Dealing with Rejection in Cold Call Selling A conversation with some call avoidant subscribers this week has

highlighted the issue of rejection. In looking over a lengthy file on the subject, I have found some perspectives and understandings that may prove useful in dealing with this difficult corollary of calling work. Needless to say, one of the main reasons telemarketers and business developers dislike cold call selling is that they don't like to get rejected. Excluding financial considerations, people generally say "no" for one of three basic reasons: they don't like you, they don't trust you, or what you are offering is not what they want or need. The third reason you cant do much about, but the other two are subject to modification. Try focusing on the "numbers game aspect of selling to put things in perspective. You need to be engaged in a number of selling presentations in order to reach your desired goals. You will normally have to replace approximately 10 percent of your customer base every year, as people move, change jobs or go out of business. So make a game of it. There is a similarity to gambling with calling work: every pick up is like placing a bet and every completed call discloses whether you have won or lost. Focusing on the game aspect can help reduce your feelings of rejection every time someone says "no." You will be better able to move on to the next prospect, knowing you made your best effort. People say `no' sometimes because they are afraid of making a decision. You must have witnessed prospects who say no at first but eventually come around; its as if they need to say no a number of times before they can justify saying yes. You have to be patient to wait them out and be assertive with your arguments and not give in too soon. If you are speaking to a person who normally needs to say no 6 or 7 times, and you stop at five, you were just one more no away from success. (For this idea I am indebted to Lantos Sales and Motivation, Inc., Orlando, Fl.) The caveat here: if you are not a naturally assertive person, dont allow this emphasis on swatting away the nos to deter you from calling. I have seen callers throw in the towel because some expert has urged them to do this work in a way that goes against their natural selves. Sometimes you need to find a way that works for you given who you are. Persistence will pay off if you have the right attitude and understand that `no' doesn't always mean `no'. `No' is often phrased in these frequently heard objections: I don't have the money. I tried it once and it didn't work. I have to talk to my partner. The only way around these rejections is to excite the prospects' interest right from the start. If you convince them up-front that there is a benefit to listening to you, you will be given a chance to talk.

I was talking with a telemarketer soliciting my business the other morning. He asked me if I had received a publication he had sent. I said no. He suggested that I hadnt received it and could he send another. I asked what it was about. He was vague and then asked for my birth date. At which point I turned him off. What had he failed to do? He had failed to excite my interest and he had aroused my suspicion with that question about my birth date. You should ignore most `no's and the objections, such as, I don't have the money. Instead, expect to hear `no' and expect after you show the benefits you will eventually get a `yes.' Don't let `no' bother you. When someone says `no,' you must be positive. Remember that it puts you that much closer to the ultimate `yes.' You just have to keep selling long enough to overcome the prospect's natural fear of making a decision.
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TIP ------------- THE INSURANCE PROFESSIONAL ----------- TIP 15 April '07 ------------------------------------ Issue #119 ------------ http://www.eTIP.ca/119-SellBig.html <http://www.rediffmail.com/cgibin/red.cgi?red=http%3A%2F%2Fwww%2EeTIP%2Eca%2F119%2DSellBig%2Ehtml> ----------============================================================ Dear agostino, Do you aim at the minimum amount of coverage for a prospect? Other sellers don't. They aim high. They "sell big". Which is what I suggest you should be doing to make bigger sales. My article in the last issue on not selling relatives brought in a few responses, both for and against, and some are here. Also got a comment about how the EC-123 concept in a speech of mine helps newbies sell life insurance, so here's how to get the ebook containing it (in case you missed it earlier). And, as always, there's a quotation, and a joke. So enjoy! Don ============================================================ IN THIS ISSUE 1. Sell Big ------------------------------------- Don Pooley

2. Excellence ---------------------------------------- Quote 3. Comments On "Don't Sell Relatives" ---------------- Input 4. EC-123 ----------------------------------- Your New Ebook 5. Legal Fees ----------------------------------------- Joke 6. Refer TIP ---- Change Address ----- Unsubscribe ---- Etc. ============================================================ SELL BIG "I'd like you to think about owning a $1,000,000.00 policy." What would be your reaction if someone said that to you? You'd probably be flattered. Then you'd think there's no way you could afford the premium. So you ask him why he said that, to which he answers, "Don't you think you're worth a million dollars?" Now you're in a quandary. If you say "Yes" then you may have to think about buying for a million dollar policy. So you say "No" and he says, "Then how much do you think you are worth?" Well, you really think you're worth at least a million, but the thought of the premium worries you, so you say, "Well, okay. I think I'm worth at least a million, but there's no way I could afford the premium." And he says, "How much could you afford?" You can see how this approach can lead to a sale, but it has some unique features. Most of our approaches start at the low end. We present life insurance as a necessary evil, and try to minimize its cost. In contrast, this approach starts off at the high end. You, as the prospect, were flattered by the idea that someone thought you were worth a million dollars, so you wanted to hear more. But you were also impressed by a guy who apparently sells million dollar policies. He obviously deals with clients at a higher level than the other agents who've approached you.

So you're also flattered because he wants to deal with you. There's another psychological aspect. Prospects think down. No matter what figure you start with they won't increase it. They'll move it downwards. If you start with an amount of $100,000 no prospect ever says, "Let's make it $200,000!" They usually say, "Let's make it $75,000." So, knowing that they're going to move to a lower figure, start with a very high one*. And one million dollars is a magical benchmark. Start selling million dollar policies by asking for them. You have nothing to lose, and some big policies to gain. So sell big! Don p.s. * In his book, "Stumbling on Happiness", Daniel Gilbert, Harvard Psychology Professor, cites a study confirming that, " starting points have a profound impact on ending points." ---Don Pooley, CLU, CFP, CHFC, "The Advisor's Advisor", is the editor and publisher of TIP, and New TIP, and provides these newsletters and their websites to aid life insurance brokers and agents in selling more successfully. ============================================================ EXCELLENCE "Excellence is doing a common thing in an uncommon way." --------------------------------------- Booker T. Washington ============================================================ COMMENTS ON "DON'T SELL RELATIVES" Joe Martin agreed with my article in the last issue, saying, "Totally agree with you on not doing business with relatives. Thanks for the tip." But Brent Baldwin disagreed with it, saying, "Sorry Don, but

your all wet on this one. I've been in the business a long time and successful. I probably wouldn't have made it as far or as fast without the support of my family, friends and neighbors. The trick is to build process into everything you do, then it doesn't matter who you are talking to." While Ted Polci contributes an idea that benefits more than just you or your relatives, with, "While I agree with your advice on not selling relatives, as a young agent, I needed the business. "One idea I didn't hear about for some years after was to team up with another agent for whom you have a lot of respect and become referrers of family business for each other. Don't share compensation, and agree not to discuss who did what or any personal information about each other's family referrals. "At least with this arrangement, there is the potential for some offsetting compensation and you have the comfort of knowing you have tried to help family members get good advice even if it isn't you giving it." Terrific idea, Ted! It's win-win for all concerned. And thank you, Joe and Brent, for your opinions. It's always great to hear from subscribers, whether they agree with me or not. Selling is not an exact science, so if something I view negatively works for someone else it is well worth considering and sharing with all TIP subscribers. Don ============================================================ EC-123 Brent Baldwin added this p.s. to his email (see above): "The other reason I tell people I survived and prospered was due to a cassette recording of yours about EC1, EC2 and EC3. I still have the tape and play it to new recruits." After reading this I thought New-TIP members might benefit from EC1, EC2 & EC3. As they're covered in my ebook "Secrets Of Soft-Fact Sales", I've added it to New-TIP's library. To download it go to http://www.New-TIP.com <http://www.rediffmail.com/cgibin/red.cgi?red=http%3A%2F%2Fwww%2ENew%2DTIP%2Ecom> and look for the

p.s. at the bottom of the New-TIP website page that appears. And may it help you in your work, as it did Brent! Don =========================================================== LEGAL FEES A man asks a lawyer, "What is your least expensive fee?" "$50 for three questions. " "That's pretty expensive isn't it?" "Yes. What's your third question?" ============================================================ TO REFER TIP Tell colleagues who wish to subscribe to go to TIP's website at http://www.eTIP.ca/ <http://www.rediffmail.com/cgi-bin/red.cgi?red=http%3A%2F %2Fwww%2EeTIP%2Eca%2F>, and click on the 'Subscribe' button. FREQUENCY TIP is emailed on the 1st and 15th of each month. TO CHANGE YOUR E-ADDRESS Click http://www.etip.ca/examples/changeEmail.html <http://www.rediffmail.com/cgibin/red.cgi?red=http%3A%2F%2Fwww%2Eetip%2Eca%2Fexamples%2FchangeEmail %2Ehtml> TO UNSUBSCRIBE You get this newsletter because you were smart enough to ask for a subscription. TIP only goes to people who specifically request it. If you no longer wish to receive future issues, just click on http://www.eTIP.ca/examples/unsubscribe.html <http://www.rediffmail.com/cgi-bin/red.cgi?red=http%3A%2F%2Fwww%2EeTIP%2Eca %2Fexamples%2Funsubscribe%2Ehtml> where you can unsubscribe quickly, easily and automatically. Your information will not be shared with, or sold to anyone.
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Asking the Agenda Question as Part of the Qualification Script An article by sales trainer Linda Richardson raises an important point as to possible

