Ken Varga's "Sell Insurance Like Crazy!"

“Email is a powerful sales tool for any insurance agent. And just like any powerful tool, if it isn’t used properly, bad things will happen.”

When it comes to learning what works in getting more prospects to open your email, you don’t have to do very much research before you find that most people will tell you that the answer is what you say in your SUBJECT LINE.

What I want to share with you is that there is a very important step that you have to do first if you want to use “email” as a way of helping you create clients.

Most of the emails I see are all about themselves or their company. How great they are, etc., etc.

Believe me…

No One Cares.  

You can’t make your email “All about You” or “What You Provide”.

Your email, and this is very, very important, should be about THEM and the problems you might be able to help them SOLVE.

Sure, subject lines are important. But what is more important is agreeing to the objective you want to achieve with your emails.

I have found that using emails as a way of offering HELP without asking for anything in return has produced the highest ROI yet (up to 2000% more effective). 

What I mean is helping my targeted audience solve problems they deal with on a regular basis, via weekly email newsletters.

This has produced, for me, far more positive results over blasting them with emails that say how great my product/service is and then asking them to sell.

So, if you change your objective of your email from getting a sale to building a reputation of helping others to solve their daily problems, not only will you come up with better subject lines that will get opened and read, you will also get more prospects to raise their hand and contact you when they need your product or service.

Well, that’s it for this issue. Next time I’ll write about another solution to problems you might be having and how to reverse them…

If you need step-by-step instructions on how to implement this and other ideas I give on creating clients, just visit Build Your Practice Fast Academy and sign up for my one-on-one coaching program.

This program can help you transform your practice/agency and learn from my years of experience and success, in which I created over 6 million customers.

MY MODULES are also available as INDIVIDUAL E-BOOKS. (Download the e-books here)

Invest in the growth of your insurance business. After you subscribe, we will arrange a phone call and I’ll show you a way to get 10/25 prospects per month on LinkedIn, as well as other marketing strategies.

Everyone reading this blog spends extraordinary hours doing business networking.  All too often there is a general sense that “there must be more.”   As a long-time business networker, please indulge me these thoughts on how to make it better.

One of the most enjoyable professional experiences is the “aha” moment that erupts when you are able to provide a business contact with a lead.  It is a tremendously enjoyable and effective way to network. 

Unfortunately, these peak “aha” moments are quite infrequent and much less common than most people think.  In truth, because these experiences can be so memorable, that it is easy to think they occur every other week. 

If you look closely, it’s probably more than every few months.

When you network, don’t limit yourself to looking for aha moments.  There is no need to.  Rather, learn about what your business contacts do, even if you don’t immediately need them, and they don’t immediately need you. 

When you develop relationships with quality partners and learn about what they do, how they do it, and with whom they do it, you are in essence acquiring a store of valuable information. You are increasing your capacity to be proactive, and to generate exponentially more aha moments in the future if and when an opportunity to work together happens.

The thing to remember here is that you don’t need to have anything from a potential networking partner in order to find out all about them. 

“Aha” moments will pop up from time to time and they will still be very enjoyable experiences. But remember: Networking these days, and in the future isn’t merely about trading cards and seeking that rare “Oh yes, I know someone who can do that” moment.  It’s about proactively building your business bank account with value, with information that you have learned from actively generating leads.

In this way, your access to new business professionals will increase as your circle widens and opens outside of its conventional framework.

The results will be more “aha” moments.  A high-quality network of diverse professionals who can provide answers and insight.  And, of course, my old favorite: more prospects which lead to more clients.

 

Also, please check out my new training program, the Build Your Practice Fast Academy and let me know what you think. This program can help you transform your practice/agency and learn from my years of experience and success, in which I created over 6 million customers.

Most financial advisors fall into the deadly trap of offering a service that people really need… and then wonder why they have trouble setting appointments and getting new business.

Are you making this mistake?

Do you see it? 

Did you spot the deadly mistake?

