Thursday, November 11, 2010
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Saturday, August 9, 2008
Saturday, March 31, 2007
Use The Adwords Miracle To Get More Annuity Leads
By Bill Broich
Working with insurance agents over the years I have found one commonality… they fear technology. Of course, not all do, most of you reading this online article probably don’t… but in my experience I find fear of technology generally to be true. Some agents I work with still refuse to use email.
What they’re missing out on is an abundance of fresh, precision targeted leads that can only be found on the web.
I’m not talking about banner ads or pop-ups ads or email spam, which are so broad that they are rarely effective. I’m talking about keyword advertising. While there are many places to purchase keyword advertising Google’s Adwords system is by far the best. So what is keyword advertising? When you type in a search phrase, annuity leads for example, on Google you will be presented with one page displaying two types of similar results.
Organic:
In the center you’ll find organic results, organic being that the sites did not have to pay to be listed. They’re simply relevant to the search phrase.
Paid:
On the right hand column and directly above the middle results you will see other relevant results in boxes. Those are paid results. Companies pay by the click and bid against one another to be listed there.
The magic of keyword advertising is that you can target your ads directly to what people are searching for. If somebody types in annuities they are looking for annuity information. If they type in annuity agent Spokane, Washington for example, it’s obvious they are looking for a representative in the Spokane area to discuss annuities with. If somebody types in targeted phrases such as these the chances of converting the search to a lead are far, far greater than if somebody is perusing a general website and happens to see a banner ad for annuities. Make sense? In other words, people are looking for you.
Google charges by the click. Depending on your website, landing page and offer you can acquire reasonably priced leads. One offer I ran on Google averaged out to about $7.50 per lead. I converted roughly one in twenty-five to a sale. I made huge returns on my investment and the people wanted to see me. I did not have to sell anything… they were already in the market to purchase an annuity and I simply walked into their line of vision. Easy.
Now here is where the fear part comes in. How do you use Google Adwords? I’m not going to lie; it can be complex, especially if you’re inexperienced with internet advertising. I do not have enough space here to explain all the ins and outs. There can be a lot to it and the last thing I recommend is learning the hard way. You can lose a lot of money fast. To make it easier for you I read several e-books on the subject of setting up, running and maximizing adwords campaigns and the very best, most comprehensive book is Adwords Miracle. This book is not targeted to the insurance industry… it’s actually targeted toward affiliate marketers, but it is entirely useful and the same tips and tactics apply to our industry. In your mind simply substitute affiliate marketing with annuity marketing and presto, it’s 100% relevant.
The book is on the spendier side but with this you truly get what you pay more. You will save the money you spend on Adwords Miracle in the first week of running adwords. The book even covers landing pages and how to build in triggers to get higher conversion rates, which makes it truly invaluable. I heartily recommend Google’s Adword’s system for laser-targeted lead generation and Adwords Miracle as a map to get you there.
Bill Broich is a 30 year annuity salesman who helps agents generate annuity leads. Visit his website to learn more - Annuity.com.
Article Source: http://EzineArticles.com/?expert=Bill_Broich
Thursday, March 1, 2007
Agent Marketing for Your Insurance Agency
Increasing your clientele in an insurance business is not easy, as so many people are skeptical of insurance. They know that they need and are even required to buy, as per their agreement to get a driver's license or the mandatory requirements from lending institutions, banks and mortgage companies. Still they hesitate and even get nasty as if the insurance agent is someone the evil co-conspirator to the insurance rules?
Customers need to think of your agency as a helpful friend assisting them in getting through the maze of insurance policies, rules, premium costs, coverages and actual needs or requirements. How can you bridge this gap of hostility, anger and sometimes a complete disdain and mistrust? It will not be easy.
It pays of course to become highly involved in your community starting with the basics of joining the Local Chamber of Commerce and a service club such as;
- The Rotary
- Kiwanis
- Optimists
- Lions
- Elks
You decide but we are watching; we are the people. I certainly hope this article is of interest and that is has propelled thought. The goal is simple; to help you in your quest to be the best in 2007. I thank you for reading my many articles on diverse subjects, which interest you.
"Lance Winslow" - If you have innovative thoughts and unique perspectives, come think with Lance; http://www.WorldThinkTank.net/. Lance is a guest writer for Our Spokane Magazine in Spokane, Washington
Article Source: http://EzineArticles.com/?expert=Lance_Winslow
Here is a Great Idea...Think Outside the Box!
