Have you ever said to yourself: “I wish someone had told me that a long time ago? “If so, you know what it’s like to discover something that radically changes your life in a split second.
And, if you’re like most of the other agents out there, then you’ve tried all kinds of hair-brained and time-wasting methods to build your business.
I’m talking about things like buying dead-beat leads, cold-calling for hours on end, sending out oceans of emails or fax blasting (to angry people who don’t want to hear from you), using the “3-foot” rule, making out your ‘Project 100’ and hounding your family and friends, etc.
By the way, if you’ve ever had the ‘pleasure’ of cold-calling leads, you know how utterly brutal it is… you end up with a big ole’ lump in your stomach, a bruised ego, wasted time, tons of disconnected numbers, and pissed off, negative people that are tired of listening to high pressure salespeople.
If any of this sounds familiar, it should because it’s the same ‘out dated’ stuff that is being drilled into 90% of the people who enter this business. It’s why most of them are continually struggling, and why many of them are out of the business, within a year.
But, I’m here to tell you that there are much better, easier ways to build your business, once you discover the little-known strategies to generate your own qualified prospects. And you can do it right in your local community and become the Trusted Advisor your friends, family and neighbors want to see.
So let me ask you… (And be honest)
Are you totally confused about what REALLY works to generate leads and sales, and don’t know who to believe anymore?
Are you still using ‘old-school’ prospecting techniques like cold-calling leads, and continually getting rejected?
Frustrated with ‘replicated‘ systems that don’t work the way your managers, trainers and marketing companies said they would?
Still buying overpriced leads with little or no results to show for all your money and hard work?
There’s no question that the ‘old fashioned ways’ of prospecting in the financial services industry are not working today for most agents. Most agents are still being taught the ‘old fashioned ways’ to work their warm market, cold calling, a purchased life insurance lead list, and expensive internet leads. Or, they are taking a significant cut in their commissions to get leads from your marketing company. To those of you who are still using these ‘out of date’ prospecting techniques… “It’s not your fault, someone sold you on it!”
Cold calling, using life insurance lead lists or using Internet leads and then doing a sales pitch over the phone just doesn’t cut it anymore. Most people are screening their calls, using their caller ID, and won’t even pick up the phone due to the tremendous amount of sales calls that they get from telemarketers about all sorts of junk. The so-called qualified lead that you paid for probably won’t even pickup the phone, let alone book an appointment with you.
The good news is there are better and more cost effective ways to get the qualified prospects you need and want.
The most successful advisors are prospecting pros. Becoming a master prospector seems hard, but it is surprisingly simple if you know where to start. The key is to know who to target. Next, value every point of contact and touch point. Care about how your prospects see you through every form of correspondence. That way you always put your best foot forward.
It’s Time For You To Become An Information Resource
Now, what if you were given the option to set yourself up as a point of valuable information, the go-to guy or gal where people get advice regularly about the financial problems people are facing? It almost sounds like a dream, doesn’t it? It doesn’t have to be.
With information being one of the major shifts the business world has experienced, the information super-highway (the Internet) is one strategy to help to make your presence known in a much better, much quicker, and much cheaper way. If you’re not on the internet, you’re losing out big time! But if you are, your web site and e-mail address, which should appear in all your business literature, should be made available to everybody you come in contact with, even as part of your signature on any other form of correspondence. E-mail helps prospects to come forward in the privacy and convenience of their own homes or offices, and it also gives you a chance to respond to them immediately. It’s truly a dynamic form of communication that, to this day, is still often overlooked.
If you haven’t already, create a Web Site. Many people think that this is expensive, and it can be, if you want to actually sell on it. However, if you create a web site strictly as information-oriented resource identical to a book or newsletter, then it can be very affordable. Your homepage can be designed to advertise you, your company, and the products and services you offer. If you have a booklet or free report or personalized client newsletter you can provide access to it on your site. By having it available via the Internet, people can access your free information and print it themselves at home or at the office, without costing any money, time, or postage on your part.
However, don’t make your booklet or free report available directly on your homepage. You’ll want to collect the names and email addresses of the people who want the free information, so you can contact them later. Have a special section of your web site that includes your booklet or free report, but it is only available to people who have a password. Or, once they sign-up for the report you can send them a link, so they can download it.
Once they read your booklet or report, they now have access to your super-useful information and feel part of an elite group of educated members. In essence, it’s all part of a lead generating system, and you know what “system” stands for, don’t you? It stands for… “Save YourSelf Time, Effort, and Money!”
And, now you can create your own free websites by pointing and clicking. Take a look at ‘LinkedIn’ or ‘FaceBook.’ Those are both point and click social websites.
Let’s take a step back and look at this for a second. Millions of people search the web for some answers to their problems. Their problem could be anything, literally. They may need a special tool, for their job and they need a price. Do they call a store, or do they go to Google and search for it? If you are looking for airline tickets, movie show times, or anything, where do you go! Well, why don’t you use the Internet to supercharge your business?
More and more individuals are turning their TV’s off, and are turning to the web. The reason is they are tired of being advertised to. Attracting qualified prospects is not just about… Sell, Sell, Sell. It is about providing valuable information and establishing yourself as the individual who does not have a sales pitch, but rather someone who is out there to help others with their financial problems. Whenever you search the web, do you pay for the information you want, or do you continue to search for as much free information as you can get.
How to Get Prospects to Find You
The way to get prospects to find you… Is through Attraction Marketing. In a nutshell, you establish yourself as a valuable point of information for people to go to. Whenever people go to you, seeking your information, they consider you as a form of advice. Now, lets say you have people that visit your website, and keep reading your content, they constantly re-visit when you post new content and finally you decide to inform them about a service that you offer and its benefits. What do you think the chances are of them listening to you compared to the person who calls them on the phone, who they know nothing about?
The reason why it works is because it is so simple. The more complicated you get in the financial services industry, the more chance of failure you have. If you get too complicated with your client, and use technical terms then you lose the deal. The same concept applies with your marketing. If you get too complicated with it, you lose the chance to meet one on one.
By applying what you have read in this article into your prospecting, you will generate qualified leads that are willing to listen to what you have to say. Attraction marketing will help you save a ton of money by avoiding the route of purchasing expensive leads or taking a cut in commissions.
You have just learned why the Internet is quickly becoming one of the best tools for marketing your services.
This is just another step to establishing yourself as the Trusted Advisor in your local community, to become the advisor people want to see.