.  So I was a bit intrigued because she eluded to the fact that she’s also getting residual income aside from insurance agent leads and I know that’s probably content for a later time, but and I didn’t ask that question on the form that I submitted to you, but I am interested in learning about that possibility, too.

Jason:  Oh, sure.  Yes, I mean, what we’re getting at there is, with the strategies and tactics that I’m teaching you, you could actually apply those to doing other forms of marketing online to get some residual income coming in.  So, I mean, like for example, I’ve got several websites in a variety of different markets.  I do a lot with real estate investing.  I’ve actually worked on some consulting projects and put some things together where, you know, we’re generating leads and selling products online.  And so you can use the same techniques that you’re using for insurance marketing to put stuff like that together and do things like affiliate marketing.  You can put yourself out there as a consultant and then charge, you know, your fees where you get a percentage of sales.  So there’s a lot of different things that you can do to kind of add some additional revenue streams using these techniques.

Russ:  Interesting, interesting.  Yeah, I’m an old real estate investor myself, so that’s intriguing.  Okay, cool.

Jason:  Awesome.  So the second question you had was, “What ongoing costs should I expect?”

Well, I mean, your ongoing costs are going to be, you’ve got, you know, hosting for your websites, you’ve got renewals on your domains.  I mean, you know, web hosting is cheap, it’s 10 bucks a month if you don’t have that already.

Russ:  Yeah.

Jason:  And we have links to Hostgator in there, who we recommend.  You know, your domain name is going to be about $10 a year to renew that.  So, you know, depending on if you’re targeting a lot of different domains, you know, you’re going to have your expense for that.

You’ll have your email autoresponder system, we recommend Aweber.  It’s 19 bucks a month until you get over 500 people on your list and then it starts going up a little bit each month, depending on how many subscribers you have on your list.

I think it only goes up like 50 bucks a month at like the 2,500 person level, so it usually takes a while before you, you know, start increasing your costs on that side of it.

Russ:  Okay.

Jason:  And those are the minor, kind of ongoing costs that you have just to kind of keep your system up and running.  Then you’re looking at the cost of driving traffic into your website.  Those costs are going to vary depending on the traffic source that you’re using.  But, you know, to have any decent amount of traffic that’s going to convert and generate leads for you, you’re looking at probably about a minimum of $500 a month is what you really should be spending to drive that traffic to your site.

Russ:  Okay.  Yeah, that’s helpful.  And I have already taken the subscriptions that you recommended to GoDaddy and Aweber and Hostgator, so I’ve got that all in place.  So, yeah, that’s helpful to know kind of what to expect in terms of ongoing marketing costs to really kind of hit my stride here and get the kind of leads that I really want to have coming in.  So you’re thinking in the neighborhood of $500, obviously that’s going to vary.

Jason:  Yeah, and that’s going to be a minimum for generating insurance agent leads and I would consider that to be your testing budget.  Because like I say throughout the training, if you’ve gotten to any of those parts yet, I really talk about how everything is initially a test, because you got to make sure that the traffic is converting to the message that you’re using and you’re going to go through the optimization process.

So what you’ll find in the beginning is your cost per lead is going to be higher in the beginning and as you apply these testing and optimization strategies that I teach you in like the training course, you’ll actually be able to lower your cost per lead over time.  So, you know, for your same $500, you’ll generate less leads in the beginning, but as you get better at it, you’ll generate more off of that same cost down the road.

Russ:  That makes sense, yeah.  Okay.

Jason:  Yeah.  And you know, what’ll also happen then is you’ll start to scale up as you get better at it, so, you know, you’ll start with $500 to test because you don’t want to, you don’t want to spend a whole crap-load of money and not get the kind of leads that you’re looking for.  But, so you start, you start looking and you test, and then you get your numbers down and if you know, “I spend 500 bucks, I get 20 quality leads off that, but I want to have 60 quality leads a month,” then you know you got to spend $1,500.

Russ:  Yeah.

Jason:  So you want to use that testing to get your numbers down and then you do the math backwards to figure out, you know, what kind of insurance agent leads volume you can handle and then you’ll be able to determine, you know, how much you got to spend to get that lead volume.

Russ:  Right.  Right, okay, well, that makes total sense.  So in my case, you know, I’m sure you’ve talked to, you know, advisors that are kind of in the situation where we’ve tried a lot of different things that either through lack of implementation, you know, correct implementation, or just because they were bad programs, haven’t really worked out all that great.  So my income level is far from where I feel it should be, and, you know, making another financial commitment at this point is a real challenge for me.  So my challenge is going to be to take that initial investment, not only in, you know, what I paid for your program, but also the money to get the campaign up and running and turn it into pretty quick, you know, business, so then I can really leverage those early dollars into, you know, expanding my efforts.

So that’s just my personal challenge, that’s what I’m going to be looking to do.  Because, you know, I can’t afford, I really can’t afford to have three to four months of just, you know, bad trials where, hey, you know, nothing seems to be working and there’s no dollars to further the campaign at that point.

Jason:  Yeah, I completely understand that.  I mean, and that’s why we give you the templates and things like that so you’re not trying to build something completely from scratch that you don’t know if it has a chance of working at all.  Everything that we include in there with the templates, for, you know, the Power Point presentations, and the landing pages, and all of that, those are all designs and presentations that we’ve used in the past to generate leads.  So, you know, you’re getting—

Russ:  Yeah, **** in.

Jason:  Oh, go ahead?

Russ:  I’m sorry, go ahead.

Jason:  Oh, I was going to say, you know, you’re going to have a real high probability, you know, I can’t guarantee that you’re going to generate insurance agent leads, but you’re going to have a super high probability that, you know, using that stuff and making some small tweaks to it, you know, you’ll be able to generate leads out of the gate.  And, you know, as long as you can sell them, you know, then, you know, you’ll profit handsomely off of that.

Russ:  Yeah.  Yeah.  Great.  Okay.

Jason:  So did you have any additional questions that were tied into ongoing expenses?

Russ:  No, I think that’s about it.  I mean, well, I guess there is the side of, you know, as far as ongoing coaching, because I know you were running a promotion where I have eight weeks to, I’m not sure what this is called, forgive me, but I don’t know, they’re not really coaching sessions, but are they kind of like mastermind calls, or I’m not sure what you call them.

Jason:  Yeah, so that’s, I have an eight-week group coaching program where we do a weekly call and then everybody that wants to attend that’s paid for it can get on and then we, you know, it’s basically just a live Q&A, kind of like what we’re doing right now, and I’ll help you with that.  Then you also get access to my personal email and you can email me, like, you know, I know one of the things you said on here was, you know, “What kind of help would you get developing content for your ads and website?”

Russ:  Yeah.

Jason:  So, you know, you can submit to me, you know, stuff that you’re putting together and I’ll give you my feedback and kind of make some edits on it and stuff like that for you, that’s all part of that program.

And then you also get free website review.  So once you have your site up, you can submit it to me through my personal email and I’ll go look at it.  And what I do is I’ll do a screen capture video where I’m looking at your site and I’ll point out the things that I would change, how I would change it, and deliver that video to you so that you can, you know, get everything set up right on your site.

Russ:  Okay.  So in terms of optimizing, you know, once you get the campaign up and running and you’re starting to get feedback that you feel there’s room for improvement, in terms of optimizing and the best, probably the best way to go about that is to just utilize that coaching, you know, that ongoing coaching and seeing what other people are doing and getting suggestions.  Because, you know, I may not be the best judge in the world as far as how to tweak a campaign.