Saturday, February 17, 2007
Increase Your Earnings By $20,000 Or More With A Few Simple Steps
First of all, this is not rocket science, nor is this some get rich quick insurance marketing scheme. In fact, this is probably the simplest thing you as an agent can do to increase your income. But despite the simplicity of this method you'd be surprised how many agents have failed to implement it.
As a sales manager a large part of my job was to shadow agents on their appointments, and to provide feedback on how they could fine-tune their business. Time after time I would see new agents go into the appointment and as soon as they heard the perforation rip and that stiff piece of paper placed in their palm, the would begin to pack up and go.
On one day I turned to the rookie agent and said, "Congratulations on the sale, Jim, but you know, you left $150 sitting on the table."
His eyes nearly popped out of his head and he began pouring through his briefcase, and even checked his wallet.
Again I turned to him and told him these tips to increase his income. He's now using these techniques to get an extra $25,000 per year!
1. When presenting the product first draw a line down a piece of paper (preferably a legal pad). On the left side right the name of the plan you recommend and list all of the features and benefits of these features. At the bottom then right the price.
2. On the right side again right the name of the plan and list all of benefits and features, but also include an ancillary product (life, LTC, etc.). Right the combined price at the bottom of the right side.
Now ask, and the wording of this is crucial: "_______(prospect's name), which one of these do you think is best for you and your family now and in the future?"
About 75% of the time the prospect will point to the right side (the other 25% is usually do to financial issues). You have just got another sale. The key is to do this every time. If you have 8 appointments during the week and you half to get this combo sale, you will see your income soar.
- The Experts http://www.insurancesalesexperts.com
The Experts are a group of veteran insurance pros who have developed a site with the aim of helping new agents succeed. Visit us at http://www.insurancesalesexperts.com
Article Source: http://EzineArticles.com/?expert=Edward_Hughes
Your Essential Energy
News Flash: Your prospects are more interested in the messenger than the message. It’s you they want to get to know more than anything.
The product you’re pitching is far less interesting than who you are, how you think, the understanding you bring to the table, and the personality you offer the relationship.
Experts agree that 90% of communication is non-verbal. It’s your body language, your gestures, eye movements, tone of voice, vocal variety, accents and pauses that punch up and resonate the words you say. It’s not what you say but how you say it that connects the dots between humans.
If you find yourself missing sales and walking away empty handed after an otherwise perfect product presentation, you need to redirect your attention from the spoken to the unspoken. The one element that bonds all non-verbal communication into a coherent force is a thing I like to call “Your Essential Energy.”
Inside you is a power beyond your own comfort level. Your essential energy is lying in wait like a primal scream. Unsuccessful people deliver mere words, while successful people electrify their words with essential energy. It’s not about shouting. It’s about bringing your words up from the diaphragm, the gut, and transferring them directly into your prospect’s psyche. You can tap into this irresistible power right now.
Here’s a way to supercharge your next sales interview with words that energize and trigger your prospect’s right brain to action.
Schedule an hour with just yourself, a recorder, and a note pad. First, in your usual tone of voice, record the three most important sections of your sales presentation – the introduction (warm up), the high point (that place in the middle when it all comes together) and the wrap up.
Play it back and ask yourself whether the voice you’re hearing energizes, excites and inspires, or sounds like the formation of a stalactite.
Next, write out the three sections of your presentation, word for word. Replace weak and passive words with words that bump and grind. Use words that turn heads, drop jaws and bring sentences to life. Try a little onomatopoeia. Tell a story. Underline all words that need queuing for vocal variety.
Record your script and let your essential energy flow. Let the power of your diaphragm, not your throat, propel your words. Burn a CD so you can listen to your new voice in your car and around the house. Load the MP3 onto your iPod so you can really get to know this dynamic new you.
At your next sales presentation, forget everything you learned in this exercise. Your voice will automatically “remember” the energy points, the words to punch up, the pauses, cliffhangers, expressions, word pictures and money lines. This is real communication.
You will find yourself becoming more alive, more interesting, more powerful. Your sales will come to life as well because effective communication, like outrageous success, is all about letting your essential energy flow.
http://www.Free-Insurance-Leads.com Gary Le Mon is a wholesale distributor of fixed indexed annuities for Allianz, American Equity, Sun Life Financial, and ING. Author, speaker, radio and TV host, Gary pioneers media-based marketing systems including newspaper articles, dinner seminars, radio talk shows, and TV interviews. He is coach, mentor and motivator to over 750 general agents in his insurance marketing organization, InsuranStar Marketing. See also Insurance-Lead-Programs.com.
Article Source: http://EzineArticles.com/?expert=Gary_Le_Mon