Implementing an Insurance Marketing Plan

Two Insurance Agents TalkingMany agents hope they have enough leads each week, but few actually implement a weekly insurance marketing plan to acquire the leads they need. This is why only 20% of insurance agents are successful. To build your marketing program, you need at least three marketing programs running simultaneously to become successful. I would recommend a primary marketing program to bring-in most of your leads each week and two out-of-the-box marketing programs to bring in additional leads as the week progresses. If you’re interested in insurance marketing, go to:

Should You Buy Insurance Leads?

Two Insurance Agents TalkingIn almost every case, buying third-party insurance leads will result in disappointment. Even buying insurance leads that cost $100 to $200 a lead are a big waste of your time and money. Expensive insurance leads that are preset only result in a fact-find in only 1 out 10 leads. This means you’ll spend $1,000 to $2,000 for ten insurance leads and only get in front of one person, which you have only a 50% probability (for the average agent) in making to the second appointment. This is a fast way to go broke. You need a program that will produce a lot more leads for your money. For additional information, go to:

The Agent Who Did Not Take Precautions

Two Insurance Agents TalkingI spoke to an agent yesterday, who told me he was fined $3,000 for not disclosing to the client that he would have a tax liability for taking a distribution from an IRA and re-investing the proceeds into a life insurance policy. What can you learn from this case? Always have the client sign an extra disclosure relating to the product and the specific case beyond what the insurance company gives you. You never know what your client will do, thus you need to legally protect yourself, because the insurance company will always side with the client. For additional training on disclosures, go to: and

Insurance Marketing

Two Insurance Agents TalkingMany agents are cynical towards insurance marketing, since they think they know everything about insurance marketing–which is far from the truth! Insurance marketing is constantly changing as time moves on. If you want to increase your commissions, then you need to change your insurance marketing tactics and be everywhere your competition is not. For more information on insurance marketing, go to:

Annuity Leads

Two Insurance Agents TalkingAnnuity leads are the best leads you can acquire, but they are the most difficult to produce. However, if you know what the public is thirsty for, they can be easy to acquire.

Most agents send-out the same old standard 4 x4 post cards focusing on yield, but this is a big mistake. The key is to focus on “running-out” of money, since the fear of running-out money is more important than greed.

Once you understand this, you will see the number of annuity leads increase dramatically! And if you combine visual “point-of-sale” software to explain an annuity solution, which solves their fear of running-out money—then the prospect will be “putty-in-your-hand”.
I recommend you go to: to solve your problem of the point-of-sale software, and go to: to solve your marketing issues for the actual annuity leads.

Annuity Marketing

Two Insurance Agents TalkingAnnuity marketing is the key to an agent’s short-term commission dilemma. If an agent is not focusing on annuity marketing, the agent runs the risk of “commission starvation”.

Life insurance should also be sold. However, annuities should be a priority, since you must pay the bills on a month-to-month basis (not every four months). Look at this way, without annuity marketing your spouse will leave you if you cannot produce income on steady basis—no money, no honey!

The key to annuity marketing is not the actual marketing direction, but the underlying solution. The client must see visually the solution to his problems. Please go to:

In addition, you will need to produce annuity marketing concepts that produce enough prospects on weekly basis to create enough appointments to make selling annuities a viable marketing direction. I recommend you go to:

Insurance Leads

Two Insurance Agents TalkingInsurance leads are a double-edge sword, depending how they were acquired. There are insurance leads that are purchased from a third-party, which have a high-probability of being worthless, and then there insurance leads that you create from scratch that thousands of dollars in commission (month after month).

Now what type of insurance leads would you rather have? I talk to agents every day who buy third-party leads. They spend $100 (or more per lead). They are spend $2,000 a week, and only 1 out 10 leads amount to a fact find. Wow! I did not say a sale, but a fact find! And you only have a 50% to 80% probability of making a sale after you take a fact find.

The key is to reduce your cost for your insurance leads, so the number of appointments you make increase—it’s that simple. In addition, another key issue to address is insurance lead diversification. You want leads coming from multiple directions. To solve this problem, I recommend you go to:

Insurance Marketing

Two Insurance Agents TalkingInsurance marketing is often a confusing concept to many agents, since insurance agents often choose the wrong products to pitch to the public. Ask yourself; “How much have I been making the last three months? Have I made enough money to invest in my business or am I just getting by from month-to-month?”
If you’re just barely paying the bills, then you’re not in the right business model in the insurance arena.
Insurance marketing must focus on a business model that will produce large commissionable returns from month-to-month. What is a good return? You should be making at least $20,000 (minimum) per month.
What type of product should you be selling? You should be selling either fixed annuities or fixed annuities and over-funded life.
You need to solve both short-term commissions and long-term commissions. You do not want to work 4 months and find-out the underwriter has shot you down—which is a fast way to commission starvation.
Next you must consider your insurance marketing approach. You want to not only be unique, but you want to be cost effective. Not to mention you want to produce a lot of insurance leads. I recommend you go to: