Selling Insurance Is About Momentum
Going into 2009, especially in a declining economy, establishing momentum is very important when it comes to selling insurance. I define momentum as choosing, implementing and persisting with marketing methods that result in insurance sales.
Sales are a direct result of having a sufficient amount of leads that are either purchased from a lead generation company, or developed myself. I prefer to generate my own leads because I have more control over my chosen target market. However, it’s certainly much easier to make a phone call and place an order for whatever amount of leads I need.
From past experience, I can usually count on selling insurance to 50% of leads that I generate myself. Yet, the cost of generating these leads is about $50 per lead. That’s not cheap. My gross comission income, however, is about 5 to 6 times my investment.
My favorite sales leads are those that are generated from my existing clients. These leads can be interest from existing clients wanting additional products like life insurance, annuities, or IRA’s. Another favorite lead from existing clients are referred leads who have expressed an interest in discussing their insurance or investment savings.
Whether I purchase leads or generate them myself, good leads are a result of good marketing methods. Also, I’ve been evaluating my lead options, and selecting the appropriate ones for my business by reading the Life Insurance Sales Leads Guide.
Here’s a description of my formula for selling insurance… commission income comes from sales which come from talking to prospects needing to solve a need. My opportunity to talk to propects is a direct result of how many leads I can get which comes from successful marketing methods. Successful marketing comes from establishing mometum.