Look closely here…

  • A lot of people need to stop eating junk foods…but they really don’t want to.
  • A lot of people need to stop smoking…but they still really don’t want to.
  • A lot of young people need to study harder…but they really don’t want to.
  • A lot of people need better life insurance coverage…but they don’t want to deal with it now.
  • A lot of people need financial planning…but they really don’t want to invest the time or effort.

Look around and observe carefully:

  1. A lot of people need to do a lot of things.
  2. But most people don’t DO things unless they emotionally want to.
  3. Or, unless they HAVE to.

Yes, people definitely need and should do a lot of things.

But the simple fact is, people generally only DO what they WANT or HAVE to do.

Makes sense?

Sure it does.

Are you actively applying those basic principles of human nature to your marketing?

No offense intended, but I’ll bet you ARE NOT.

You probably believe that most people need financial planning, (Yes, they definitely do.}

But just because they need it, don’t delude yourself into thinking that they want it.

I could go on for hours about this, but I won’t.

The point is simple.

Most financial professionals still focus on selling to financial needs vs. emotional wants.

Having a product or service that people need is very different from having one that they want.

 

Okay, so what IS it that people really want today?

Brace yourself for this astoundingly simple answer.

People today want the same OLD emotional things that they’ve wanted for years and years.

The same down to earth, old-fashioned, life-fulfilling things you probably want also.

How many of these things do you want?

  • To have a good paying job or business of your own.
  • To have interesting and meaningful work you can take pride and joy in.
  • To have a home, food, clothing, and security for your family.
  • To be able to pay your bills on time without stress.
  • To have family and friends to love.
  • To have good health insurance coverage if you get sick and need care.
  • To have enough money for your children’s college education.
  • To have an adequate financial nest egg for later years in life.

 

My question to you is, “Are you actively applying these time-tested emotional wants in the packaging of your services?”

Again, no offense intended, but I’ll bet you ARE NOT.

When you do, you will see a transformation of your practice/agency into many many sales.
 

Also, please check out my new training program, the Build Your Practice Fast Academy and let me know what you think. This program can help you transform your practice/agency and learn from my years of experience and success, in which I created over 6 million customers.

Your Agency/Practice can be one that sells online or it could be products you sell at parties, or one to one at lunch or in homes. 

There are many ways to market your business.  Whatever way, one of the most important items that I never really see addressed in any articles I read about Business Marketing, is the importance of saying two simple words: “Thank You.”

Whenever you sell anything, you should always send a Thank You letter or a Thank You message after the order is placed, whether on the Internet or a thank you letter after the customer has purchased your product. 

Then you should follow up with another personal message after the purchaser has had an opportunity to use the item/service. You can ask if they have any questions and are enjoying the benefits of what they have purchased.

When you do this, you have created a really dynamic opportunity to build a relationship with that customer and reap the rewards of many future purchases that person will make or even turn them into an influencer, where they will refer others.

 

Here’s a simple fact:

The customer, who feels flattered and appreciated, will become a life-long customer, and will eagerly give you their money over and over again. That is what builds repeat business and a steady growing income.

That is the foundation of success. This is multiplied over and over again in your business.  Think of that power and reward. And there is nothing more valuable to any business than repeat customers.

Everybody likes to be appreciated, but when you are appreciated when you least expect it, the impact on you is HUGE.  

When you take the time to give special notice, customers remember you.

There are many ways to single people out, and this is one of the personal and heartfelt Thank You’s that works every time.

Do you say thank you to your customers for doing business with you?

Think about it.

Do you say thank you half-heartedly, or perhaps you send out a “Form Letter” thank you pre printed and impersonal, which when received, is dropped in the junk mail pile?

A real “Thank You’ is something that gives the customer a personal feeling as one human being reaching out to another and saying, “You are special TO ME. I appreciate your business.” 

When you don’t expect that call it really will have a real impact on you.

The challenge you face is to find a way to say thank you the right way to as many of your customers as you can, if not to all of them.