strategy to follow in appointment calls. This is the AGENDA QUESTION. An Agenda Question is the question to ask once youve secured a date and time to meet with a prospect. Richardson argues: Once you get agreement from a prospect to meet, while it is important not to let the phone call go so far as to substitute for the meeting (i.e., don't talk yourself out of the meeting), it is very important to ask an Agenda Question so you can prepare and maximize the meeting. For example by asking, "So I can be as prepared as possible, what topics would you like me to focus on?" or "What are the priorities that you would like me to think about in advance of our meeting?", you can maximize any meeting - especially a first one! Once the client identifies a topic (and many will), often you can take another few seconds to ask a few questions to gain a bit more focus so you can prepare more fully. And then always check once again, "That's great, ... Is there anything else?" At best, without the Agenda Question, many hard-earned first calls (and other calls) become "I'll get back to you" meetings vs. calls that keep the momentum going. During a first meeting, of course you must ask lots of questions, but if you don't begin to show you can add value, you may not get a second call. Agenda Questions help you to accelerate the sales process. I think of the Agenda Question as a magic question. Place a post-it with "Agenda Question" on your phone for one week and see how much more focused and productive first and other client meetings are. These are all excellent points and reminds me as well of the importance of qualifying questions on the appointment setting call. They save you time since you want to be assured that follow up calls, even appointments, are with prospects that nearly match the characteristics of your existing client base. ________________________________________ Linda Richardson, founder and CEO, of Richardson a global sales training company, author of nine best selling sales books, and faculty member at the Wharton School, is the driving force behind the Richardson sales curriculum. visit www.richardson.com or call 215.940.9255. The reference for the article sited: http://www.salesvantage.com/article/view.php?w=1019

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TIP ------------- THE INSURANCE PROFESSIONAL ----------- TIP 1 April '07 ------------------------------------- Issue #118 ----------- http://www.eTIP.ca/118-Relatives.html <http://www.rediffmail.com/cgibin/red.cgi?red=http%3A%2F%2Fwww%2EeTIP%2Eca%2F118%2DRelatives %2Ehtml> ---------============================================================

Dear agostino, How do you tell relatives you won't do business with them, and why would you? I've done it, and tell you why. Then there are more ideas on taking advantage of the many ebooks your New-TIP membership entitles you to. Plus, of course, a quote from the new ebook, "21 Ways To Close More Sales", that the New-TIP library just acquired. You're also taken from the sublime to the ridiculous with a quotation and a joke. So enjoy! Don ============================================================ IN THIS ISSUE 1. Don't Sell Relatives ------------------------- Don Pooley 2. Goals --------------------------------------------- Quote 3. Success: Get It and Share It --------------- With New-TIP 4. "21 Ways To Close More Sales" ------------ Your New Ebook 5. Guilt ---------------------------------------------- Joke 6. Refer New TIP --- Change Address --- Unsubscribe --- Etc. ============================================================ DON'T SELL RELATIVES When my eldest son was struggling to find a job, his Mother asked me to help him by approaching some of my business acquaintances on his behalf. I said "No. If I find a job for him now, he'll never learn to find a job on his own." It's the same with selling. If a newbie's manager tells him to sell his relatives and friends, how will he learn to prospect among strangers? Which is the reason our industry has such a high failure rate with new agents. They sell relatives and friends, then have nowhere else to go.

They never learn how to prospect. Okay, but what if you know how to prospect, and are wellestablished, when a relative comes to you to buy a policy or fund. Surely it's all right to sell him then? Only if you want the future headaches that sale can bring! Let's assume it's your brother-in-law, who's a big success, and he wants a large policy, that'll pay a big commission. So it's practically a gift! And that could be the way he'll look at it. He's doing you a favour. Or if he doesn't think it, his wife (your sister) could. Or your mother, when your sister tells her about it. The problem is that even though they don't think this way, you could. Every time you see them you could wonder what they think of you. Are you a mere peddler they deigned to give some business to? So if you think of yourself as a professional, don't do business with relatives. Doctors don't deal with relatives, so why should you? Don't you consider yourself as professional as a doctor? My son-in-law, a successful psychologist, asked me to be his financial planner. I turned him down. My daughter, an RN, asked me why. I told her, "For the same reason I would not ask him to be my psychiatrist." She understood. Both our professions require us to deal with personal and confidential information of each client. There cannot be the slightest possibility that we'd share that knowledge with anyone else---not even our spouses. I don't want my daughter asking her husband about my mental state, and she doesn't want me telling her mother about any financial difficulties they may have. Of course, neither of us would consciously reveal confidential information even to our spouses, but in family chats such things can slip out. And what if you want to fire them? Is there any way to dump a member of your family without causing all kinds of upset?

If your uncle is your doctor, how do you switch your medical advisor without upsetting him and your other relatives? In the same way, if you sold your brother-in-law a policy, and he replaces it through another agent, you're going to find it difficult to be polite to him at family gatherings. Or what if he's the kind of client you can no longer afford, how do you dump him? No matter how gently you get rid of him, there will be family repercussions. Or, he keeps the policy, and is a good client. But how do you maintain a good client relationship with him if your sister decides to divorce him? Think of these problems the next time a relative wants to do business with you, and tell him that it's a professional rule that you don't do business with relatives. He may not like it, but he'll respect you for it. And you'll avoid future hassles. Don Don Pooley, CLU, CFP, CHFC, "The Advisor's Advisor", is the editor and publisher of TIP, and New TIP, and provides these newsletters and their websites to aid life insurance brokers and agents in selling more successfully. ============================================================ GOALS "Arriving at one goal is the starting point to another." ------------------------------------------------- John Dewey ============================================================ SUCCESS: GET IT AND SHARE IT Want to be successful? Or more successful? Would you pay someone like Tony Robbins to teach you how? You don't have to. As a New-TIP member you can download a number of e-books on success, such as:

"7 Ultimate Success Secrets" "Achieve Success Now!" "Guaranteed Success Thinking" "Strategies for Success" "Success Strategies" "The Success Collection" Your clients also want to be more successful, so share one or more of these New-TIP e-books with them. You could, for example, tell them in your newsletter that you have these e-books, and if they'd like one or more of them (free to clients) to let you know. You might even offer to start a Success E-book Club where members would read and discuss a different one each week. This could also be used to assist your prospecting if client-members are allowed to bring non-clients as guests. Discussion clubs of this sort are easier to prepare and set up than a series of seminars, and can be just as effective in attracting qualified prospects. This is just one more way for you to profit from the large amount of know-how stored in the New-TIP website. Use it to grow your business. Don p.s. These ebooks are only available to New-TIP members. To become a member go to http://www.New-TIP.com/join.html <http://www.rediffmail.com/cgi-bin/red.cgi?red=http%3A%2F%2Fwww%2ENew %2DTIP%2Ecom%2Fjoin%2Ehtml> ============================================================ "21 WAYS TO CLOSE MORE SALES" "Napoleon Hill, author of Think and Grow Rich, said, 'One

good idea is all one needs to achieve great success.' This idea is true in sales when restated in this way, 'One good idea is all one needs to greatly increase sales results.' "For example, a few years ago I averaged two referrals per sales appointment. Then I learned of a way to increase my referrals-per-meeting average. I implemented this single idea and my referrals-per-meeting average went up to ten--a 500 percent increase from just one idea! "In one appointment I got 67 referrals. I estimate that I earned more than $100,000 in commissions from the extra referrals I got using that one idea. "Right now in this moment you are just one good idea away from significantly increasing your income. That's what this ebook is for; to generate sales ideas that will help you to create the results you want." That is from the latest ebook added to New-TIP's library. To download it go to http://www.New-TIP.com <http://www.rediffmail.com/cgibin/red.cgi?red=http%3A%2F%2Fwww%2ENew%2DTIP%2Ecom>, and look for "New Ebook" in the left column. Click on "21 Ways To Close More Sales" and log in with your membership ID. Don p.s. This ebook is only available to New-TIP members. Become a member at http://www.New-TIP.com/join.html <http://www.rediffmail.com/cgibin/red.cgi?red=http%3A%2F%2Fwww%2ENew%2DTIP%2Ecom%2Fjoin%2Ehtml> =========================================================== GUILT In 1976 a man in Amsterdam felt that he needed to confess, so he went to his priest, "Forgive me Father. I have sinned. During WWII I hid a refugee in my attic." "Well," answered the priest, "that's not a sin." "But I made him agree to pay me 20 Guilders for every week he stayed." "Well, that wasn't good, but you did it for a good cause."

