About 18 months ago Don asked me to write in this space. I chose to write an article called "How I acquire clients". After connecting again with Don a short time ago, I thought I'd tell you how my business has changed and grown since.
For one thing, I've started to season as an agent. Not only has my income continued to grow but the hours I work have started to drastically decrease. Most of this I attribute to the organization I represent, and how it continues to market its services through me.
I haven't cold called for a number of months. Instead I find new clients is through a system somewhat similar to the one Ken Vargas described in a past TIP. I also find seminars are a great way to offer services in a non-threatening way.
Instead of cold calls I introduce myself to referrals with a well written letter, along with information about the organization I represent. Included is a personal brochure (soon to be a CD business card) and a website link. This is inserted into a plain envelope addressed in hand writing to the prospect.
Close to ten percent of the recipients call to schedule an appointment with me (and receive a free gift). Almost forty percent of the letter recipients eventually become clients of mine. Talk about a cost effective way of self-promotion!
Client newsletters are another low-cost means of important communication. I estimate that for each $1.00 spent on a newsletter (that I learned about through TIP called LIFE LETTER) I've generated over $3.00 in First Years Commissions. Thanks again to TIP for this client newsletter program.
Our business can provide a reasonable agent with a wonderful and fulfilling income. More importantly than that it has allowed me time to spend with my family.
James Dietrich, FIC in his 4th year in the business, still says he "enjoys it immensely". He lives in North Central Saskatchewan, with Angela, his wife of over 13 years, and their 3 boys. Email him at james.dietrich@lutheranlife.ca.
My Success Story - 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 Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead.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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