If a ‘Thank You’ is overlooked in person, what about on the Internet?  How do you say Thank You and make it personal and meaningful to that distant cyberspace customer who might be here this minute and off to that other vast shopping ground next?

Once you have their names, then you must send them a personal email message thanking them for doing business with you. 

But don’t stop there.

Set up an automatic, follow-up message asking if you can be of further assistance and say “Thank You” again for becoming a customer. 

Let me say, “Thank You” for reading this latest idea for creating clients.  I truly value your desire to be the best marketer you can be and I sincerely desire to help you achieve that. It is people like you who make doing business a pleasure, not just a chore.

Thanks again.

 

Also, please check out my new training program, the Build Your Practice Fast Academy and let me know what you think. This program can help you transform your practice/agency and learn from my years of experience and success, in which I created over 6 million customers.

Today, I’m going to share what I’m convinced is the single most powerful trigger word that make your “Reasons Why” hit home with a much greater persuasive force.  To me it is the overlooked word that causes more prospects to say “yes” than any other word in the dictionary.  

In the past, I’ve reviewed and given you many ideas on how to sell on giving the prospect many “reasons why.”

Why is this one word so powerful?

Because it triggers an automatic and favorable response with the majority of your prospects.

It also secretly “anesthetizes” the skeptical part of your prospects’ brain, seducing them into deciding emotionally, often with little or no critical thinking.

Also, you can use this magic word any time you want to persuade almost anyone to do almost anything.

Individuals love to be persuaded this way.

Interested? If so, you are already coming under the spell of this magic word.

Let me first give you some scientific proof on why it works and then I’ll reveal the word to you.

I remember reading in the past about an experiment that was done where there was a group of people standing in line waiting to use a copying machine.  

A well-known principle of human behavior says that when we ask someone to do us a favor we will be more successful if we provide a reason. 

 

So let’s say the following to the people in the line waiting for the copier.

“Excuse me, I have five pages.  May I use the Xerox machine because I’m in a rush?”

When this phrase was changed to “Excuse me. I have five pages. May I use the Xerox machine because I have to make some copies?” the result was nearly all agreed, even though no real reason was added to justify their compliance.  

The word “because” triggers an automatic compliance response, even when given no subsequent reason to comply.

If you want to boost your results by very significant numbers, start filling your copy and phrases with more “becauses.”

Why? Because it works. And for the best results, always follow your “becauses” with compelling reasons.  

I believe the bar is raised a little higher with written words because people are more deliberative when they read.

For example, I could encourage you to read my blogs regularly by saying, “Read My Marketing Tips Blog because they are based  not on opinions but on solid experience over 40 years.”

Because they will help you become a master of Marketing.

Because they will help you create more customers.

Because they are the best gems to help you get where you want to be.

These excellent reasons, framed by “because,” are infinitely stronger than a lame claim like, “you will be glad you did.” 

In the end, there is no great mystery, or any unethical manipulation involved in the use of the word “because.” In fact, I believe it is the most honest, above board, and ethical type of persuasion you can use.

Because people act in their own self-interest. And when you give people rational, logical and honest to goodness reasons to act in their own self-interest, they do.

You win and they win.

In fact, to me, it is the best kind of sale you can make because it’s a sale built on mutual benefit, trust and the truth, all of which will endow you with future sales from that same customer and lots of referrals.

So persuading a customer in this straightforward, “reason why” way creates not just one sale, but a repeating annuity of future sales and a stream of revenue that keeps making you wealthier repeatedly, not just once.

To me, it is the most leveraged way to build both your sales and your wealth, all from a single magic word, because

Well, that’s it for this blog article and please let me know how this works for you. 

 

Also, please check out my new training program, the Build Your Practice Fast Academy and let me know what you think. This program can help you transform your practice/agency and learn from my years of experience and success, in which I created over 6 million customers.

Use the Strengths YOU Have

Posted by admin on August 15, 2018
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In school I tried to always sign up for subjects I had knowledge in. Why? Because it made me feel great. This was going to be easy I’d tell myself.

But what did your counselors say to you:  Take the classes that you were weakest in. 