"Thank you, Father; that eases my mind. I have just one more question..." "What is that, my son?" "Do I have to tell him the war is over?"
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TIP ------------- THE INSURANCE PROFESSIONAL ----------- TIP 15 March 07 ------------------------------------- Issue #117 --------- http://www.eTIP.ca/117-LoseProspects.html <http://www.rediffmail.com/cgibin/red.cgi?red=http%3A%2F%2Fwww%2EeTIP%2Eca%2F117%2DLoseProspects %2Ehtml> -------============================================================ Dear agostino, Are you approaching prospects in the wrong way? Do some of the things you do push them away instead of drawing them to you? If so, my lead article tells what to do about it. When you convert prospects to clients you want to aid them in becoming wealthier. "Grow Rich Clients" lists 5 ebooks in the New-TIP library members can give them to help them to increase their wealth. They can also use the addition to the library, "5 Lessons To Make More Money", as a client gift. Plus, of course, a quotation and a joke. So enjoy! Don ============================================================ IN THIS ISSUE 1. How To Lose A Prospect ----------------------- Don Pooley 2. How To Win ---------------------------------------- Quote 3. Grow Rich Clients ------------------- With New-TIP Ebooks 4. "5 Lessons To Make More Money" -------- New New-TIP Ebook 5. Oops! ---------------------------------------------- Joke 6. Refer New TIP --- Change Address --- Unsubscribe --- Etc. ============================================================ HOW TO LOSE A PROSPECT

It keeps happening! I get an email promising me wondrous things on its website, so I click on the link and get NOISE! It's actually a guy talking, but as it irritates me, I click the corner X to get rid of the sound. So that's how to lose prospects. Confront them with stuff that rubs them the wrong way. Another example: an email arrives from a guy who's trying to impress me, but misuses or misspells a word, or makes a grammatical error, thereby losing all credibility. Or, an agent's email shows he has a website, which when I go to it appears untended, as if nobody cares about it, or has bothered to see how it looks to visitors. Of course, you don't need a website, or email to lose a new prospect. The tone of your voice on the phone can do it. Or your appearance at your first meeting with him or her. Regardless of where the meeting takes place, or how he or she is clothed, the prospect will judge you by whether you look professional. So look business-like when you're going to a meeting. Think of things that offend you in other people. My wife, for example, can't stand baseball caps. And I have a friend who feels a restaurant "isn't up to snuff" (he's British) if it seats a man wearing any kind of hat. It's unlikely, of course, that you'd wear a baseball cap to a meeting, but you may do something equally gauche, but not realize it. Some of my adult grandchildren have atrocious table manners and have yet to learn their importance. So if you're doubtful about yours, avoid meeting over meals. Then there's the small talk. Stay away from anything that may be controversial. Religion, and politics are obvious things to avoid with a new prospect. But nowadays many people have strong views on ecology, and may resent you using the term, "tree-huggers".

Dietary preferences can also be touchy. Some of my grandchildren are vegetarians, one's a vegan, so anyone trying to influence them should avoid getting into a discussion on the benefits of meat. So what should you talk about? To endear yourself to a prospect, talk about her/him. Ask questions about them. What business is he in? How did he start in it? Does he enjoy it? But don't string them all together as they are here. Ask one question then wait for an answer, which tells you what your next question can be about. Ask him/her their opinion of things. Do young people have a proper understanding of the value of money? Will there be enough in government pension plans to take care of them? If not, what should they be doing about it? People love to tell others their opinions on everything, so your questions make the prospect feel good about you. And your questions can guide the prospect into areas you want to discuss with him. Also, asking for his opinions stops you from saying things that might rub him/her the wrong way. Asking prospects questions can not only avoid you losing them but can also endear you to them, and tell you where to focus your advice. So do it! Don ----Don Pooley, CLU, CFP, CHFC, "The Advisor's Advisor", is the editor and publisher of TIP, and New TIP, and provides these newsletters and their websites to aid life insurance brokers and agents in selling more successfully. ============================================================ HOW TO WIN

"You have to learn the rules of the game. And then you have to play better than anyone else." ---------- Albert Einstein ============================================================ GROW RICH CLIENTS One of the ways to build an affluent clientele is to acquire clients before they become rich and help them to get there. And one of the ways you can help them get there is to give them ideas, and knowledge that will guide them to wealth. Some of the books in New-TIP's library, such as its latest addition (see below) provide such knowledge, and as such are excellent gifts to give clients who want to become wealthy. Here's 5 more "rich" ebooks from our library: "The Richest Man in Babylon", "Science of Getting Rich", "Secrets of Richest People Exposed", "SpeedWealth", "Think & Grow Rich" You could email all your clients and offer them a choice of these ebooks, or just send out one a month as an email attachment---a value-added feature of being your client! They'll appreciate it. Don p.s. Read each one yourself and include in your email a short review to explain why you thought they'd like it. Tell them too, that though it may not benefit them, they probably know someone else who may gain from it, and to pass it on. p.p.s. These ebooks are only available to New-TIP members. To become a member go to http://www.New-TIP.com/join.html <http://www.rediffmail.com/cgi-bin/red.cgi?red=http%3A%2F%2Fwww%2ENew %2DTIP%2Ecom%2Fjoin%2Ehtml>

============================================================ "5 LESSONS TO MAKE MORE MONEY" This new addition to New-TIP's library can help you (or your clients) to make more money. It's presented as a story and is an easy read. Quick readers can skip through its 32 pages in less than 1 hour. Skip the last few pages of ads and you'll do it in even less. Making money is not that difficult if you know how. Once you learn the five strategies presented in this ebook, you can tweak them to suits your own situation and maximize results. Download it from the New TIP website, http://www.New-TIP.com <http://www.rediffmail.com/cgi-bin/red.cgi?red=http%3A%2F%2Fwww%2ENew %2DTIP%2Ecom>, opposite "New Ebook". This is another ebook that might be worth passing on to your clients, as suggested in an article in a previous issue. Don p.s. To download it go to http://www.New-TIP.com <http://www.rediffmail.com/cgibin/red.cgi?red=http%3A%2F%2Fwww%2ENew%2DTIP%2Ecom>, and look for "New Ebook" in the left column. Click on "5 Lessons To Make More Money" and log in with your membership ID. p.p.s. This ebook is only available to New-TIP members. To become a member click on http://www.New-TIP.com/join.html <http://www.rediffmail.com/cgi-bin/red.cgi?red=http%3A%2F%2Fwww%2ENew %2DTIP%2Ecom%2Fjoin%2Ehtml> =========================================================== OOPS! He was packing for a business trip and his three year old daughter was playing on his bed. At one point she said, "Daddy, look at this," and stuck out two of her fingers. Trying to keep her entertained, he reached out and stuck her tiny fingers in his mouth and said, "Daddy's gonna eat your

fingers," pretending to eat them. He went back to packing, looked up again to see daughter standing on the bed staring at her fingers with a forlorn look on her face. So he asked, "What's wrong, honey?" She answered, "What happened to my booger?"