Jason:  Yep.  Well, and I while we’re on the subject of optimization, there’s different places where you’re going to optimize.  So the first thing that you always want to optimize, if you’re not getting the conversion that you’re looking for, is actually your offer.

So on your website, your offer is what you’re using to get people to take action.  So, you know, you can choose to, your offer could be where you’re just trying to get them to request an appointment with you.  Some people take the approach of, you know, they’re offering a free copy of a book, like a lot of people will use Patrick Kelly’s Tax Free Retirement book.  So they get them to fill out a whole bunch of information for the book, they send them the book for free, and then they take them through a sequence after they have requested the book to move them toward an appointment.

Russ:  Right.  Yeah.

Jason:  So there’s some different angles you can take, depending on, you know, how long you want to stretch out the process.

What I can tell you, is that you’re going to generate less insurance agent leads if you go straight for trying for the appointment.  You’re going to have a higher cost per lead doing that, but you’ll also typically generate a little bit higher quality lead.  So those are some things you got to kind of factor in.

But that’s the first thing when you’re optimizing, you want to look at your offer first.  You know, how can I make this offer really appealing?  What do my target prospects really want and how can I give that to them in a way that is just so appealing that they have to take action now.  That’s really the first thing that you want to do.

The second piece of optimization then would be, you know, the copy that you’re using in your ads.  And your ad copy is going to be driven by your offer, because the copy that you use on your landing page all ties right into your offer, and you want to have that conversation that you have on your website regarding your offer, it needs to start at your ad, so it all works backwards from that offer.

So really, you just use language that you’re using right on your website to convey your offer in your ad copy so, I mean, that really, your offer writes the ad for you.

Russ:  Makes sense, okay.

Jason:  I mean, that’s really how optimization works.  I mean, it’s not a real rocket science, but you’ll, the thing you really want to think about is, what are the desperate problems that your prospect has and how can your product solve it, but you have to be able to be able to position it in a unique way that is appealing to them and they, you know, is something that they can’t really look at and say, “Hey, I’ve heard that before,” you know?

Russ:  Yeah.  Right.  I know that your course is endorsed by Brett Kitchen and I’m assuming you’ve got quite a bit of experience with Brett and Ethan over at Insurance Mavericks, and I know they’re real big on tracking and those kinds of message that you’re talking about, you know, where it’s very compelling and very oriented toward solving problems.  They’re people that I hold a lot of respect for and that’s one of the reasons I, you know, decided to give your course a try is because, you know, you have the endorsements from at least Brett.

Jason:  Great.  Well, I appreciate that.  Yeah, Brett and Ethan are personal friends of mine.  I’ve actually started off as a member of theirs back in 2009 when they first launched their first product and, you know, I was doing a lot of stuff that they taught and some things that I learned and was sharing my results with them and they got kind of impressed by that, so, you know, we started actually working together when I left my State Farm agency and I helped them build out True Financial Aid, and some of the stuff in Safe Money Millionaire.  So, you know, all the systems that they use, I’ve had a hand in helping them build.

Russ:  Wonderful.  Yeah, in fact, I was thinking that Safe Money Millionaire might be a good, you know, product giveaway, too.  I’m familiar with Patrick Kelly’s book, you know, Tax Free Retirement, but Safe Money Millionaire is probably even a little bit more pointed toward IUL.

Jason:  Yeah.  Now, the one thing I would be really careful of if you’re giving that book is because, I mean, the book is positioned to drive people that read it down into their own funnels.

Russ:  Yeah, I know.

Jason:  So I would give it away with an appointment.  So, you know, they’ve got to meet with you to physically get a copy of the book instead of just sending it to them, or you’re probably going to be generating leads for them and not you.

Russ:  For them.  I’m sure that’d be fine with them.  Okay.

Jason:  I don’t think that’s what you want to do though.

Russ:  No, no.  So, cool.  Okay.  I have, let’s see, I’m just reading, you covered a lot of the stuff of what I wanted to ask.

As far as, you know, generating insurance agent leads that are in my area, how complicated is that?  I mean, I’m in the greater Seattle area and until I get really good at phone sales and also increase my licensing into other states, I probably just want to keep it in my greater metropolitan area.  What’s really the best way to do that?

Jason:  Oh, yeah.  So I mean, all the, the traffic methods that I teach in the training, they all allow you to geotarget down to even really small cities.  So, you know, that’s why I include Facebook as the first traffic method, because very few insurance agents are using it and the ones that are, are doing it wrong.  So if you follow my methods, you can actually, you know, actually clean up with Facebook.  And, I mean, you can, I’m from a tiny town called Sauk City, Wisconsin, that’s where I grew up, it’s like 5,000 people.  And I can target and show my ads only to people in Sauk City, Wisconsin, that’s how narrowly you can do your geotargeting with Facebook.

Russ:  Yeah.

Jason:  And it’s super simple.  I mean, when you go in there and you set up your ad, you can, it asks you where do you want to show your ad?  You just type in the city and it’ll pull up a list and you click on it and, you know, if you want this just to be Seattle, you type in Seattle and it’ll show, it’ll only show your ads to people in Seattle.

Russ:  Awesome.  Okay.

Jason:  Good.  And then the other traffic sources that get released over, I do one a month and the reason we do one a month is because you don’t want to get a whole bunch of different traffic sources coming into your page at one time because there’s a learning curve with figuring out that traffic source, because each one is different.  And so you got to be able to see what’s happening with the people that are coming from that traffic source on your page and go through that optimization process.

Russ:  Right.

Jason:  And that takes a few weeks to do that.  So I release those traffic trainings on a monthly basis and there’s six core traffic sources that we show you and I release them in the order of how simple they are and how well they convert for insurance offers.  And all of them have geotargeting down to city level, so you don’t have to worry about like getting people in New York or something like that.

Russ:  Cool.  Okay.  Great.

Jason:  Now, I see on your coaching questionnaire, you said, you know, “In order to make a consistent six-figure income, you know, what should you expect your yearly investment to be?”  That’s kind of a tricky question to answer, simply because, you know, I don’t know how well you convert the people that you meet into, into sales and then it’s, you know, it’s going to vary depending on, you know, what size of premium you’re writing with your policies and stuff like that.

But I mean, you know, just to give you kind of a ballpark idea, you know, I would say if you’re looking to make six figures, you’re typically going to have to spend about 20% of the amount that you want to earn on advertising.  So if you want to make $100,000, you’re probably going to have to spend about $20,000 on advertising.  That’s just kind of a blanket rule of thumb that I’ve experienced over the last decade in all forms of marketing, not just online.

Russ:  Okay.  Well, that is helpful and I understand, you know, there’s a lot of variables and it depends on me and my implementation and how well I can convert.  But if I’m going to make a commitment to this long term, I have to have at least kind of a notion.

Jason:  Yep.  Yep.

Russ:  Because it is so foreign to me, you know, it is so foreign, I’ve never done this before.  Kind of why I want to be **** but the whole idea is to get, you know, a string of successes early on so that I can leverage those dollars into further, you know, further campaigns.

Jason:  Yep.  And so what I would recommend that you do, in addition to, because you always want to drive people onto your mailing list.  That email list is so powerful.  And what you can start doing is looking for different products and services that are out there that those people would be interested in, and a lot of them have affiliate programs and you can go sign up to be an affiliate and they’ll give you pre-written emails and you can start sending those things out to your list and you can, you know, you can make money off of selling them other things if they won’t meet with you insurance.  That’s a way for you to kind of, you know, leverage that and cover some of your advertising expense up front.  You want to make sure you’re really using that email list to your advantage.

