On March 15th, a subscriber emailed TIP this:
"I am a new life insurance agent working for one of the largest companies in Canada for about seven months now.
"I have not been doing well, and am very frustrated on how to generate leads.
"Would you please help me with an idea other than getting referrals (which I'll certainly use when I have clients).
"But is there another marketing tool, or a company where I can purchase pre-qualified leads here in Canada/ Toronto?
"I see agents making 15 to 40 sales / month and when asked how are they doing it, the response is always cold calling and referrals.
"I call three hours a night straight to generate 1 or 2 appointments from the phone book (when I am not on an appointment).
"Is there an easier better proven way?"
I asked a friend, Diane McCurdy, how she would answer this cry for help, because she once told me she had over 1,500 clients. Here are her suggestions:
"My first suggestion for this rookie is to ally himself with an established agent. They often have clients they cannot serve as well as they'd like, and might sell some clients, split business, or do other forms of joint work. As well, the new agent would learn another set of skills from the established agent.
"Second: do your best with each and every client you have. New clients are silver, and old are gold, just like friends. This makes you referable without even having to ask.
"Third: treat your clientele as a business. Your business. Over time you will establish a solid client base, and a great business.
"Fourth: A new business needs patience. If you were starting ANY business it would take three to five years to break even.
"Here you are with no inventory, no investment (other than your own effort) and have the opportunity to establish a wonderful, and rewarding career.
"Hang in this business for five years and watch the quantum leaps you will make!"
Diane McCurdy, is a Member of MDRT, Director on the Board of CALU, and Author of the bestselling financial planning book, "How Much Is Enough?". Learn more at her book site
Answer to a New Agents Plea - To learn more about this author, visit Donald F. Pooley's Website.
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Donald F. Pooley
(Visit Donald's Website)
Don Pooley, the author of this article,
allows you to publish
it if you include these credit lines:
Copyright 2005, Donald F. Pooley, Inc.
Don Pooley CLU, CFP, CHFC, "The
Advisor's Advisor" has shared
his marketing know-how with audiences of
life insurance men
in all major Canadian cities, London,
Australia, Chicago, New
York, San Francisco, Hong Kong, and
Singapore, and now in his
free ezine. To get more ideas on marketing
your services, plus
free ebooks, subscribe now at www.eTIP.ca/
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