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ASSUME NOTHING: RESOLVING SELF DEFEATING INHIBITIONS IN CALLING WORK One of the ways I have learned to proceed with various forms of reluctance is to TEST the negative beliefs that lie behind the self invoked hesitancy to take an action. I usually don't know for sure what that block is, whether it's my own fears and doubts or whether it's some characteristic of the prospect that I am unsure about. But with TESTING I can usually find out if the way ahead is clear. Common scenarios where this might come up in calling work are as follows: Scenario One. You want to call a senior level executive but he or she is unknown to you and you are uncertain as to whether they will welcome your approach. Scenario Two.You have called and called a prospect but have no response and have not made a contact. Scenario Three. You are blocked by a screener who tells you the decision maker will get back to you if he is interested. The strategy to take in each of these instances is to test in order to VERIFY whether your hesitancy is due to a lie you are telling yourself or whether in fact the lack of response is an indication that this is not a good prospect. In the first scenario, you need feedback to determine whether the prospect will welcome your approach. The only way to determine this is to make the call. You need to fight through your hesitancy and confusion in order to learn the truth: will this prospect will be open to your proposition or not. In the second scenario, you need to keep calling but set a limit if the universe of your target market is unlimited. I usually will try 7 or 8 times and then will bail out by offering the prospect a final chance: Mr. Prospect, I have appreciated the opportunity to contact you but since you have not responded to my voice mail messages and I have never actually spoken to you, I must assume you are not interested. This will be my final call. You then launch into your pitch. In the third scenario, you keep trying to maintain control in the face of gatekeeper who is trying to take it away; you may be tempted to give in to the offer of a call back from the

decision maker, but this is not a good move. It is better to at this point to test again: I would be happy to book a phone appointment to go over the details. Is he available tomorrow at 11am or would 3 oclock be better? Pushing the envelope a little in the interest of control, of getting more information, of uncovering the intentions and receptiveness of the prospect is always recommended in business development work. Without this extra test, you are left in the dark perhaps missing opportunities that may bear fruit. ************* TELECOACHING. If you are struggling with issues of consistency in making your quota of calls every day, give me a call. I offer telecoaching on this and other issues to help you lift your productivity to a level more in line with your aspirations and capabilities. Give me a call at: 925-253-0646.
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TIP ------------- THE INSURANCE PROFESSIONAL ----------- TIP 1 March 07 -------------------------------------- Issue #116 -------- http://www.eTIP.ca/116-PatientTsimanes.html <http://www.rediffmail.com/cgibin/red.cgi?red=http%3A%2F%2Fwww%2EeTIP%2Eca%2F116%2DPatientTsimanes %2Ehtml> ------============================================================ Dear agostino, A recent article in "The Economist", under "Economics and anthropology" revealed something I thought would have value for you as well, hence my lead article. And Lyle Manery allowed me a preview peek at his new book, "No Salesman Will Call", so you get a pre-publication view. Then there's the latest addition to New TIP's ebook library, plus, of course, a quotation and a joke. So enjoy! Don ============================================================ IN THIS ISSUE 1. Insight From The Tsimane --------------------- Don Pooley 2. Patience ------------------------------------------ Quote 3. "No Salesman Will Call" ------------------------- Answers 4. "The Secret to Winning Every Time" ------- Your New Ebook 5. Afterlife for Golfers ------------------------------ Joke

6. Refer New TIP --- Change Address --- Unsubscribe --- Etc. ============================================================ INSIGHT FROM THE TSIMANE The Tsimane, a relatively unspoiled tribe in the tropical rainforest of Brazil, were tested in a way that can help you to categorize your clients and prospects. Researchers guessed that as the Tsimane were exposed to modern society the more patient would gain more than the less patient, so a test was devised to see if this was so. All 151 adults in two Tsimane villages were offered a choice between receiving a small amount of money immediately, or a larger amount by waiting a week, and a still larger sum by waiting a few months. The Tsimane's traditional lifestyle does not reward patience. It depends on skills that have quick pay-offs. But the more formal education a villager had, the longer he was willing to delay gratification in return for a bigger reward. Five years later, when the researchers returned they found that those, who'd shown the most patience originally, had gained an additional benefit; their incomes had grown at a faster rate over the 5 years than those of the less patient. This is important for financial advisors to know because it gives you an insight into the natures of different clients. The patient ones hang in there regardless of market ups and downs. The impatient ones want a fast buck today, and call you to discuss every shift in the market. Your best clients are those willing to defer gratification ---those who'll save money today for a future benefit---not those out for a quick kill. Your best clients are patient, and gain more than the rest. The impatient ones don't gain as much because they always feel they can do better on their own, with someone else, in another fund, or with another type of life insurance. Your time is best spent with your best clients---the patient

ones. You can never satisfy the impatient ones. Even if you give them the quick gain they want, they'll want another, and another, and another. . . Remember this when you prospecting. If a prospect looks as though he's expecting a quick reward, forget him, (or refer him to someone who's equally impatient). Build your business, and your income with patient clients. They're the best, and they'll reward you well. Don ----Don Pooley, CLU, CFP, CHFC, "The Advisor's Advisor", is the editor and publisher of TIP, and New TIP, and provides these newsletters and their websites to aid life insurance brokers and agents in selling more successfully. ============================================================ PATIENCE A handful of patience is worth more than a bushel of brains. ---------------------------------------------- Dutch Proverb ============================================================ "NO SALESMAN WILL CALL" Every year or so a book appears knocking the life insurance industry. "No Salesman Will Call" is not that book. It's an answer, or rather, a collection of answers to such books. You can't buy it yet, because it has yet to be printed and released to the bookstores, but its author, and fellow New TIP member, Lyle Manery, was kind enough to send me a prepublication copy. Reading it I realized that this was the book I should have had every time a prospect or client told me he'd "just read an article saying life insurance is a rip-off." Lyle answers this and the other anti-insurance arguments I've heard or read over the years. Not too surprising, as he's been in this business over half-a-century, and must have heard all of them.

Which is one of the things he points out, that the new antiinsurance books, (he comments on two of them in detail), are just re-hashing of countless previous tales by like-minded authors out for a quick buck (they're against commissions, yet that's how they are paid!). This is a book every seller of life insurance should have on their book-shelf to refer to whenever they have to answer negative comments about our product. Once it's published I'll give you more details and tell you where to buy it. Don ============================================================ "THE SECRET TO WINNING EVERY TIME" The cover page of this ebook, "The Secret to Winning Every Single Time. . . In Everything You Do" (the latest addition to your New TIP library), says it's worth $199.00 U.S.! You be the judge, as it's downloadable FREE from the New TIP website, http://www.New-TIP.com <http://www.rediffmail.com/cgi-bin/red.cgi?red=http %3A%2F%2Fwww%2ENew%2DTIP%2Ecom>, opposite "New Ebook". It's not long, only 13 pages, but is quite motivational. Jim Edwards, its author, piqued my interest with "There really is a secret that not one in 1,000 people knows which, when you use it, can elevate you so far above your competition that you'll wonder why you never thought of it before -- and I'm going to reveal it to you right here right now!" So download it now, and learn Jim's winning secret. This is another ebook that might be worth passing on to your clients, as suggested in an article in a previous issue. Don p.s. You MUST be a New TIP member to get this ebook. To join click on http://www.New-TIP.com <http://www.rediffmail.com/cgi-bin/red.cgi?red=http %3A%2F%2Fwww%2ENew%2DTIP%2Ecom> then "Join" in the top menu. ============================================================

AFTERLIFE FOR GOLFERS A couple made a deal that whoever died first would come back and inform the other of the afterlife. Their biggest fear was that there was no afterlife. After a long life, the husband was the first to go, and true to his word he made contact, "Connie....Connie." "Is that you, Joe?" "Yes, I've come back like we agreed." "What's it like?" "Well, I get up in the morning, I have sex. I have breakfast, off to the golf course. I have sex. I bathe in the sun, and then I have sex twice more. I have lunch, another romp around the golf course, then sex pretty much all afternoon. After supper, golf course again. Then I have sex until late at night. The next day it starts again." "Oh, Joe, you surely must be in heaven." "Not exactly. I'm a rabbit on a golf course in Arizona."
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REDUCE SALES RESISTANCE TO ENHANCE SELLING SUCCESS I came across some interesting material on the psychology of resistance to persuasion from the University of Arkansas. Anything that can help reduce the frustration of sales rejection in cold calling should be of interest to sales professionals and entrepreneurs. A high rate of rejection is daunting and can negatively impact calling rates. One excellent way to reduce that frustration is to excel at persuasion. And this can be done in part by reducing sales resistance in the selling dialogue. Some interesting findings came out of the department of psychology at this institution. (See:http://www.uark.edu/~omega/about.html) The authors of the report recommend SIDESTEPPING resistance in a number of ways: l. Redefine the relationship. They suggest avoiding resistance by redefining the selling situation as a more collaborative, interactive consultation. This sounds more like solution