Russ:  Okay.  You kind of lost me on that one.  Can you just kind of touch on how that works one more time?  I’m sorry.

Jason:  Sure.  I’ll give you an example straight from what I’m doing for one of my real estate clients.  So what we do is we drive people, drive our traffic onto our mailing list through a bunch of different opt-in offers, videos, free e-books, things like that.  So once they get on our mailing list, we try to sell them our primary product, and we get a fair percentage of the people that do that.

So in your circumstance, what you would be doing is, you know, you’d get them to opt-in and then you’re trying to, your primary product is trying to get them to meet with you and talk about their insurance, right?

Russ:  Right.

Jason:  So the people that don’t, in the real estate business, the people that don’t buy, what we do is we start to show them offers from other companies that are related to what we do and we promote it as an affiliate, where we get paid a commission for every product that this person buys from this other merchant.

Russ:  Okay.

Jason:  So relating that back to insurance, what you would do is take the people that don’t respond to you for an appointment and you can go out and find different things that they would be interested, and maybe it’s books on Amazon, or you know, stuff related to what you brought them on your list for.  And then you can sign up as an affiliate and email them out, they’ll give you free, they’ll give you pre-done emails that you can plop into your autoresponder and email to your list.  And if they click through your affiliate link and go and buy one of these products, you get paid a commission on it.

Russ:  I see.  Right.  Okay.  Cool.

Jason:  And so you can use those affiliate commissions to leverage, to cover your traffic expenses.  It’s what we call in the industry a self-liquidating offer, so you use your list and those commissions that you get to cover your traffic so you’re really not spending any money on traffic.  It’s a wash.

Russ:  Okay.  Well, that’s kind of, that’s my world, isn’t it?  That’s where we all want to be.

Jason:  Exactly.  Exactly.  And if you get a good enough offer, you can actually profit on the front end of that.  I mean, the client that I work with in the real estate space right now is DoHardMoney.com, they are a hard money lender.  And one of the things that we do is we promote real estate investment training courses by different gurus and, you know, I put together a promotion last week and, you know, we’ve done over $5,000 in commissions in the last week just off of that.

Russ:  Oh, wow ****

Jason:  Yeah, and we only spend about $3,000 a month in marketing for that site.

Russ:  Okay.  That gives me some ideas and how, you know, how to increase revenue streams here, so wonderful.

Jason:  Cool.  So, yeah, and I think we touched on all the questions that you had on the document here.  Is there anything else that came up that you wanted to cover on this call?

Russ:  I don’t think so, Jason.  I think that pretty much covers it.  I’m just really, really getting into content here, I’m going to be devoting the next two or three days to it.  So just get this up and running as fast as I can and I have a lot of faith in it and I have a lot of faith in you.  So, you know, I just need to make this work, but I’m committed to it.  It feels right to me, you know, versus the other ways I’ve been marketing, this just seems like it’s a real good, intuitive fit for kind of my style.

Jason:  Well, that’s great to hear and I appreciate your confidence.  And we’re here to help you be successful, so you know, let me know how we can do that and we’ll help you with the whole insurance agent leads process.

Russ:  All right, Jason.  Well, thanks so much for your time and stay tuned to hear great things from me.

Jason:  All right, awesome.  You have a good one, Russ.

Russ:  All right.  You, too.  Bye.

Jason:  Bye bye.

Everything You Need To Know About Online Annuity Marketing

Posted by admin On August - 15 - 2012

Below you will find the transcript from a coaching call I did with my client Robert Eldridge, who is an agent in Las Vegas, on 7-19-2012 where we discuss his annuity marketing system that he currently had online.

We also went into detail about how get him set up using my Agent’s Lead Machine Internet Marketing Mastery program to accomplish his online insurance marketing goals.

If you’d like to build out your own system for annuity marketing or any other type of insurance marketing over the internet, then you really need to check out the details of my program.  Click the button below:

insurance leads

Jason:  Okay, cool.  So I mean, I got your reply on the questionnaire, so you know, why don’t you fill me in a little bit more on what you’ve got right now.  Because I mean, you know, if we take something that you’ve got that’s working and we enhance, that’s probably the best place to start for you.  So fill me in on what you’re doing with annuity marketing.

Robert:  Okay.  So on the annuity for, I designed the educational website, and there’s Google ads on it, and, you know, it covers the ring central numbers and, you know, the cost of the hosting every month, and my newsletter.

What I wanted to do, it’s called AnnuityCampus.com, on the top right I’ve got a book that I use to also get people to, you know, sign up basically for the free book.  And then I also have a newsletter that they sign up for as well.

Jason:  Okay.  Great.

Robert:  That’s how I capture those two leads, plus people just call me.  So I have that, and what I was wanting to do was to work more in the life insurance part of it.

Jason:  Okay.

Robert:  And I don’t know if I should start a new website, different content or what.  Again, I’m somewhat knowledgeable, but, however, all the stuff in videos I watched with your stuff yesterday, I just was kind of overwhelmed.

Jason:  Okay.

Robert:  You know, and I need a domain and, you know, hosting, I get it, and then it’s like, okay, then what?  You know, how do I set up the site?  I’m not that skilled at doing it the right way, you know?

And so what I was thinking, after I would talk to you, I just want to know, you know, I know you’ve been doing this a while with different brokers, what do you think is more effective?  Like going after term insurance on auto pilot or just going after the cash value, or do both?

Jason:  Well, I mean, you can actually do both.  What I’d recommend that you do is just start off with one at a time.  And usually I recommend going after something with cash value life in the get-go.

Robert:  Okay.

Jason:  Because, you know, the first thing that you want to do is develop a concept that you use to sell the product.  That’s going to be, that’s like the number one key to doing anything with marketing, is having a unique concept that speaks, it’s got to speak to a desperate problem that the prospect has in their life.

Robert:  Yeah.

Jason:  And the concept is solving that problem for them in a unique way that they really haven’t heard before.

Robert:  Well, like I actually teach the Infinite Banking Concept, and I really like that because it eliminates, you know, people losing their money in the market or having to wait until 59-1/2 to take out their money, and all the other good stuff, you know, financing your own vehicles, and things like that.  And that sounds like it’s more up my sleeve.  I just thought that term would be easy because you could just throw a search engine up there or accordion engine and people just buy it while you’re sleeping or whatever, you know.  But you’re saying do the cash value policies first and then maybe a term site later?

Jason:  Yeah.  That’s what I’d recommend.  And yes, if you’re familiar with the Infinite Banking Concept, really what I would do is take a twist off of that.  Because that works.  I mean, it’s already proven to work.  So you don’t need to reinvent the wheel.

Robert:  Okay.  Okay.  Well, that’s good because I was thinking, well, maybe, you know, this is, because, you know—when I’m watching these videos and testimonials, it’s almost hard to believe, you know, because again, I used to recruit thousands of brokers, I still have some recruiting stuff, but, you know, there’s always that BS factor when someone tells me they’re getting 20 leads a day.

Jason:  Yeah.