While learning new subjects is a great idea, striving to develop weaknesses can work against you.  Conventional wisdom says we should work on improving our weaknesses. To me, it is a missed opportunity.

Imagine what would have happened if Einstein, Chris Evert or Pavarotti had followed that advice.  All these people devoted their entire life to develop their natural strengths.  As a result, they each were tops in their fields.

Highly successful entrepreneurs, as well as top scientists, athletes, and entertainers throughout history, have achieved greatness by focusing on their areas of strength. 

 

Every, and I do mean everyone, has a natural aptitude iforsomething.  We all have a special “Gift”. 

Most of the time, we don’t recognize our aptitude. 

The truth is that we are all very different.  You are able to do something better than I can.  And I can do some things better than you.

How do you discover your natural talents?  First, write down a list of those things that you do that seem easy for you.  These are the things that you can do that seem almost effortless.   Often, the tasks that are easy for us are those where we have a special aptitude.

Finally, make a list of all the activities that make you happy.  These are things that make you smile.  These are the tasks you would do just for yourself, with no promise of gain, just because they are fun. 

Look through the two lists to find the common activities.  These are likely to be the areas of your natural aptitude and talent.  These are the areas of greatest potential for you.  Imagine if you could spend most of your time developing and playing at something that makes you happy and where it is easy for you? Wow.

So, my advice is not to get caught up in the old advice to work on your weaknesses.  Hire someone who is good where you are weak.  Delegate tasks that you don’t enjoy to others who do enjoy those things. 

Automate the repetitious tasks. Hire a Virtual Assistant to do those things for you.  If you want the information of who I use as Virtual Assistants, please let me know. 

My feeling is that no matter how hard you try, it is unlikely you will ever be more than average in areas where you do not have an aptitude. 

Working on developing your natural talents is self-rewarding and motivating and allow you to continually realize higher and higher levels of ability, achievement and success.  Invest your time and energy in being great at something really great. You will be happier. 

What a great combination.  Doing what you love and people paying you for it.

So focus on your strengths.

 

Also, please check out my new training program, the Build Your Practice Fast Academy and let me know what you think. This program can help you transform your practice/agency and learn from my years of experience and success, in which I created over 6 million customers.

What a great week.  I received hundreds of emails from you about this topic and how it has increased your bottom line.  This is what makes all the time it takes to put these tips together, very worthwhile when I hear from you that you’ve implemented the concept and the results it brought to you.  Thanks again for letting me know.

Now, let’s continue on this topic and go over the other two reasons customers stop buying from you.

Number 3.  This reason, why a customer became inactive, is because something caused an interruption in their buying habit. When you recognize this type of an inactive customer, it is the easiest to reverse. This is because the interruption is usually something temporary, and the cause has no negative reflection on you.

There are many reasons for this interruption.  For example:

It might have been a change in the seasons.

It might have been because of a family emergency.

It might be because your hours are inconvenient for them.

It might be because they moved.

It could be many other events that occurred in their lives, where they just completely forgot about you.

Even if your customer or client has gone to another supplier, vendor, or service provider, it is a very easy process to reactivate and reclaim them to becoming your customer once again.

All you have to do is to communicate with that customer, preferably in person, if you can justify it, or by telephone.  It that isn’t possible, send the customer a personal letter. In next weeks tip, I’ll give you a sample of two letters to could massage to your business.

But, regardless of how you contact the person, the approach should be the same.  You should express your concern for their well-being.  Explain that you’ve noticed that they haven’t visited for a while, and that you hope everything is all right with them or their business or their family.

Let them know that if there is any problem, you want to help out.  You want them to understand that once they become a valued customer, that they become more than just a financial transaction.  I hope all of you reading this feel the same way about me.

You all become a dear and valued friend, somebody I care about, and somebody whose well-being and success is utmost in my mind.  I always express that if there is anything I can do to help you, I stand ready to do it.

If you do and feel the same as I do, your message will be received with thanks and this sincere communication with them, will be enough to turn the tide.  They will be very appreciative of the call or letter and will start becoming your customer all over again.

