You Can Never Have Enough Hot Life Insurance Leads!
You see, I am a very paranoid person by nature. I am always scared that my pipeline of warm, toasty life insurance leads will gum up, and become blocked.
I always worry that the funnel will dry up, and become a worn, brittle piece of metal. Yes, you might say that I'm a worrywart. Particularly when it comes to leads!
OK. Let's all get real honest with one another. Come on; let's get even more basic. Let's get to the real question:
Do You Even Have A Marketing Plan?
Probably not, right?
That’s why I need to talk about it, because almost no life insurance agents are doing it as often as they SHOULD BE DOING IT!
Example of a Good Life Insurance Agent’s Marketing Plan
These numbers are illustrations. If your operation is smaller, all the way down to a one-person shop, you can still follow the example, and cut back on the actual numbers! OK?
Let’s say a life insurance agent wanted to generate $60,000 of income each month.
Now, he knows that his experience from using our life insurance marketing and lead generation systems that an average new client was worth an average of $5,000. (This figure is actually LOWER than our national average, but we’ll use it to be conservative!)
By the way, in order to do this correctly, you need to keep very close records of what each client is worth to you, in fees and/or commissions. You NEED TO KNOW WHAT YOUR AVERAGE CLIENT "TAKE" IS WORTH! Be honest. Do you truly KNOW what your average client is worth in the first year, and beyond??
Anyway, in order to generate $60,000 per month, and dividing by the $5,000 per client, we arrive at 12 new clients per month, right? This is where we will start the actual plan of action from.
In order to get 12 new clients, our member assumes he would close 1 out of every 2 leads he has kept phone appointments with.
So, next we know he will need 24 kept phone appointments, to sell 12 cases. And, in order to have 24 kept appointments, our member needs to make 48 appointments. (Assuming 50% of made phone appointments will be kept phone appointments.)
And, (here is the big number) he knows he’ll average appointment ratios of 65% of leads… he needs about 72 leads per month to make this all work! (Are you with me here? This is critical stuff!)
Anyway, yes, you can get that many leads a month, if, and this is the major if, you do non-stop life insurance lead generation marketing!
This super-successful member makes it very easy by doing two marketing blasts a month! He knows that he’ll average 36 leads for each lead generation marketing effort he does through our office…so he simply does two marketings and WHAM…he’s got the leads he needs to make his number work! He knows the secret to making $60,000 a month is simply to…
Do A Ton Of Marketing!
And because our member has a marketing plan he is able to Reach His Goals, Make Big Piles Of Cash…And Work Only Three And Half Days A Week!
No magic, or luck or rich buddies on the golf course. Just SMART work…and a never-ending stream of marketing activities going on!
Regular Lead Generation Marketing is Critical
Our member follows a "mechanical" approach to getting these numbers.
Well, what I mean is that this member does the marketing regardless of any so-called "excuse" reasons not to. Like:
- “I don’t bother marketing in the summer, because no one's interested…”
- “I don't waste my time marketing around Christmas…”
- “It's too nice outside in the spring…”
- “People are too busy in the fall…”
In other words, he does marketing year round, come hell or high water!
He doesn’t get his emotions involved or follow stupid ideas of conventional wisdom. Conventional wisdom means “making excuses for failing.
Here’s an Analogy…Craig’s Blackjack System
A great example of following a mechanical process is one I brought back from Vegas. The way my buddy Craig taught me to play Blackjack.
It doesn't matter what hand is dealt to Craig, he sticks to a robot-like approach to playing. If he has below 17, and the dealer has a 7 or better showing, he hits.
No thinking, no hesitation. Just give me a card please.
The reason he does that is that he knows that the system will mostly work in his favor when he doesn't deviate from the predetermined plan. He knows he has to be consistent, if he wants the system to work!
And not surprisingly, he wins, and since then, I almost always win!
And so should we with our marketing!
No second guessing. No excuses.
Just a non-emotional, machine-like devotion to marketing, marketing and more marketing! That's it.
Don’t Use “No Time” as an Excuse
By the way, I need to re-state that you can get help so you can get your marketing done and get your client newsletters out each month!
How? Using outside contractors!
We hear all the time, how, "I just don't have the time to do all this stuff." Wrong. What you're really telling us, is that you are working on the $5-10 per hour jobs, instead of concentrating on the $200-300 per hour job! (Selling, of course!)
There is no reason to ever be answering phones, or stuffing envelopes, etc. You can hire "cheap labor," such as high school or college kids, homemakers, unemployed people, etc. to do the mundane tasks. They can even work out of their homes, if you don't have the space!
So, I hope I'm making this point of the month clear.
If you are not getting out there with a carefully laid out marketing plan and doing marketing on a non-stop basis, you only have yourself to blame.
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