Robert:  You know?  And not that I don’t believe these guys, but I don’t know what they’re doing or their level of knowledge to make that happen, because there’s always the rock stars and groupies, and the rock stars might have some other knowledge on how to set this up so they’re getting that.  I don’t know, you know, right now I’m, just consider me a baby when it comes to everything in annuity marketing, even though I’m have a lot of experience, I’m not doing what you’re doing.  So, I just want to—

Jason:  Sure.  Sure.  Well, you know, and a lot of those people, too, what they’re doing is they’re expanding out what they’re doing with their marketing and they’re doing stuff that’s outside of their local area and then they’re selling off leads that they generate outside of their local area.

Robert:  Okay.

Jason:  So that’s, I mean, that’s one thing that I show all my clients how to do is, you know, once you get really good at it and you’ve got your numbers figured out, you can start marketing outside of your area, and there’s some pretty easy ways that you can quickly turn around and sell those leads and then you just, you know, you take the spread.  So you generate the lead for 5 bucks and then you sell it for 20 or whatever, and, you know, you keep the difference.

Robert:  Well, I mean, that’s something I’m definitely interested in because of the website presence.  You know, I’m selling insurance all over the country.  So, I live in Las Vegas and right now the market, I definitely want to dominate it here, but I also want to have exposure to all over the country.  So I already know that’s what I want, you know, I want to do both, because that’s what’s working for me.

Jason:  Cool.

Robert:  So, and I’m getting, you know, I just need to tweak what I’m doing and what you’re providing is really going to help me out, I just, I’m a little overwhelmed on how to do it and get it set up and what direction I need to go, but I definitely want a national presence and I really want to work the hell out of it.

Jason:  Sure.  Well, I mean, really what you’ll want to do is, we’ll set up your online lead funnel, and then you just start driving your traffic to the site using geotargeting that’s local to you, and then you can expand out in each market as you want.  You don’t have to, you know, change your websites or anything like, you just change where you’re actually setting your ads.

Robert:  Oh, okay.  So you’re saying it would be local first, okay, and then expand out.  Okay.

Jason:  Yep.

Robert:  All right, I’m just writing down some notes, okay.  Okay.  So basically where do I go from here?  I mean, I’d like to generate those leads, you know, like you guys, which, you know, I wouldn’t say in 20 a day, I’d be happy to get 5 a day, but, man, really, I mean, you know, I’m not going to, you know, whatever, I mean, I’ll do what I got to do, because they’re saying 30 days, which sounds really good to me.

Jason:  Yeah, so, okay, so the first thing is to get that concept developed and then, so you’ve already got a good idea of what you want to do there.  So you just need to solidify how you’re going to present that concept.  You know, what twists are you going to put on Infinite Banking to make it your own and make it unique?  That’s the first thing you have to decide.

Robert:  Well, the concept—

Jason:  Once you’ve—

Robert:  I need to write that out, is what you’re saying, right?

Jason:  Yeah, yeah.  Write it out, so you know exactly what it is.  And it needs to be something that, you know, when people see it, it’s unique, but they can understand that it’s going to solve their problem right away.

Robert:  Okay.  That sounds good.  I can definitely, I’ve published 360 articles.

Jason:  Oh, awesome.

Robert:  I don’t have a problem writing.

Jason:  That’ll be easy for you.

Robert:  **** look over it and change it because if I think it looks good, it probably is not, so, you know.  But I’m not afraid to write that down.  So, okay, write out the concept, okay.

Jason:  Yep.  And then you want to decide what your offer is going to be.  So, you know, what are you going to offer to people to get them to, you know, give your information, basically.  And along with that, you have to decide what your offer strategy is going to be.

So there’s two approaches that people will take.  One is to go straight for getting them to request an appointment with you.  And typically what the advisors and agents I work with will want to do is they’ll want to gather a bunch of information on the form on their website, so, you know, like how much money do you want to invest and all these other additional questions, so the lead is more qualified.  So that’s one strategy.

The other strategy is to get them to do something similar to what you’re doing on your annuity site where you get them to opt in for a report or maybe some videos or whatever you want to give them that ties into the concept and then you use your email autoresponder to drip on them and get them to end up requesting an appointment over time, after consuming a certain amount of content from you.

Robert:  Okay.  Yeah, because I could do that, I mean, the other system is set up with the books, so I could have a, well, like probably a landing page on that one already, and I can do, I can insert a video, which I prefer to do.  Kind of talk about, “Hey, by the way you’re here because you’re looking at different concepts for life insurance, whatever it is.  But the way, on the top left of the website, go ahead and click the books so you can access that for free,” and then, you know, whatever the offer is.  But I think it should already be the book, because I already have that out there.

Jason:  Perfect.  Perfect.  You just got to make sure that whatever you’re offering them, it has to tie into the concept and it has to further the sale.  It has to get them closer to the point of, or actually taking the action of having an appointment with you, which is really the ultimate action that you want them to take.

Robert:  You know what I’m thinking?  Now that I’m thinking about it, I just had a lot of good luck using videos so what I, I don’t know how I could do it, but I could do, you know, a series of videos that they’ll get over 10 days about whatever the concept is going to be, versus writing it down.  And then can you insert a video into Aweber to have that sent out?

Jason:  No, what you’ll want to do is have a separate page on your website and you put the video on the page, and then you create a short email, put it in Aweber and link it over to that page.

Robert:  Oh, okay.  So in other words, it’ll be a private page and the only way they can do it is if they enter their information and they get an email with the link to it?

Jason:  Correct.

Robert:  Okay.  Yeah, I can do that.  Because I’d rather do it with videos, so I can definitely just make different pages for different videos.  I mean, I’ve done—

Jason:  Awesome.  Awesome, that’s great.  And what you want to do is make sure that you have a way for them to take the next step, because each person is going to be ready at a different point in the process.  So like each of those videos that you do, you should kind of use it to further advance their knowledge of the concept, and then also use it to squash an objection that they’re going to have.

Robert:  Okay.  So, yeah, there you go, further advance the concept and that’s what you were saying yesterday, or not yesterday, when I was going through your website, what was it?  What was the term?  Destroy your enemies or something?

Jason:  Yeah.  The destroy the enemies of success, yeah.

Robert:  Yeah, because the biggest thing that I’ve had on some of them were, you know, “Well, I’ll buy it when Dave Ramsey decides to buy it,” you know?

Jason:  Yeah.  That’s a bunch of crap.

Robert:  Yeah, and I’m like, well, first of all, he doesn’t know how these work.  And then number two, that’s because he’s selling his own pot of tricks, and I would know because I applied to be a coach with him.

Jason:  Well, you know, and what you’ll be able to do, Robert, is if you go out to BankOnYourself.com and look at what Pamela Yellin’s doing, I’d really kind of just mimic a lot of the stuff that she’s doing and put your own twist on it.  I mean, she’s talking about, you know, she’s bashing Suze and Dave, you know, right off the get-go because that’s a huge objection that people have.

Robert:  Yeah, “Suze Orman says this,” I go, “Suze owns, she’s getting paid to sell term and she also owns an investment firm in LA.”

Jason:  Yeah, exactly.  And I mean, they have all kinds of statistics and data that you’ll be able to use in your own videos and presentations as proof sources.

Robert:  Oh, okay.

Jason:  So, I mean, they’ve done all the research for you, I mean, you can just basically grab everything that you’ll need off of there.  I mean, you don’t need, because they’re using data and statistics, you can take those, you don’t have to, you don’t have to give her credit for anything.  You know, just put it in your own order and don’t copy the exact language that they’re using when they’re talking about it, and you’re good to go.

Robert:  Right.  So, I guess on the landing page that I can put on my site, the thing I’m confused about, whether it be video or, you know, I could talk about some problems, whatever it is, and then I got to have a call to action to sign up for whatever.  I have to put a form in there.

Jason:  Yeah.

Robert:  And then they fill out the form and then it connects to Aweber and then Aweber starts sending all my different video links.

Jason:  Correct.  Correct.

Robert:  Well, that’s perfect.  I like doing video, it takes a little bit longer, but I like it, because people like to see face to face and I can create a different web page for each one of those videos.  Okay.  So I got that.

Now, would you recommend me doing a new site for that or just use the one I got?  Because you know, on AnnuityCampus.com, I make it very simple to navigate as much as possible.  But I do have a shit-load of pages dedicated to life insurance, term, and whole life.  I can make a new page in there just for like that landing page.  Or should I leave this for just annuity marketing? You know what I mean?

Jason:  Yeah, I do.  I think you might be confusing people with the domain, is the thing.  It should be exclusive to annuity marketing in my opinion.

Robert:  Okay.  That’s what I was—

Jason:  Is the thing.

Robert:  That’s what I was getting at.  So I guess the next part is, the part that I’m not going to really do myself would be the, you know, getting a new site, getting all the Aweber and everything talking to each other with the landing page, basically just setting up the whole system at the whole get-go.  Because I only know that one system, I don’t know how to do it myself using, you know, Hostgator, or whoever, you know?

Jason:  Sure, sure.

Robert:  So I guess that’s—

Jason:  **** problem, I mean, always, I mean, part of the bonus that we offered to you when you bought is the technical set up of all that stuff.  So I mean, what we’ll do in the next coaching call is, you know, I’ll take a look at all the stuff that you’re putting together and I’ll help you refine it and then we can get your landing page laid out.  And, you know, if you got your hosting set up and Aweber set up, I can get the access instructions from you and I can just have my developer go and set that all up for you.

Robert:  I’ll get Hostgator set up, I’ll get a domain, and then you say Aweber, I’ll get that set up.

Now, when it comes to the name of this, since I’m doing cash value, do you recommend not using something with life insurance in the domain?

Jason:  Correct.  You don’t want to spill the beans on life insurance until after they’ve opted in.

Robert:  Okay.  So it’ll just be a generic name, okay.

Jason:  And you want to get your domain to line up with your, with your concept, too.  So that’s why it’s so important to develop that concept first.  Just like you are doing with your annuity marketing site.

Robert:  Okay.  So I’ll get a generic name and then the next thing would be—what the hell, I just lost my train of thought.  Hosting, domain name, generic name, so basically you’re just saying, just get it started and we’ll get going.  I’ll get the domain, the hosting, Aweber, all that set up.  And I could probably have this done by this weekend and then what would be the next step after that?

Jason:  All right.  So when you get all that stuff together, shoot me an email and we’ll schedule your second free coaching call.

Robert:  Okay.

Jason:  And shoot me all that stuff and I’ll review it, we’ll go over it on the coaching call and I’ll help you refine it all, and then I can get stuff over to my developers and have them, you know, throw up your pages.

Are you familiar with WordPress?  Have you used WordPress at all?

Robert:  Yeah, I have in the past.  I had some issues with it, but yeah.

Jason:  Okay.  Specifically what we do is we build our sites out on WordPress, just because, you know, if you want to add pages, it’s super easy.

Robert:  Yeah.  ****

Jason:  What’s that?

Robert:  WordPress.net, right?

Jason:  WordPress.org is the self-hosted version.  But you don’t need to worry about that, because my guys will go, they’ll set up the WordPress install and then do, we’ll do the custom install of your pages over it.  But then when you want to add new pages to the site, all you got to do is log into the admin panel on the back end and click “add a page” or “add a post” and you’ll put the stuff in there, it’s super easy.

Robert:  What you’re telling me to do is pretty easy, hosting, domain, get Aweber set up, and then as far as solving the problem, is that what you’re talking about, it’s going to be on the website, or is that going to be what we’re talking about on the Aweber stuff?

Jason:  Yeah.  So actually kind of both.  So that first video that you’re going to put on your landing page, where you’re capturing their email?  We’re going to put a headline above that, that speaks to that problem.

Robert:  Okay.

Jason:  And then that video is going to be a real short video where we want to capture their attention, so you’re going to capture their attention by explaining the problem, promising a solution, and then giving them a call to action opt-in.  So I mean, it’s a real short video.

Robert:  Okay.  Promising solutions, and then call to action, okay.

Jason:  Yep.

Robert:  Okay.  That might be the part I’ll probably screw up though, because, you know, in my mind, I’ll be like, “Oh, you have a problem with this, and then here’s the solution,” and, you know, especially in the video because I don’t want to say too much.  So what I’ll probably do is write it out first.

Jason:  Yep.

Robert:  And then maybe you could tweak it and then when I actually do the video itself and I could tweak it and just talk about that in itself, okay.

Jason:  Yeah, script everything out and then send that to me and I’ll tweak it and we’ll go over it on your next coaching call.

Robert:  Which email address do you want me to send it to?

Jason:  Send everything to support[at]safemoneyoption[dot]com.

Robert:  Okay.

Jason:  No, actually, you know what?  Okay, I just saw that you did register, you can actually send that to my personal account.  That’s for all the coaching stuff.

Robert:  Okay.  ********************.  Option?

Jason:  Yep.  Option, yep.

Robert:  Okay.  All right.  I’ll start working on it and then I’ll probably get most of it done by this weekend, and I’m looking forward to working with you.  Like I said, I spent some money taking classes on this a couple years ago and my annuity marketing site’s more than made up for what I spent in, you know, time and effort.  But I need to take it to the next level without breaking the bank.  So, I just want you to know I think you’re doing a hell of a great job.

Jason:  Oh, thank you.

Robert:  I don’t know you, but it looks like your system is just awesome, you got all kinds of things and you’re taking someone from, you know, zero to hero real quick, it looks like.

Hey, by the way, where are you located?

Jason:  I’m actually in Tucson, Arizona.

Robert:  Oh, okay.  I actually might relocate down there.  I’m trying not to, but I was looking at Phoenix, around Scottsdale.  But my vision, you know, what I’m looking at doing is trying to automate as much as possible, but I do want to relocate, maybe, you know, to LA or somewhere else six months out of the year type of thing.  Because the nice thing about doing internet business, you don’t need to be in one spot.

Jason:  Absolutely.  Absolutely.

Robert:  That’s kind of why my business goal has been to automate as much as possible and do business no matter where I’m at.  So I’m looking to really jump in this and make it happen and then taking it to, a probably second, third, fourth, fifth different level down the road.

All right, bud, I appreciate your time today and I’ll get this going and I’ll email you the, you want me to email you the hosting, domain information, log in, and Aweber information log in, correct?

Jason:  That’s correct, yep.

Robert:  And along with a simple script of what’s going to be on the landing page and then you’ll probably tweak the hell out of it and tell me what’s good or bad.  I really like doing the videos and so I want a really good foundation, especially on that landing page, because without that, it’s not going to work, so that one needs to be perfect.  And then the next ones I can do easy, you know, based upon that.

So anyway, I really appreciate what you’re doing, man, I think this is, was a really good investment on my part.

Jason:  Oh, yeah, no, I appreciate you, your confidence in me and we’re here to help you get to where you want to be so we’ll take you there.

Robert:  Well, like I said, I still have a lot of brokers that I do business with, so they do through me for annuities and life insurance and what I want to do is take this and actually show them as the results and use it as a recruiting tool as well.