selling and it is: you focus on solving the clients problems and issues and not hitting them over the head with the benefits of your proposition. An example: if you are in insurance, you do not sell insurance so much as help the client assess risk and how that risk has changed over time. You explore interests and needs rather than exploiting a buyer beware point of view by making overly strong declarations about your product or service. 2. Minimize the request. Since big requests generate more resistance than small ones, one way to minimize resistance is to make your requests sound trivial. This supports my position (and that of Bill Good) in a call-mail-call approach: offering to send free information to a qualified prospect is a great small step, a small request that gets the ball rolling. The authors site a study of fund raising in support of this suggestion. When solicitors for a charity asked: Would you contribute? Even a penny will help!, they received donations from 50% of the households as opposed to 29% when they simply asked: Would you contribute? The phrase even-a-penny will help reduced peoples reluctance to donate. 3. Focusing resistance. The authors suggest another strategy for disabling resistance by deflecting attention away from the matter at hand. Since influence is an interaction between two people, the influencer (salesperson) can disable a prospects resistance by putting them in the role of expert. Thus, the car salesman can say to the resistant customer: Well, you drive for a living, so you know what an advantage it is that this car has the best braking of any vehicle in its class. Putting the prospect in the role of expert places them in a double bind: to keep his status as an expert, the customer must agree. ************************** If overcoming objections is an issue with you, perhaps some telecoaching is in order. I work with cold callers in a variety of problem areas including how to enhance their selling skills. I can help you devise responses in a solutions based, consultative selling approach. Dont let your skills atrophy when there is help available that can enable you to better leverage your time on the phone. Call me at 925-253-0646 or email: msanford@coldcalling.com
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TIP ------------- THE INSURANCE PROFESSIONAL ----------- TIP 15 Feb.'07 -------------------------------------- Issue #115 ------ http://www.eTIP.ca/115-ImprovePerformance.html <http://www.rediffmail.com/cgibin/red.cgi?red=http%3A%2F%2Fwww%2EeTIP%2Eca %2F115%2DImprovePerformance%2Ehtml> -----============================================================ Dear agostino, Mainly prospecting in this issue, starting with my article.

So I'll let you get on with it. Don ============================================================ IN THIS ISSUE 1. How To Improve Performance ------------------- Don Pooley 2. Planning ------------------------------------------ Quote 3. Prospecting With New Tip's Library -- Build Your Practice 4. The 7 Ultimate Success Secrets ----------- Your New Ebook 5. Terrible Tux --------------------------------------- Joke 6. Refer TIP ---- Change Address ---- Unsubscribe ----- Etc. ============================================================ HOW TO IMPROVE PERFORMANCE I just read an article about writing a procedures manual to automate and streamline an agency's processes. It struck me that it could also improve our individual performance. So first of all, what is it? "A procedures or workflow manual is a how-to guide that focuses on workflow, systems, and clients with the aim of improving efficiency, thus increasing agency value. "According to The National Alliance Research Academy, a good procedures manual should: "1. Be put in writing. "2. Provide a set of procedures to accomplish a specific task. "3. Minimize the number of times an item is handled during each step of the processes listed. "4. Minimize any backlog. "5. Be used as a training tool for new employees. "6. Provide the necessary details so it can be used as a reference tool and single source of information." How can we use it to improve our individual performance?

Well, for example, how do you acquire prospects? Is it a random thing that you just do when you need them? Or do you do have a system that produces prospects on a regular basis? In either case, have you written it down? Writing down the steps I take to reach specific goals has always worked wonders for me. In following the steps I sometimes discover that some can be changed for the better, or dropped, or the sequence of the steps improved. Things I may never have realized until I wrote them down. So write down the steps you take to acquire a prospect. Of course, you need more than just one prospect, so add a step at the bottom that says "Repeat above steps X times each week" where X is how many you need each week. You now have a procedure for acquiring prospects. Use it. Improve it by dropping steps that don't work, and changing others, or re-arranging the sequence. Your aim is to end up with your own efficient prospecting procedure that has been proven in practice. and that you can use as a regular routine. And, if a newbie asks you how you prospect, you can give him a copy of your procedure, because you wrote it down! Tell him to do the same. Don p.s. Use this also for anything you're having trouble with. If your interviews aren't going the way you want, write down each step in your last unhappy meeting. Then review them to see if you can discover where you went wrong, or where you could have performed better. p.p.s. Worth doing on successful interviews, too!

----Don Pooley, CLU, CFP, CHFC, "The Advisor's Advisor", is the editor and publisher of TIP, and New TIP, and provides these newsletters and their websites to aid life insurance brokers and agents in selling more successfully. ============================================================ PLANNING "Planning is as natural to the process of success as its absence is to the process of failure." ----------- Anonymous ============================================================ PROSPECTING WITH NEW TIP'S LIBRARY Bob Leduc, an expert on using postcards to build a business, says to offer prospects a special bonus or other benefit if they reply to your postcard. If you're a New TIP member there are a number of ebooks in the Library that you can use as "special bonuses" on your prospecting postcards. For example, your postcard could say "Get your FREE copy of 'The Greatest Money-Making Secret in History!' delivered to your computer! Just e-mail me at xxx@yyy.zz </bn/compose.cgi? login=magicgoa&session_id=4L19PK1KTKVMFR8W4OqWTI2khiHUY1wU&FormNa me=mail_to_individual&email=xxx@yyy.zz> with your e-mail address, so I know where to send it." To encourage prospects to answer immediately, include a time limit. It could be a p.s. after your signature that says: "Get your FREE gift by e-mailing me today as this offer will expire in three days!" There are similar e-books in the New TIP Library you can use in the same way, such as "Golden Rules of Acquiring Wealth", "SpeedWealth", "The Richest Man in Babylon", "Science of Getting Rich", "Think & Grow Rich", to name but a few. Which means you could mail a series of postcards to the same group of prospects, each one offering a different ebook. If you know their business or hobby you can be more specific in the ebooks you're offering. If your prospects are small business owners, for example, offer "Easy Marketing Tips For

Small Business", or if they're sales people, offer them "Why Clients Like to Make Referrals". If you're prospecting in a gardening group, then the ebook, "Landscaping", could be suitable, or if they're interested in cooking, "150 Appetizer Recipes". Or if your target market has a sweet tooth, "603 Chocolate Recipes" could apply. You get the idea. There are ebooks in the New TIP Library to appeal to just about any group you may be prospecting in, so use them as gifts to draw clients-to-be closer to you. And postcards are just one way to offer such gifts. Offer them also via your newsletter readers and client mailings. The purpose of the New TIP Library is to help you to build your business. So read its ebooks and figure out how they can help you achieve the success you seek. Don p.s. To access this ebook library become a New TIP member at http://new-tip.com/join.html <http://www.rediffmail.com/cgi-bin/red.cgi?red=http%3A %2F%2Fnew%2Dtip%2Ecom%2Fjoin%2Ehtml> ============================================================ 7 ULTIMATE SUCCESS SECRETS This newest addition to the New TIP Ebook Library promises "Simple 7 Step System Reveals How To Live Your Dreams, Reach All Your Goals, Kill Your Fears, And Achieve Everything You Ever Wanted In Life - With Minimum Effort" It's author, Martin Franzen, says that what he's tried to do is "take all the distilled teachings from all the success books out there, and turn it into one practical step-by-step action plan that gets straight to the point and is actually easy to use." He's succeeded! This is another ebook that might be worth passing on to your clients, as suggested in the previous article. To download it go to http://www.New-TIP.com <http://www.rediffmail.com/cgibin/red.cgi?red=http%3A%2F%2Fwww%2ENew%2DTIP%2Ecom>, and look for

"New Ebook" in the left column. Click on "7 Ultimate Success Secrets" and log in with your membership ID. Don p.s. This ebook is only available to New TIP members. Become a member at http://new-tip.com/join.html <http://www.rediffmail.com/cgi-bin/red.cgi? red=http%3A%2F%2Fnew%2Dtip%2Ecom%2Fjoin%2Ehtml> ============================================================ TERRIBLE TUX Five-year old Susie was watching her parents dress for a party. When she saw her Dad donning his tuxedo, she warned, "Daddy, you shouldn't wear that suit." "And why not, darling?" "Because it always gives you a headache the next morning."
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BREAKING THE VOICE MAIL BARRIER This weeks newsletter comes from a guest contributor, C.J. Hayden. See her contact details below. Even if you never place a cold call, you still have to reach people by phone. That customer who was so interested last month never called you back, and now you must call her. You call once, twice, three times, but you can't get her in person. How can you manage to close a sale if all you ever get is voice mail? Doing business in the age of voice mail can be extremely frustrating. While it is true that some people leave their voice mail on all the time, you can sometimes get through by calling off hours. Try calling before 8:30 or after 5:30. You may also find people at their desks during the lunch hour. So should you keep calling or leave a message? Actually, you should do both. Assume that most people won't call you back, so just keep right on calling them. Josiane Feigon, principal of the telesales training and coaching company, Telesmart Communications (www.tele-smart.com), suggests that you try pressing "0" or "0"# to transfer to the receptionist. That way you can verify that the person you are trying to reach is still in the same job position, and find out when they are expected to be in. Whether you reach your prospects or not, never make them wrong for not returning your calls. Rather than saying, "I haven't heard from you," let them know you are eager to speak with them, and wanted to try again while you were in your office. Feigon recommends, "As a rule, try not to leave any more than three voice mail messages over a

10-day period of time and then lay off for a month." Speaker and trainer Melinda Henning of Doing Business by Phone (www.unforgettablelearning.com) says that the way to deal with voice mail is to use it as an advertising medium. In other words, leave a voice mail commercial. Especially if you are cold calling, Melinda suggests that you compose a series of different commercials, each one revealing some new and interesting fact about your business, and another reason for someone to speak with you. Whenever you leave a message, include some incentive for the person you are calling to have a live conversation. "I would like to introduce myself" is not a reason for prospects to talk to you. Why should they care? Tell them what it is you think you can do for them in their own unique situation. And do it in 30 seconds -- no one likes long voice mails from strangers, and the delete key is at their fingertips. Look for some connection between you and the person you are calling that you could put in your message. A mutual acquaintance, membership in the same association, or having attended the same event are all worth mentioning. If you have seen them speak, or read about them in the news, compliment them on it. Be warm, friendly and upbeat, so your message is a pleasure to listen to. If you have called, left messages, and still can't get through to the person you want, send an e-mail. Many people will quickly respond to e-mail because it is easy. If you can interest them in what you have to offer (without revealing all the details), they may be willing to set up a phone appointment with you to find out more. When you don't have the person's e-mail address, try finding it on the company's web site or asking the receptionist. Should you ever stop calling? That depends on the value of the potential sale. A $1000 sale might only be worth two or three calls to you, but a $10,000 sale would certainly pay for many more. Every salesperson has a story about a customer who finally said yes after the 17th phone call, so if it seems worth it, don't quit! ________________________________________ C.J. Hayden is the author of Get Clients NOW! Thousands of business owners and salespeople have used her simple sales and marketing system to double or triple their income. Get a free copy of "Five Secrets to Finding All the Clients You'll Ever Need" at http://www.getclientsnow.com
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great negotiation: the 2 key points What can you do for me on the price? A fantastic question when you're buying. An inevitable inquiry when you're selling. How would you and your team respond at this moment? Many people will respond to the question by immediately giving or implying the

possibility of a discounted price. Again -- great when you're buying, a margin killer when you're selling. Here are the hard-dollar points to better negotiating... 1. Remember that negotiation success depends more on the work you do early in the sales process than on the negotiation moment itself. It's all about the perceived value of your offering and the buying urgency you create with your prospect. The stronger the perceived value and urgency by your prospect, the better. Great front work (asking open-ended questions, delivering key benefit statements, responding to objections appropriately, etc.) combined with the delivery of strong value/ urgency statements will further strengthen your and your team's negotiating position (a link to sample value/ urgency statements is below). 2. Be prepared for the inevitable discount inquiry. Preparation feeds confidence. Always respond by implying that a discount is likely not possible and/ or if it is, it will mean the prospect will need to give up an added feature or make a larger buying commitment for you to do something on the price" (see the sample statement link below). By itself, avoiding the inclination to immediately jump to a discounted price can literally translate into thousands, if not tens of thousands, of extra dollars for you and your company every year. Think value. Think urgency. Be confident. Nothing complex. Nothing manipulative. Just simple preparation and thoughtful execution.

value/ urgency statements (samples)

Below are a few starter ideas for developing value/ urgency statements that should help you create more urgency throughout the sales process. "In terms of the return on investment, if you start this [month/ quarter/ year] you can expect to save $XXX,XXX this month/ quarter/ year]-- a nice number for your [department/ team]." "The exciting part of this [solution/ program] is not only the additional immediate revenue you'll likely generate, but the added referrals that become possible as a result-- in addition to the competitive barriers you'll create by getting the primary customer relationship going now." "It seems like a great fit to what you're trying to accomplish and I'm fairly confident we'll have the inventory available, but we can only guarantee it [today/ this week/ this month]. What concerns do you have about moving forward now?" "The delivery and payment terms are very attractive at the moment, but they can change at the end of the [week/ month/ quarter]."

"what can you do for me on the price?" responses (samples)

Below are a few starting points for responding to the discount inquiry from prospects and customers. Build from them and practice their delivery with your team (rather than with

the prospect). Preparation feeds confidence. "Are you considering purchasing several?" "I have a great deal of flexibility for multiple buys, but not on single purchases. Let's take a look at your plans in the longer term and see if there's something we can do to save you a little bit of money." "I won't be able to offer a discount now without [increasing the delivery time, decreasing the volume, removing the benefit of the X, etc.]. Is [issue] necessary right now?" "Our prices are firmly set based on specific cost structures that limit our discount flexibility. Is there a price you feel is more appropriate?"
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agostino, No... I don't mean business owners. I mean people who think and act like owners. If you're someone who recruits agents, you probably spend large amounts of time and invest quite a bit of money in finding and training new agents. That's why it is critical that before you invest any more of your hard earned funds and any more of your limited time in training a new agent, you need to determine whether a candidate really IS someone who has a good chance of succeeding. And you can't find that out by simply interviewing them. Truthfully, you can't find out whether someone is a good marketer or is accountable by just asking a few questions or even by having them take some kind of assessment test. In my webinar, "The Art of Candidate Selection" (starting this Monday, April 2), I'll not only help you determine what traits you need to be looking for (owner vs. employee), but I'll show you how to determine whether they have those traits. This isn't some kind of assessment test or expensive process. This webinar will show you how to determine whether someone will be a good agent without spending another dime. Check out this web page to learn more and to register: www.SelectionBooster.com <http://www.rediffmail.com/cgi-bin/red.cgi?red=www %2ESelectionBooster%2Ecom>
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The Leader's Edge Newsletter

March, 2007

Welcome to your next issue of "The Leader's Edge". You are receiving this newsletter because you requested a subscription. Unsubscribe instructions are at the end of this newsletter.

Please help me help more people. Instead of just passing

this along to associates, please suggest they subscribe for themselves. Simply Click Here to go to my Referral page! <http://www.rediffmail.com/cgi-bin/red.cgi?red=http%3A%2F %2Fwww%2Etheinsurancecoach%2Ecom%2FTellaFriend %2Ehtm&isImage=0&BlockImage=0>
IN THIS ISSUE

Quotes Feature Article Contact Information

BUSINESS BUILDER SERIES! "How to Find and Keep Clients" (This is a success mastery, 4-CD program especially for P&C agents) Click Here <http://www.rediffmail.com/cgi-bin/red.cgi? red=http%3A%2F%2Fwww%2Etheinsurancecoach%2Ecom %2Fashop%2Fcatalogue%2Ephp%3Fexp%3D%26cat %3D12&isImage=0&BlockImage=0>
QUOTES

History has demonstrated that the most notable winners usually encountered heartbreaking obstacles before they triumphed. They won because they refused to become discouraged by their defeats. (Bertie C. Forbes) Courage is doing what you're afraid to do. There can be no courage unless you're scared. (Eddie Rickenbacker) Leaders are visionaries with a poorly developed sense of fear and no concept of the odds against them. They make the impossible happen. (Dr. Robert Jarvik)
FEATURE ARTICLE

