You Can't Push a String Uphill
Most people in the life insurance business practice an unproductive technique called “beating a dead horse”.
What I mean by this is following the doctrine of blind persistence. It's the concept of trying to make (force) things to happen when you really don't have good odds that they will ever happen.
It’s the cases where they're not going to happen, nature doesn't want them to happen…but you're going to make it happen anyway.
How about an example?
OK, like when a new life insurance lead has told you that they are really not very interested, and don’t want to buy any kind of product from you. Your ancient work ethic combined with your ancient training will force you to attempt to get this prospect to see the light, and realize what a mistake they’re making by passing up on your pitch.
You think, “Hell, they said they were interested when I met them at the Chamber of Commerce lunch. So why aren’t they interested now, only a few days later? They MUST be convinced to see that they are really interested as proven by their response to my “elevator speech” at the luncheon. As a good life insurance agent, it’s my job to get them to wake up and smell the coffee!”
Or something like that. But, the reality is that this situation calls for an entirely different attitude and positioning.
Know When to Let Go to Maximize New Life Insurance Leads
I want to reinforce this because you cannot push a string uphill, and you cannot beat a dead horse.. And it takes a very mature, intelligent attitude to realize when to let go.
This applies not only to generating new life insurance leads…but to anything in business or in life!
Another example would be that you may have tried to sell a certain line of product, like Long term Care, targeting a specific market (seniors) that you thought would be hot…only to find out that few people really want what you have to offer (Most seniors HATE Long term Care insurance).
When that happens, you have to make a decision to simply let the thing that isn’t working go…and say my favorite word: NEXT!
A lot of times when I do training, people come up to me later, or they send me a note, or whatever, and tell me something like:
You know Dean, the best thing I got out of your training was that I was able to let go and stop pushing a string uphill.
I always thought that blind persistence was the thing to have. Even though my (project, product, target market, etc.) just tanked, I wouldn't let go of it. Now, I’ve seen the light, and will be dropping it like a hot rock.
That was the best thing that happened during this training. I can finally let go. Before this class, I was unable to let go of this thing, but now it’s going to be gone on Monday, because I’m finally giving myself permission to do it.
Why I didn't do it sooner, I have no idea. Thank You!”
It’s Really Simple…Straight from Dean Cipriano
So, what’s the deal? Here it is in its simplest form:
- Find high probability prospects who want life insurance (or whatever product you are marketing), and ONLY market to them. DO NOT WASTE ANY TIME MARKETING TO PEOPLE WHO AREN’T HIGHLY LIKELY TO WANT WHAT YOU HAVE!
- Do your life insurance lead generation advertising religiously, like clockwork, month in and month out to these high probability prospects!
- Follow up on the phone and in the mail and via fax and via email and via any other way to follow up with your leads until they buy or die! (Or tell you to get lost!)
- Keep your life insurance marketing and follow up machine cranked up like an organ grinder, never, ever turning off the machine…and everything will become as easy as falling off a greased log!
- When you have tons of life insurance leads in the pipeline, you can then determine if you see them in person, or only sell them over the phone, only a couple days a week…whatever. It’s YOUR call. Make money the easy, lazy way…and let all the other life insurance agents be happy doing the Puritan hard work thing. YOU are going to do the EASY thing!
- If something isn’t working after trying it for a while…let it go and move on! Blind persistence is NOT an attribute. It’s a frustrating waste of time!
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This article is just one nugget from the vast vault of Dean Cipriano’s Most Jealously Guarded Lead Generation And Commission EXPLODING Marketing Secrets.
“I’ve only been doing the program for 6 weeks and the results have been amazing. I’ve closed about $800,000 in new business and have approximately ten extremely hot contacts to follow up on. It just makes sense. I found these potential clients do not attend seminars, it’s an untapped market. Seminars are out; Dean’s emotional marketing is in for me!”
- Kenneth Saunders
Dean is the number one most successful and celebrated sales trainer and marking guru to the financial services industry. Throughout the US and Canada, more than 7,000 licensed agents and financial advisors are prospering from his “Out of the Box” sales and marketing techniques.
From one of these methods alone, many agents are knocking down $75,000.00 to $100,000.00 a year. But the best part about these easy to use marketing techniques is that the leads ALL CALL YOU! ONLY YOU!
How do you want to LIVE? Do you want every Friday off, every weekend a 4-day weekend, at your lakefront vacation home or mountain cabin? Do you want to make every one of your kids' games - with your cell phone turned off? Do you want to skyrocket your commissions to $100,000.00, $200,000.00, even more NOW - not 5 or 10 years from now? Want to play more golf? Want the thrill of money pouring in without ever meeting face to face with a client?
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