Jason:  Oh, cool.

Robert:  And so I’m looking at this as a, well, not only as a recruiting tool, but a lot of these guys, after the years, I just became really good friends with, you know, around the country.  And it’d be nice to say, “Hey, look, you know, I didn’t break the bank doing this, this is exactly how much it cost and what, this is what’s providing, do you want to do this as well?”  And then, you know, we all make money together, you know?

Jason:  Absolutely.  Yeah, that’s a great strategy.

Robert:  Yeah, yeah, I got some other stuff like fractional life settlements that are paying 5-16% and people are liking that, so I want to be able to use that in different alternative investment classes, too.

All right, man, well, I appreciate it.  I’m going to get off the phone now.  And I really want to thank you for your time today, I’m really looking forward to getting this thing going with you.

Jason:  Awesome.  So yeah, once you get that stuff through, I’ll shoot you some times where we can get that second coaching call and we’ll get the stuff set up for you and get you going.

Robert:  You got it, buddy.  Thank you, Jason.

Jason:  All right.  Take care.

Robert:  All right, bye bye.

Jason:  Bye.

I posted this coaching call transcript for a couple of reasons.

First, I get a lot of people asking me about annuity marketing online.  Many of them don’t think it can be done and Robert is living proof that indeed it can.

Second, while there aren’t any direct templates or materials in my ALM program that are specifically for online annuity marketing, they can simply be edited to accomplish that goal, if you so desire to start annuity marketing.

Since you are all the way down here, I want to make you a special offer if that is you.

Normally I charge $97/month to be a part of my ALM Internet Marketing Mastery program.  And if you use the button at the top of this post it will take you to the order page for that price.

But I have a special offer page where you can get into the program for a one time payment of only $277.

If you enroll at the special one time discounted price, I’m going to give you two HUGE bonuses to help you achieve your goals with annuity marketing online.

Bonus #1 – 2 Free 30 Minute Jumpstart Coaching Calls ($194 value)

You’ll get two calls just like this transcribed call with Robert where I’ll help get you on track with your internet annuity marketing so you can be successful like him.

Bonus #2 – Free Annuity Funnel Templates & Ads ($497 value)

You’ll get the templates for an entire online annuity marketing funnel and sales presentation.

Plus, you’ll get 5 pre-done annuity marketing ads that you can use to drive traffic into your funnel and turn them into leads.

All you have to do is enroll in my program by clicking the link below and completing your enrollment on the next page.

After you have successfully completed payment, please forward your Paypal receipt to support [at] safemoneyoption [dot] com with the subject line “Send My Annuity Bonuses”.

One of my staff members will contact you within one business day to arrange for your bonuses.

Enroll in ALM for the discounted price and get your annuity bonuses here

How To Start Successfully Marketing For Insurance Online

Posted by admin On August - 8 - 2012

Below you will find a transcript from a jump start coaching call I did with my client Keith Harding – he’s an agent in the DC area.

Keith is an Agent’s Lead Machine member.  If you want to start successfully marketing for insurance online like Keith…

Then you need to get involved with ALM too!  Click here to see the details

Jason:  All right, perfect.

Keith:  Yeah.

Jason:  So I got your coaching questionnaire, Keith.  I guess what I’d like to do is start off by doing is getting all of your questions answered right off the bat.

Keith:  Sounds great.

Jason:   Cool.  So, you know, it said on the question I asked you, what information did you want to discuss on the call, you said, how to generate leads on auto pilot at first so that you can contact them after work.

Okay.  Can you expand on that a little bit more and let me kind of know where your knowledge base is so we know where, you know, what point to start from?

Keith:  Okay.  As in knowledge base, are you referring to computers on the internet or as in insurance sales?

Jason:  Well, I’m more looking for, you know, what your experience level is with marketing for insurance online and kind of, you know, if you have anything in place already or are you starting completely from scratch at this point?

Keith:  Well, I guess you would say just like making biscuits, I’m pretty much starting from scratch.

Jason:  Okay.  Okay.  All right.  Okay.  So really what it boils down to is, you have to decide what product you want to promote first with your insurance marketing.  So did you have an idea of, you know, if you wanted to do life insurance or were you looking to do home or auto or what did you want did you want to promote?

Keith:  I’m looking to do the, the indexed universal life.

Jason:  Okay.

Keith:  Seems to be the in-thing at this moment.

Jason:  Okay.  Cool, cool.  So the first step which we talk about in my training program that you bought is developing a concept around, that is around your product that you’re planning to promote that is a unique type of way to position the product, something that people haven’t really seen before or maybe they can’t look at it and say, “Hey, I know what is already.”  Because the concept is really what gets people’s attention and will get them to listen to you and ultimately take action when you are marketing for insurance or any product for that matter.

And the concept really has to speak to a problem that the prospect desperately wants to solve and that product can fulfill.

Keith:  Correct.

Jason:  Right?  So, when you get into the training program, I give some examples, and there’s some other ones on my website on different concepts that we’ve used in the past marketing for insurance that you can really—I know with, when you’re using the index UL—hold on a second.  Oh, okay, my phone started beeping at me there.  With the—go ahead.

Keith:  Okay.  Oh, I was just laughing.

Jason:  Oh, okay.  It was beeping, so I couldn’t hear what you were saying there.  With the index UL you got to deal a little bit with some compliance issues, with the language that you’re using typically.  So, you know, one phraseology that we’ve run past compliance departments that always gets approved and really seems to resonate with people and you can kind of build your concept around this, is being able to participate in the upside potential of the market without having the downside risk.

Keith:  Right.

Jason:  So, you know, that’s something that I would use as a starting point to develop out your concept, is kind of based off that language.  Because especially right now, you know, with the way things are going in the economy and around the world and stuff like that, a lot of people are really, really scared of the downside risk, you know?  All their money wiped out, you know, like what happened in 2008.  And a lot of people out there, a lot of prognosticators and stuff saying that that very likely could happen again.

Keith:  It probably will.

Jason:  Yeah, I’m in that camp with you.  So I would build my concept around that and what you want to do is you want to gather as much third-party proof that you can use to back up every claim that you make, and there’s tons of it out there.  So, I mean, you can use quotes from news sources, you can use articles by credible people, all of that stuff is going to be critical to backing up what you’re saying about the IUL and how it’s a solution to that problem.

Keith:  Gotcha.

Jason:  All right.  So once you have that concept defined, the next step that you want to go through is develop an offer.  And in your offer is going to depend on what strategy you want to take with the people that are coming to your website.  Some guys want to go straight for the appointment request, other people will want to take the prospect through a little bit more of an education process first, so they’ll use what we call a lead magnet, which can be like a free report, or an email mini course, or something along those lines, where you only ask for a little bit of information, like an email address, to get them to opt in, and then you use your email autoresponder system to follow up with the people and kind of answer objections and then get them to request an appointment after you’ve given them more information over time.

Keith:  Right.  Let me ask you something.  Have you ever utilized that, I think I used to be subscribed to it, I think it was called “Prez Video?”

Jason:  Um-hm.  Yep.  Webprez Videos.

Keith:  Right.  That would probably be, I was with the Insurance Mavericks, that’s how I actually got on your list, but I’m not using their stuff any more, I just kind of forward the $400 thing.

Jason:  Okay.  Okay.  Yeah, I mean, you know, I’ve seen the Webprez Videos, I haven’t actually tested using them marketing for insurance yet.  The one thing I didn’t really like about their videos is you have to pay for the service and everything’s captured within their system, so you’re really kind of, you know, you’re dependent on them, you know?  I like having the flexibility and having my own websites and then putting the stuff on my own servers, you know.

Keith:  Gotcha.

Jason:  That’s the way I prefer to do that.  Now, the cool thing is, is within the training program of mine that you bought, have you been inside the member’s website at all yet?

Keith:  Not yet, I’m going to do that tonight.

Jason:  Okay.  So when you get in there, one of the things that I’ve included is a whole bunch of pre-done templates in the tool section.  So, you now, we’ve got pre-done website templates.  There’s also Power Point presentations that have been pre-done and put in there.  And some of them are for IUL, so you can actually use those presentations to create videos to, you know, get people to request an appointment with you and stuff, too.  So you don’t have to build everything from scratch, which is nice.

Keith:  Yes, yeah.

Jason:  So really, I mean, the steps and the process with marketing for insurance, just to kind of recap, the first thing is to get that concept developed, and the second thing is to define your offer and the strategy that you want to use for that.  And then from there, what you do is, you just put your websites together to fit into, you know, speaking to your concept and how you want to, you know, convey your offer to people.

Keith:  Yes.

Jason:  And that’s really constructing a funnel.

Keith:  Let me ask you something.  Is there anything such as, almost like a flyer format, you know, like an 8-1/2 x 11 sheet of paper, just like a flyer that people use, is there anything of that nature on there?

Jason:  Like as a mailer, for example?

Keith:  It could almost be similar to a landing page that, like an IUL landing page, or something of that nature?

Jason:  Yeah, I mean, I don’t, yeah, we do.  One of the pre-done website templates is a real basic landing page with a video on it.

Keith:  Gotcha.

Jason:  And so it’s, you know, it’s got like a headline and then you put a video in there and then it’s got an opt-in form.  And what we do on that page is we hide the opt-in form behind a timed-button script.

Keith:  Right.

Jason:  And so they’ll land on the page, they watch the video, and then at the call to action point in the video, the timed-button script opens up the opt-in form and then they can, you know, start that process over, request an appointment with you.

Keith:  Gotcha, sounds great.

Jason:  Yeah, all that stuff’s in there.  And, I mean, with your IT background, I mean, do you do any coding of websites and stuff like that?

Keith:  I did years ago, but I haven’t done any of that lately.

Jason:  Okay.  Okay.  Because, you know, part of the bonus that, you know, you got for signing up for the promotion I was doing this week is, you know, I’ll have my team actually set up your websites and stuff for you.  So you don’t have to do that.  I mean, all you got to do is decide what you want for your concept, what you want to do for your offer, and then I can help you to put those into the templates that we have, really that would be kind of what we would do on the second coaching call that you get for a bonus.  And then I can give the instructions to my development team, they can put everything up, and we can integrate, you know, your email autoresponder and all that stuff right in the page so you don’t have to spend any time trying to set up all that technical stuff.

Keith:  Gotcha.  Yeah, because I’m all about online person, I do everything online.  So, that’s more my style.

Jason:  Yeah.  I am, too.  But, you know, I mean, especially considering you got a 9 to 5 right now, you know, wasting time trying to figure that stuff out for yourself isn’t really a good use of your time right now, you know?

Keith:  Wish it was a 9 to 5, it would be much easier, that’s one of the reasons why I had to navigate away from Insurance Mavericks is I got stuck with mandatory overtime and I was like, I can’t work their systems if I’m doing overtime, I need something that would basically be on autopilot.

Jason:  Yep, and that’s really what this is.  I mean, once we get all the funnel put in place online, there’s only two things that you really have to do at that point.  One is set up your traffic campaigns to start driving visitors to the site and having it convert them into leads for you.  And then you just need to spend some time watching your analytical data and applying some tweaks and optimization strategies to your ads that you’re putting out for traffic on your website to get it to convert better, so you get a better ROI and, you know, you don’t have to spend as much to get the amount of leads that you’re looking for.

And all that stuff can be done in 30 minutes a day, tops.

Keith:  Now we’re talking.

Jason:  Yeah.  I mean, once you got it up and going, it really doesn’t take much.  And, you know, the cool thing is, is in the training program, there’s a separate training for all of the top tested and proven traffic sources to use marketing for insurance and we give you pre-done ads for each of the—formatted already for each of those traffic sources, and there’s one for every type of insurance, so, including IUL.

So like the first training that we give you is how to use Facebook to drive traffic to your website, because they have an ad platform.  And so we’ve got the ads that are pre-done, you **** Facebook, **** and you can have a campaign set up in like ****

So it doesn’t take much to set up and then from there, it’s just, you know, you just want to check in on your campaign and manage it.  Make sure things are going well and then kind of look at how things are performing, and I show, so you get, with each traffic source you get three different videos.  There’s one that shows you how to set it up, there’s one that shows you how to manage the campaign, and then there’s one that shows you how to optimize the campaign.  So different things you want to look at and ways that you can make adjustments to your ad to help it perform better for you.

Keith:  Okay.  Sounds good.  Let me see.  Hope it’s not that tough.

Jason:  No, it’s not.  It’s actually pretty easy and when you get in there and you watch the training videos, none of them are more than like 20 minutes long, they’re all pretty short.  It’s really easy.  It’s just a matter, you know, you got to go in there and do it, you know?

Keith:  Right.

Jason:  And once you got it set up, it’s, I mean, it’s just a few minutes here and there just kind of checking in on the stuff and making sure that it’s working the way you want it to.

Keith:  Sounds a little bit too easy.

Jason:  Well, yeah, I mean, you know, we try to make it as very plug-and-play and simple as possible, because it can be, it can be extremely complicated and difficult, but it doesn’t have to be.

Keith:  Okay.

Jason:  I mean, you got a leg up, too, because you know, you’re technologically savvy, so going in on the websites and, you know, doing the few things you got to do to set it up and manage it, you know, you’ll have a better learning curve than most people do.

Keith:  Gotcha.  I’m hoping!

Jason:  So yeah, I mean, that’s how you get everything set up.  What other questions did you have right out of the gate?

Keith:  Okay, let’s say to run a good campaign where, you know, I don’t know if the campaigns are CTAs or SEOs basically, but to run a good campaign, what would you be looking at cost-wise, to run a real good campaign?

Jason:  Sure.  I mean, what you want to consider when you’re setting everything initially, you got to look at it as a test and so you want to really constrain the test as much as possible.  Because you’re developing a concept from scratch so you don’t know until you start sending traffic to the site—

Keith:  Right.

Jason:  —if that concept’s going to resonate with people and it’s going to get the conversion that you want.

The other thing you got to play into that is each traffic source that you use is going to have a little bit of a different cost to it and it’s also going to, the traffic’s going to convert a little bit differently.  So you got to use that, those different factors in your determination.

But typically what you’re looking at is to get any kind of statistically valid test, you’re going to need to do about $500-1,000 worth of spend on the advertising marketing for insurance.

Keith:  Oh, okay.

Jason:  And that should give you a statistically valid test.  So, I mean, you know, the ROI that you get is going to depend on how well the website converts and then how well you convert your leads into sales and, you know, the size of premium and stuff that you’re writing.

Keith:  [Inaudible]

Jason:  Yeah.

Keith:  Okay.

