It has come to my attention that some of you still aren't doing what needs to be done in order to maximize your marketing results.
Some of the members of our home study course will call the office and say something like...
"I sent out 400 postcards, got 20 calls to my voicemail, sent each one the FREE report and only got 4 people who called me for appointments - I expected a better response."
This kind of comment lets me know that many of you still haven't realized the importance of how to sell insurance through consistent, repetitive follow-up.
To begin with, a 5% response when mailing a postcard to a cold mailing list who never heard of you is pretty darned good!
Second, getting 20% of the people who receive your first letter to pick up the phone and call you to schedule an appointment is even more astonishing since most people are satisfied with a nearly 1% or 2% response to their mailing -
But, if you're smart, you're not going to stop there. No way!
Still need a consistent flow of leads…with no cold calling?
Then you need to watch this short, fact filled video
that could change your life
Being the eager beaver you are, you're going to get someone (either yourself or a $6/hr. telephone person) to follow-up with the people who requested your FREE report within 5 - 7 days to schedule an appointment for the FREE consultation that normally costs $150, but that you will give them FREE if they sign up within 21 days of getting your letter.
Some of these people will sign up for an appointment, and some will say...
"We're not ready to get started on this yet."
Your response should be - "That's fine. You know from time to time we also offer workshops and seminars on various financial planning topics. Would you like us to let you know when the next one is coming up?"
Before hanging up, you should also say "Oh, by the way, would you like us to keep you on our mailing list so you can get updates on other interesting information about how to pay for college, reduce your taxes, plan for retirement, etc."
If they say "No" to both of these questions, remove them from your list.
If, on the other hand, they say "Yes" to either of these questions, you go to step 2.
About 10 days after you send out the first letter, you send out a carbon copy of the first letter except with one minor change.
You print it on different color paper like yellow or orange and you put the words...
...blazoned across the top of the FREE report.
You should also add these new sentences to the beginning of the "9 New Ways" letter...
About 2 weeks ago, you requested this FREE report from my office. For some strange reason, I haven't heard from you, so I thought I'd send you another copy just in case you misplaced it or set it aside."
Then, if they don't respond to the 2nd Notice, I would get someone on the phone 5 - 7 days later to follow-up and schedule an appointment.
If they still don't respond, you send a 3rd copy of the same letter about 2 weeks after that saying...
...blazoned across the top of the FREE report and make sure this copy is printed on a different brightly colored paper than the 1st or 2nd Notices.
You should also add these new sentences to the beginning of the letter
Over the past month, I've sent you 2 separate copies of this FREE report, and I still haven't heard from you.
Quite frankly, I'm puzzled. I'm offering you a no-risk solution to paying for college, lowering your taxes, saving for your retirement, etc.
Heck, I'm even offering to buy you 1 FREE hour of my time which I normally charge $150 for.
This is my absolute last notice to remind you to pick up the phone and schedule your FREE consultation before it's too late!
Read this letter now, and then pick up the phone and call my office immediately to schedule an appointment."
Then, you should follow up within 5 - 7 days with 1 final call to schedule an appointment.
If they still don't respond after the 3rd Notice, I would start sending them a monthly newsletter which includes promotional inserts about your FREE reports, seminars or anything else you want to promote.
And before I forget, you should be mailing, at least, 200 - 300 postcards each and every week! And, when you run out of names, start mailing the old names all over again.
You're probably saying to yourself, "But, Brian this sounds like an awful lot of work, and isn't it going to cost me a lot of money to do this?"
Listen up, buckaroo, it's going to cost you bushels full of money, if you don't do this!
Let me give you a personal example that will prove my point beyond a shadow of a doubt.
I run nationwide ads in trade publications for my How To Sell Insurance Home Study System.
I get approximately 1,000 - 2,000 leads every single month.
I send out not just 1 or 2 or even 3 FREE reports...
I Send 12 Follow-Up Notices To Every Lead Before I Give Up On Them!
Why do I do this? Simple - Because it makes me a boatload of money!
I get about 5% to sign up after my 1st Notice; 3% to sign up after my 2nd Notice 2% after my 3rd Notice, and another 5% to sign up after 9 more postcard mailings.
Is it worth it? You tell me.
What would happen if I just sent out 1 letter? That's right, I'd be leaving a lot of money on the table.
Don't dismiss what I'm saying -
So, is it worth following up with unconverted leads? Of course it is.
And, if you're saying, "But doesn't it cost a lot of money to follow up?" The answer is not really. It shouldn't cost you much more than about $1 per mailing - that's $3 for 3 mailings.
And if you are providing a service like college funding which is one of the key marketing strategies I discuss in our FREE How To Sell Insurance Report, you're charging anywhere from $995 - $1,495 for your service, plus if you do a good job, you should convert 25 - 50% of these people into other commissionable products, and about 50% of your clients will renew with you year after year.
So do you think it's worth a couple of bucks to go after these leads? Of course it is!
If you would like more information on how to get qualified leads and referrals for your business along with proven strategies on how to sell insurance, CLICK HERE to get a copy of our FREE Report "How Any Insurance Agent Or Financial Advisor Can Add An Extra $5,000 - $25,000 Per Month To Their Existing Business With No Cold-Call Prospecting."
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