Insurance Agents Are Like Toasters We work in a unique industry one

in which insurance agents are like toasters. Let me explain Everyone owns and uses at least one small appliance at home. It might be a toaster, a garage door opener or a microwave oven. No doubt its something we use every day. And yet, we cant recall the brand name of the appliance. We all know what it looks like and how it operates, but generally cant remember who the manufacturer is until it breaks. When it breaks, we check to see what brand of widget it is and whether repair or replacement is covered. We decide whether we want to purchase the same brand or try a different brand altogether. It takes a problem to draw our attention to the brand and until that time, since we arent really aware of the brand were using, one brand is as good as another! Insurance agents are essentially like toasters. Were generally not thought of by policyholders until something breaks that is, until theres a claim. Once theres a claim, we have the ability to really shine. Were responsive and concerned. We work to expedite things and look out for our policyholders interests. We end up creating more of a relationship with our clients. When theres a claim, we get the opportunity to really shine in the eyes of the policyholder. The problem arises when everything is going well! When all is well and there arent any claims (which is most of the time), we arent thought of. And when we arent thought of, our clients are easily persuaded to consider using another agent or finding a better rate. The real challenge with keeping clients isnt mishandling a claim. Its being faceless. The danger lies in being a nameless toaster. How do you avoid the misfortune of being forgotten? Let me share a lesson I learned many years ago when I was working to succeed as a small business consultant. I have a pretty strong business background and I knew I could help most any small business in any area they need help with finance, marketing, systems, personnel, etc. I marketed to business far and wide - businesses in various industries and of various sizes. I was open to any

assignment I could attract. After all, I couldnt afford to turn any opportunity away. I worked hard at developing my consulting practice, but never achieved more than mediocre results. After a few years of struggling, I ended up moving on to other things (read that as, I had to get a job.). Just after accepting an executive position with a company, I gained an important marketing insight. Here is the insight I got: If youre not known for something, youre not known for anything. I had been a toaster. People hardly thought of me. They rarely referred others to me. Only a small number of them chose to give their business to me. My mistake kept my practice in mediocrity. In order for an insurance agent and agency to thrive, they must be known for something. In order to accomplish this, one needs to have a message thats remembered, and must create and maintain a relationship with their clients. As for the message, most agents have a message thats vanilla. They dont differentiate themselves from everyone else. Perfect examples of messages that dont differentiate can be found in your local Yellow Pages under Insurance. Pretty much everyone says the same thing. If you want to be remembered, you need a message which sets you apart. It doesnt need to be anything peculiar, just something that will cause people to remember you. It may be something about who you work with or something about one of your traits. Think of it as branding yourself; something to be associated with and remembered by.

I've been chosen as a Featured Columnist on ProducersWEB.com Please take a minute to check out my articles on their website along with all the other great content especially for insurance and financial service professionals. http://www.producersweb.com/r/TIC/d/columnist/?auI=200 <http://www.rediffmail.com/cgi-bin/red.cgi?red=http%3A%2F %2Fwww%2Eproducersweb%2Ecom%2Fr%2FTIC%2Fd %2Fcolumnist%2F%3FauI%3D200&isImage=0&BlockImage=0>
As far as creating and maintaining relationships with clients goes, obviously the way to create relationships is to interact with clients. Staying in touch with clients requires both passive and active systems. Passive systems are those which are essentially on auto-pilot and dont require much of your personal time. Passive systems can reach greater numbers of people because they dont require your personal involvement. They can be used with every one of your clients. Some Passive Systems you can implement are: Printed or email birthday cards (annual) Printed or email anniversary cards (annual) Printed or email annual review reminders (annual) Printed or email thank you note (annual) Printed or email newsletters (monthly or quarterly) Email thought of the week (weekly) Active systems, on the other hand, require you to be more selective. These are systems which are dependent on your direct involvement. Youll need to be selective with who will get your personal attention. Basically, youll want to nurture the strongest relationships with your best clients your A list. These clients typically will be those who have multiple or sizable policies with you, are easy to work with, and/or have been doing business with you for a longer period of time. This group will generally comprise about 20% of your book of business. Some Active Systems you can implement are these: Take your A list clients out to lunch for no reason (once a year) Personally call just to say Hi and stay in touch (2-3 times a year) Personally call to thank them for their business (annual) Conduct A list client appreciation events, open houses and seminars Send A list clients a Thank You gift (annual) Be a resource. Be on the lookout for non-insurance solutions clients need. Ask for their help (dont you feel more of a connection with someone when they ask for your help?) Send referrals back to clients

whenever possible In conclusion, the key to being remembered by your clients is to have a point of differentiation and to nurture an ongoing relationship. These two concepts will allow any insurance or financial services professional to boost their rate of retention, improve client loyalty, and generate more client referrals. Keep your business and yourself from becoming toast. Dont be a toaster. ========================

Imagine Having up to 90% of Your New Agents Succeed?

Listen,... we've all heard that the real key to growth is effective recruiting, but the truth is that there's no money in recruiting. The truth is that real business success lies in production. How often have you selected a candidate to join your team, knowing that he or she might very well be the next superproducer... only to end up with another mediocre agent? Or how often do you decide (sometimes even against your better judgment) to take a chance with someone, only to have them blossom and rise to become one of your top producers?

What percent of your new agents succeed?

The Truth About Selecting Agents: There are some fundamental problems with interviewing candidates. To begin with, most recruiters conduct a candidate interview, which typically constitutes a variation of a job interview. This technique is only effective at screening employment applicants. Secondly, in today's market, candidates are sharper and more prepared than ever. They've been coached on how to effectively answer most every question an interviewer will ask. After all, the key to job interview success is being prepared. Then,... to complicate matters comes this reality: Ask any person on the street whether they like to work for themselves and virtually 100% will answer YES! Now, as we all know - wanting to work for yourself and actually putting in the effort to succeed are two entirely different things. Candidates will often lie in an interview! But here's the catch... They won't typically lie to you (obviously if they did you wouldn't consider them). They lie to themselves! People often think they know themselves, their likes and their dislikes. But in reality, most folks don't really know themselves all that well. This leads to a real challenge in determining who truly has the skills and traits to succeed and who simply imagines him or herself to have them. It's because of these specific recruiting challenges that I've developed this

innovative program on candidate selection.

The Art of Candidate Selection

This unique program will show you clearly why interviewing candidates doesn't work and what to do in place of an interview. This is NOT about using some assessment test or profiling program/service. Here's what you'll get in this program: Three weekly Webinar sessions (on the phone and the web) designed to help you design and implement Effective Candidate Selection techniques You'll learn the secrets to the Three Most Effective and Reliable Selection Methods and when to use each one I'll share best practices from my years of working with clients from around the country and from different companies You'll get your specific concerns, issues and questions answered You get a workbook & handouts Each call will be recorded (audio only) and available online (for about 2 months) in case you have to miss a call or want a refresher. Plus you'll be able to download the presentation slides in pdf format.

Why should I take this program? You need to be a part of this workshop/coaching program because, if you're one of the many folks whose agents are not succeeding, then you need to refine how you go about selecting candidates. Besides improving your ability to choose wisely, you owe it to the candidates and their families to make your selection process as accurate as possible. You have the financial future of these people in your hands. The more accurately you assess someone's potential as an insurance agent, the more you help people and avoid hurting people.

THE ART OF CANDIDATE SELECTION WEBINAR The one-hour

Webinar sessions (live on the phone and the web) will be held on Mondays at 9am Pacific ( 10am Mountain, 11am Central, 12 Noon Eastern) Program Dates are: April 2, 9, & 16
Each call will be recorded and available online for about 2 months in case you have to miss a call or want a refresher. Plus you'll be able to download the presentation slides in pdf format.

ACT FAST! This Program is Strictly Limited to 30 People!

Only 30 19 spots left

<http://www.theinsurancecoach.com/ashop/shipping.php?

product=39&quantity=1> <http://www.theinsurancecoach.com/ashop/shipping.php? product=39&quantity=1>

The cost for this 3

session program is only $297

==========================

Special Report The World's Richest People Edited by Luisa Kroll and Allison Fass 03.08.07, 6:00 PM ET .boxIDhead { background-color: #336699; color: #ffffff; font-weight: bold; padding:2px;}.boxIDborder { border:1px solid #003366;}.boxIDbordercolor { backgroundcolor: #336699;}.boxIDrow { background-color: #ffffff;}.boxIDrow1 { background-color: #ffffff;}.boxIDrow2 { background-color: #efefef;}.boxIDrule { background-color: #cccccc;}.boxIDspace { background-color: #ffffff;}

<http://www.forbes.com/billionaires> <http://www.forbes.com/billionaires> <http://www.forbes.com/billionaires> The Complete List <http://www.forbes.com/lists/2007/10/07billionaires_The-WorldsBillionaires_Rank.html?boxes=custom> In Pictures: The World's Billionaires <http://www.forbes.com/lists/2007/10/07billionaires_all_slide.html?boxes=custom> Women We Envy <http://www.forbes.com/billionaires/2007/03/06/women-rich-envycz_mj_0306women_slide.html?boxes=custom> Celebrity Billionaires <http://www.forbes.com/2007/03/06/celebrity-billionairesrich_07billionaires_cz_lk_0308celebrity.html?boxes=custom> Bachelors <http://www.forbes.com/2007/03/06/bachelors-billionairesrich_07billionaires_cz_lk_0308bachelors_slide.html?boxes=custom> Young Billionaires <http://www.forbes.com/2007/03/06/youngest-billionairesrich_07billionaires_cz_lk_0308youngest_slide.html?boxes=custom> Newcomers <http://www.forbes.com/2007/03/06/newcomers-billionairesrich_07billionaires_cz_lk_0308newcomers_slide.html?boxes=custom> Profiles: Mexico's Carlos Slim Helu <http://www.forbes.com/free_forbes/2007/0326/134.html? boxes=custom> Britain's Richard Desmond <http://www.forbes.com/free_forbes/2007/0326/112.html? boxes=custom> United Arab Emirates' Khalaf Al Habtoor