Jason:  And then from that point, I mean, how much you spend really is dependent on, you know, what you’re comfortable with and how well things are converting on the back end.  Because if you’re pulling in a lot of leads and you’re selling a lot of policies, you know, I always tell people, spend as much money as you can.  You know, get to the point where—

Keith:  I **** yeah.

Jason:  —you can’t handle it any more, you know?  But some people just, you know, they get like a number in their mind and they, you know, they say, “I don’t want to spend more than 1,000 bucks a month.

Keith:  Yeah.

Jason:  And I mean, that’s fine, you’ve got total control over how much you spend.

Keith:  Okay.

Jason:  You know, all the methods that I show for the main traffic sources are all on a cost-per-click basis, so you’re bidding against other advertisers and then you say, “Well, I’m going to pay a certain amount per click,” and then you never, you know, they don’t charge you anything more than that.  And most of them are typically in the dollar to two dollar a click range.

Keith:  Oh, okay.

Jason:  So, you know, 500 bucks, you’re going to get anywhere from, you know, 250-500 clicks to your website, depending on how much you’re paying per click.

Keith:  Right.  Yeah, I’m pretty familiar with that, I was just trying to get some ballpark figure.

Jason:  Yeah.  I wouldn’t spend any less than 500 bucks on trying to test things out because you’re not going to get enough traffic coming to your site.

Keith:  Right.

Jason:  To really validate the numbers that you’re getting for conversions.

Keith:  Makes sense.  Now—you still there?

Jason:  Yeah, go ahead.

Keith:  Oh, okay.  Sometimes it, I guess because of the system, sometimes it goes sour.

Jason:  Oh.

Keith:  And I’m not a fluent talker like you are.  But when you’re, like in the program, there’s pretty decent landing pages, correct?

Jason:  Yeah, that’s correct.  Like there’s several landing page templates that we’ve used in the past, that you can take and, you know, we can modify them however you want, when we do the technical set up for you.  So, you know, if you want to change the headline or you want to change some of the elements on the page, you know, we can certainly do that for you.

And then another thing that I show you how to do in there, you know, because if the templates don’t fit with what you’re trying to accomplish, one of the modules, I show you how I actually design websites on Microsoft Word and I have a graphic designer in the Philippines that I pay $2 an hour for, and I send him this Microsoft Word document and then he’ll build the websites that I have off of that.

So, I mean, you’ve been on my websites, they’re pretty nice looking things and so, I mean, you can get real creative and design your own using that formula and, you know, put those out to people, have other people do it for you for 2 bucks an hour, too, if, you know, the templates don’t work for what you want to do.

Keith:  Okay.  Yeah, that seems to be the going thing these days, when you do things online, is outsource to those guys in the Philippines.

Jason:  Yeah, 2 bucks an hour there, that’s actually upper-middle class wage, believe it or not, because it’s a 45:1 exchange on the dollar.

Keith:  Yeah, I believe it.  As a matter of fact, my brother just **** not two, about two months ago married a Philippine, so I believe you.

Jason:  Okay.  Yeah, all that stuff’s in there and then we show you how to do it, you know, I lay everything **** you know, if you run into any **** in there or **** comment section, **** you go up in there and **** my team members will, you know, get back to you promptly with answers.  Because, you know, there’s a lot of different pieces to it and we want to make sure that, you know, you’re successful and able to generate the leads that you want to get.

Keith:  Sounds great.  I need to get started.

Jason:  So did you have any other questions that you wanted to address on this call?

Keith:  No, sir.  Oh, yeah, let me ask you last one.

Jason:  Okay.

Keith:  It doesn’t, there’s no—how do I put this?  There’s probably no CRM set up within the program, is there?

Jason:  No, there’s not.  We make some recommendations for any, you know, autoresponder service.  If you’re looking more for a full CRM that also integrates an email autoresponder, I’d recommend Infusion Soft for that.

Keith:  Okay, Infusion Soft, yeah.

Jason:  You’re looking at about 299 bucks a month for their basic package, though.  So, you know, it adds to your expenses.

Keith:  Right, right.  Okay.  I guess I’ll do it myself until I start making some money.

Jason:  Yeah, because what we recommend for the email autoresponder is using Aweber.

Keith:  Right.

Jason:  Because you can get started for 19 bucks a month, yeah, it’s really cheap, and it’s real easy to set up.

Keith:  Okay.  That makes a lot of sense.

Jason:  Cool.  Any other questions you wanted to address here?

Keith:  No, sir.  I think you answered most of my questions.  You got back with me so quick, I didn’t have time to think of many.

Jason:  Well, you know, what I recommend you do is get in the member’s website, take a look around at the training and stuff, go through the steps we outlined here today, and then what I’d like you to do is shoot me an email and let me know when you’re ready to have that next call so we can refine, you know, your marketing for insurance concept.  I’ll help you refine that.  What I’ll also do is help you refine your **** strategy and then we can have my technical team get it all set up for you.

So before we do that, you kind of need to go through the member’s website and get an idea of what direction you want to go in in those areas.  And then also, get all of your technical accounts set up.  So, you know, if you don’t have website hosting, you got to get that.  If you don’t have Aweber set up, you want to get that set up.  You know, so you got those things in place.

Keith:  Right.  I knew I had something to ask, now you done jog my memory.  I’m actually taking a memory of the month course, but anyway, in the email that I received, the link does not work, that’s why I haven’t been able to get on the site.

Jason:  Oh, you know what?  Yeah, we did have a broken link on that welcome email.

Keith:  Right.

Jason:  So what it says is it’s like http://www, you got to remove the www, that’s the problem.

Keith:  Okay.  Let’s see if that works.

Jason:  Yeah, remove the www dot and then it’ll take you to the log-in page.

Keith:  Okay, we’re in business now.  I knew there was something, I was like, I didn’t know if it was designed not to work with Chrome, Google Chrome, that’s why I was going to wait until I tried on Internet Explorer, but it’s working just fine.

Jason:  Okay, cool.  And did you get the separate email that has your password and everything on it?

Keith:  No.

Jason:  Okay.

Keith:  This just let me into it.

Jason:  What you’ll want to do is click on the “forgot password” link and then enter your email on the next page, and the system will send you out an message that has your password attached to it.  Make sure to check your spam folder, because a lot of times it gets dumped into there.

Keith:  Okay.  Hello?

Jason:  Yeah, I’m here.  Yep.

Keith:  Okay.  Okay.  I’m good.  I just did what you just told me, so I should be good.

Jason:  Okay, excellent.  So, yeah, go through those steps and then shoot me an email and we’ll get that second call scheduled and we’ll keep moving you forward and get your stuff set up, all right, Keith?

Keith:  I appreciate it, sir.

Jason:  Great.  Well, thanks for joining and you have a good rest of the evening.

Keith:  You, too.

Jason:  All right.  Take care.  Bye bye.

Normally I charge $97 for these 30 minute coaching calls.  But since you are reading this all the way down here, I know you are serious about getting your own insurance sales leads over the internet.

So I’m going to make you a special offer.  If you enroll in my Agent’s Lead Machine program by clicking this link:  Enroll now

You’ll actually get a HUGE discount off the normal $97/month price.  PLUS, I’ll offer you an additional cool bonus.

You can also get two of these 30 minute coaching calls absolutely free!

All you have to do is forward a copy of your receipt to support [at] safemoneyoption.com and a note saying you want your two bonus coaching calls.

I’ll send you back an email to get them scheduled.  That way you can get the most out of my program with a fast start!

I look forward to seeing you on the inside – Enroll now

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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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