I work for a unique member-owned organization, unlike most other insurance companies. As a fraternal society, we use our profits to improve the quality of life for members, their congregations, and their communities.
Our clearly defined membership helps me focus my efforts, and make the most of my time, and marketing dollars.
At the start of my financial services career, I'd contact prospects by cold calling. I didn't like it, but used it as the only way for me to generate business initially. I also worked on getting referrals. At times it seemed harder to get referrals than sales. But early successes in my referral system, and callbacks, made me feel I would make it.
Recently, I increased my use of an introductory letter. When I target an institution or congregation, I mail pre-approach letters each week, and follow up by telephone. This built up my appointment-booking rate to over 50%!
Early this year, I bought a letter writing program for about $300, which returned me over $3,000 so far in first year commissions alone. Letters do get results!
My seminars also achieved success. Our members' interest in financial planning increases when it assists an organization important to them. The many prospects attending my seminars understand that by adding their name to an attendance sheet, they will hear from me.
I currently mentor three agents; two new to the business, plus one twenty year veteran! They get the same advice that you see here.
Some agents do better at cold calling than others, as one would expect. New agents should learn their tolerance for rejection as early as possible.
If disheartened, they may find the pre-approach letter a better sales strategy.
James Dietrich, in his second year in the business, says he “enjoys it immensely”. Currently working towards his CFP, he lives near Saskatoon, with Angela, his wife of over 11 years, and their 3 boys. Email him here .
How I Acquire Clients - To learn more about this author, visit Donald F. Pooley's Website.
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Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland Smith'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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