Imagine how powerful this is and all it took was to communicate with them.

The last reason a customer stops doing business with you, is that somebody came up with a seemingly superior promise, advantage, or benefit, either in a comparable product or service or something entirely different.

It might not even be any of these reasons, but your customer perceives that this alternative product or service might serve their needs better than the one you provide.

Perception is very important in our discussion.  It is important to remember that the perceived superiority of your competitor’s product or service may be just that, a perception.  Your job is to counter that perception by building and strengthening your position by reminding them of the unique advantage, benefits, or results your product provides.

Perhaps, in the past, you didn’t go out of your way to continually communicate how it benefits them to being your customer. If I can be very blunt, perhaps you may have taken your customer for granted.  The answer is to thoroughly educate them by giving them information that shows why and how you do more for them than the competition.

Again, I’m going to bring up the importance of your Unique Selling Proposition.  You may need to revisit it and ask yourself, what benefits, advantages and what better results does your product or service provide over the competition?

You should constantly be reviewing your USP and make a list of other benefits, other advantages, better risk reversal, guarantees, etc. so that you can re-present your product or service to your inactive customer and have them see you offering something more.

Consider offering them an advantage to come back.  Say something like, “you probably never realized we did all of these things, “ or “ I didn’t offer these things in the past, but now we’re new and improved.  Give us a chance to demonstrate how much better the process of doing business with us is, and we want you back. So we are offering you….”

Offer them a great “comeback” offer that is so irresistible, you will be guaranteed to get them back as a customer, even if you don’t earn anything on this initial offer to get them back. Why would you do this?  Because all of you know that it is cheaper to sell to an existing customer than spending money to get new customers.

In reactivating lost customers, it is very important that your voice and presence, promote concern for their well-being.  All it takes is a little practice before you will reactivate all of your lost customers.

Current customers may be your greatest asset, but your old and inactive customers aren’t far behind.  I urge you to make every effort you can to win them back.  You won’t regret putting forth that effort, because most inactive customers can be reactivated

Always remember.  The responsibility for reconnecting is yours.  It’s up to you or one of your associates, to call, write, or personally visit your inactive customer.

Well, that’s it for this week.  Again, let me know the results you have after you implement these ideas.

Also, please check out my new training program, the Build Your Agency/Practice Fast Academy and let me know what you think.  This program can help you transform your agency/practice and learn from my years of experience and success, in which I created over 6 million customers.

You read it correctly. You can send FREE messages instead of expensive InMails to people that share the same LinkedIN Groups as you.

 

To go any LinkedIn group you are a member of and Click on the Members tab. LinkedIn has recently made a change where for some of you this tab is no longer there, so click on the number of members that show up on the far right, top, corner after you have clicked on your group.

 

Look at all of the 2nd level connections inside the group’s member list and you will see an option that says. “ Send Message.”

 

When you select “Send Message”, a message box will instantly open up that gives you a direct line to that individual’s inbox.

 

Doing it this way is good for the first 500 individuals in the group. But if the group is larger, doing it this way, you will lose out on the remaining members. What I suggest is that you create a list of first names, then in the search bar, type in a name, ie: James, then go to their name and click on “Send Message” and you will be able to send messages to all of the James’s.

 

Or if there were specific things you were looking for. IE: VP Sales, Human Resources, etc., then just type it in the search box, and go from there.

 

Well that’s it for this Issue. Next time I’ll write about another solution to problems you might be having and how to reverse them. If you need step by step instructions on how to implement this and other ideas I give on Creating Customers. Please go to www.buildyourpracticefast.com  and sign up for my one on one Coaching program. You can’t lose by investing just $20/month in the growth of your business. You probably Tip more than your investment each month. Invest in the growth of your business. After you subscibe we will arrange a one hour phone call and I’ll show you a way to get 10/25 prospects per month on LinkedIn. If you aren’t convinced after this phone call, I’ll refund your $20. Guaranteed.