<http://www.forbes.com/free_forbes/2007/0326/172.html?boxes=custom> Hong Kong's Richard Li <http://www.forbes.com/free_forbes/2007/0326/178.html? boxes=custom> Lifestyle: Homes Of The Billionaires <http://www.forbes.com/2007/03/06/estate-rich-homeforbeslife_07billionaires_cz_mw_0308homes.html?boxes=custom> Live Like A Billionaire <http://www.forbes.com/2007/03/06/luxe-live-richforbeslife_07billionaires_cz_lk_0308live.html?boxes=custom> Billionaire Playgrounds <http://www.forbes.com/2007/03/06/playgrounds-billionairestravel-forbeslife_07billionaires_cz_ls_0308playgrounds.html?boxes=custom> What Does Warren Buffett Drive? <http://www.forbes.com/2007/03/06/auto-rich-carforbeslife_07billionaires_cz_dl_0308cars.html?boxes=custom> Video: The Billionaires' Club <http://www.forbes.com/video/? video=fvn/billionaires/ms_billclub030807&boxes=custom> Ex-Billionaire Bad Boy <http://www.forbes.com/video/? video=fvn/billionaires/mmi_billayre030807_jal&boxes=custom> Quiz: Do You Have What It Takes To Be A Billionaire? <http://www.forbes.com/2006/03/08/billionaire-becoming-one_06billionaires_quiz.html? boxes=custom>

It has been a busy year for Forbes' team of fortune hunters. Strong equity markets combined with rising real estate values and commodity prices pushed up fortunes from Mumbai to Madrid. Forbes pinned down a record 946 billionaires. There were 178 newcomers, including 19 Russians, 14 Indians, 13 Chinese and 10 Spaniards, as well as the first billionaires from Cyprus, Oman, Romania and Serbia. Ingenuity, not industry, is the common characteristic; these folks made money in everything from media and real estate to coffee, dumplings and ethanol. Two-thirds of last year's billionaires are richer. Only 17% are poorer, including 32 who fell below the billion-dollar mark. The billionaires' combined net worth climbed by $900 billion to $3.5 trillion. That equates to $3.6 billion apiece. The average billionaire is 62 years old, two years younger than in 2005. This year's new billionaires are seven years younger than that. Of list members' fortunes, 60% made theirs from scratch. In Pictures: The World's Billionaires <http://www.forbes.com/lists/2007/10/07billionaires_all_slide.html> Within the ranks are simmering rivalries. Microsoft (nasdaq: MSFT <http://finapps.forbes.com/finapps/jsp/finance/compinfo/CIAtAGlance.jsp?tkr=MSFT> news <http://www.forbes.com/markets/company_news.jhtml?ticker=MSFT>- people <http://www.forbes.com/peopletracker/results.jhtml? startRow=0&name=&ticker=MSFT>) founder Bill Gates <http://www.forbes.com/finance/mktguideapps/personinfo/FromPersonIdPersonTea rsheet.jhtml?passedPersonId=936501>, the world's richest man for 13 years, and his

pal Warren Buffett <http://www.forbes.com/finance/mktguideapps/personinfo/FromPersonIdPersonTea rsheet.jhtml?passedPersonId=935130>, who holds the No. 2 spot despite enormous charitable donations, are quickly losing ground to Mexico's most-monied man, Carlos Slim Hel. Hel's net worth is up an astonishing $19 billion this year--the single biggest one-year gain in a decade--and is now just $7 billion shy of Gates and $3 billion less than Buffett. In Europe, Russia's mostly young, self-made tycoons are catching up to Germany's often-aging heirs and heiresses. Russia now has 53 billionaires (2 shy of Germany's total), but they are worth $282 billion ($37 billion more than Germany's richest). After a 20-year reign, Japan is no longer Asia's top spot for billionaires: India has 36, worth a total of $191 billion, followed by Japan with 24, worth a combined $64 billion. India's rich are also marching toward the top of our rankings. Brothers Mukesh and Anil Ambani, who split up their familys conglomerate in 2005, join Lakshmi Mittal <http://www.forbes.com/finance/mktguideapps/personinfo/FromPersonIdPersonTea rsheet.jhtml?passedPersonId=915206>, who heads the world's biggest steel company, Arcelor Mittal, among the worlds 20 wealthiest. India now has three in the upper echelons, second only to the U.S. But even in such a prosperous year, 44 people dropped off the list for various reasons. All our numbers are based on a snapshot of balance sheets taken on Feb. 9, the day we locked in stock prices and exchange rates. So the five executives who took their Fortress Investment Group (nyse: FIG <http://finapps.forbes.com/finapps/jsp/finance/compinfo/CIAtAGlance.jsp?tkr=FIG> news <http://www.forbes.com/markets/company_news.jhtml?ticker=FIG>- people <http://www.forbes.com/peopletracker/results.jhtml?startRow=0&name=&ticker=FIG>) public at 9:30 a.m. on that morning made the cut. Also on the list is Ernest Gallo, founder of E.&J. Gallo Winery, who died on March 6. But our numbers don't reflect the volatility that shook the markets three weeks later. Between Feb. 9 and March 2 the world's stock markets, as measured by the Morgan Stanley All Country World Local Index, fell by 3.7%. Some fortunes (those based on private accumulations of real estate, for example) didnt feel a blip. But some suffered severe damage. One big loser was a Spaniard, Enrique Banuelos, whose fortune fell 30% in four days. Are there billionaires we dont know about? Surely, yes. For instance, we didn't uncover Ireland's Denis O'Brien, who pocketed $800 million in a junk bond offering, until 13 days after we'd locked in fortunes, so he is not reflected in the rankings.
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what would you like to earn? $75,000 | $100,000 | $120,000 | $150,000 | $200,000 | $250,000 $75,000 If youd like to earn $75,000 a year but arent hitting it, ask yourself Are you working like someone who makes $75,000 a year someone who makes

roughly $37 every sales hour of the day? Are you valuing your time at that level? If youre not, who will? <http://www.justsell.com/cgi-bin/emailhours.cgi?article=sal75&title=sal75-title> <http://www.justsell.com/cgi-bin/emailhours.cgi? article=sal75&title=sal75-title> $100,000 If youd like to earn $100,000 a year but arent hitting it, ask yourself Are you working like someone who makes $100,000 a year someone who makes roughly $50 every sales hour of the day (almost a dollar a minute)? Are you valuing your time at that level? If youre not, who will? <http://www.justsell.com/cgi-bin/emailhours.cgi?article=sal100&title=sal100-title> <http://www.justsell.com/cgi-bin/emailhours.cgi? article=sal100&title=sal100-title> $120,000 If youd like to earn $120,000 a year but arent hitting it, ask yourself Are you working like someone who makes $120,000 a year someone who makes roughly $60 every sales hour of the day (or a dollar a minute)? Are you valuing your time at that level? If youre not, who will? <http://www.justsell.com/cgi-bin/emailhours.cgi?article=sal120&title=sal120-title> <http://www.justsell.com/cgi-bin/emailhours.cgi? article=sal120&title=sal120-title> $150,000 If youd like to earn $150,000 a year but arent hitting it, ask yourself Are you working like someone who makes $150,000 a year someone who makes roughly $75 every sales hour of the day (or over a dollar a minute)? Are you valuing your time at that level?

If youre not, who will? <http://www.justsell.com/cgi-bin/emailhours.cgi?article=sal150&title=sal150-title> <http://www.justsell.com/cgi-bin/emailhours.cgi? article=sal150&title=sal150-title> $200,000 If youd like to earn $200,000 a year but arent hitting it, ask yourself Are you working like someone who makes $200,000 a year someone who makes roughly $100 every sales hour of the day? Are you valuing your time at that level? If youre not, who will? <http://www.justsell.com/cgi-bin/emailhours.cgi?article=sal200&title=sal200-title> <http://www.justsell.com/cgi-bin/emailhours.cgi? article=sal200&title=sal200-title> $250,000 If youd like to earn $250,000 a year but arent hitting it, ask yourself Are you working like someone who makes $250,000 a year someone who makes roughly $125 every sales hour of the day (or two dollars a minute)? Are you valuing your time at that level? If youre not, who will? <http://www.justsell.com/cgi-bin/emailhours.cgi?article=sal250&title=sal250-title> <http://www.justsell.com/cgi-bin/emailhours.cgi? article=sal250&title=sal250-title>
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