Ken Varga's "Sell Insurance Like Crazy!"

LinkedIn is more than just a place to post your profile and forget about it.

You can be more visible on LinkedIn without devoting an enormous amount of time to it. 

Connections are strengthened when you interact and share ideas and information.

A solid network is vital to growing your business.

 

Here are 6 ways to increase your presence on LinkedIn.

  1. Give Recommendations. Post a recommendation for someone you are connected to. A key element of effective networking is to give first. And you never know, someone else may feel compelled to write a recommendation for you. This is not the reason you do it, just a possible outcome. 
     
  2. Give Endorsements. Give people you know endorsements. When you visit the profile of one of your connections, you will see an option to endorse their skills. This is a fast and easy way to support people whose work you value. 
     
  3. Join Groups. You can join a lot of groups. Click on Home icon on the top of your page, then type in the search bar groups, and then click on more and then click on groups. This will give you a list of possible groups for you to join. 
     
  4. See who has viewed your profile. Check out who has been looking at your profile. This is located on the left and is under the heading “Who’s viewed your profile” and if you click on it you can see a list. You may find that you know people who are looking at your profile and you can then invite them to connect.
     
  5. Share valuable content. Update your status daily, a few times weekly or as often as possible. You can share quotes, interesting links to articles and websites. This positions you as a resource and keeps your business visible.
     
  6. Add New Connections. Invite people to connect with you. I know this seems ridiculous to mention but often people get into a reactive mode and wait for others to ask them to connect.
     

If you meet someone and exchange contact details you can search Google using the keywords of their name and see if they are already on LinkedIn. If they are, you can then send them an invitation to connect.

The important thing though is to personalize your invitation instead of using LinkedIn’s standard text. It only takes a few seconds and it does make a big difference.

 

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.

You may not know this but in the high-fashion industry there is a slang term called:

Air Your Coochie

What does it really mean?

It’s a jargon kicked around by fashion critics to describe a dress that is too short and therefore shows the runway model’s “coochie’ as she struts up and down the catwalk.

Why is this term good news for us as marketers?

Not because we are sick and twisted perverts but because if you want your clients to bond with you and your clients' newsletters to be highly successful, then you must…..

Air your coochie.

Simply put:

You must tell your audience about your life…

And that goes double if you are in an uptight industry.

Trust me…

Your audience wants to know what makes you tick and when done right, with a bit of tack, this will turn your customers into ravenous fans.

Now, of course, there is an art to this.

It’s not like you want to go on a rant about the time you got a DUI after you ran a stoplight, or got tossed in the can for being a reckless bozo.

I’m talking about adding fun details about your life to your prospects and customers, even if it’s in your newsletters or emails to them.

Like the fact that you eat strawberries on top of your fruity pebbles.

Or the fact that you leather-up over the weekend, hop on your Harley Hogg, and get your cycling groove on.

The point is that nobody wants to hear about your business at this point in time, but they do want you to share some of yourself in your communications with them.

So, share with them odd things about yourself that they might just relate to.


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.

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.

Do you ever wonder why your marketing message does not produce the kind of results that you were hoping for?

Have you ever considered that you might not be speaking to the right group of people or perhaps the wrong language?

The first thing you need to do is define and identify your ideal clients. 

Here are some questions you can ask yourself about your ideal clients to better understand them. 

You need to think about things from their perspective.

Understand the fears of your ideal clients.

What do they worry about? What keeps them up at night?

Also, you need to understand the hopes of your ideal clients. 

What do they secretly wish was true about their life or business situation? What is the dream solution for their life and/or business that they would pay almost anything for?  If their perfect dream solution happened, how would that look?

Now that you’ve spent time in their shoes, it’s time to go deeper and be even more specific.

Ask yourself the following question.  You have just provided the solution for an issue challenging your clients.

What primary emotion or set of emotions is your ideal client feeling at the exact moment he or she is buying your product or service?

What is going through your clients’ mind?

What specific words do your clients use as they think about you, your service, or product and the potential results they will experience because of your help?

Write everything down that comes to your mind. 

It’s all about the language.

One of the biggest mistakes marketers can make is to use language that represents their creativity rather than the language used by their ideal clients. 

It is critical that you do your homework and speak the language that your ideal clients use.  Using the same language is incredibly important for two reasons. 

First, if your keywords do not match the terms that your clients use in searches, they will not be able to find you, and the best way to know the words and phrases your ideal clients use it to:

  1. Listen to the language used by your current ideal clients in person, on the phone, and on social media.
     
  2. Pay attention to the language used when a prospect approaches you to learn more about what you have to offer.
     
  3. Use the answers to the questions asked by your prospects.
     
  4. Join groups or communities on social media where your ideal clients hang out and listen to the conversations they are having with each other. 

 

Being aware of the words and phrases commonly used by your ideal clients is very important because those are the words and phrases you definitely want to use in your marketing copy, your content, and social media posts.

Understanding your ideal client’s deepest fears and greatest hopes will help you to know what motivates them to buy and by combining this with the language that they and other members of their community use, you are now able to communicate with them in a way that they understand. 

This will increase the effectiveness of all of your marketing efforts. With this knowledge, you are ready to locate and connect with your ideal 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.

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
Posted in Uncategorised  | No Comments yet, please leave one

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.

Word of mouth marketing is an effective and inexpensive way to bring in customers/clients.

Getting a recommendation about your business from a friend or acquaintance can be a confidence booster potential customers need.

Here are a few ways to generate a great word of mouth for your agency.

Word of mouth drives sales because buyers want to be sure they are making the right choice when they make a purchase. Hearing other people say good things about a product or business helps build a buyer’s confidence that their purchase won’t be a mistake.

Many businesses think of word of mouth marketing as free advertising. But word of mouth is so powerful that even big businesses pour millions of dollars into advertising campaigns to make consumers think everyone has a great experience when they purchase their products.

When you think about Burlington Coat Factory ads, you see individuals bragging about how much money they saved on clothes or DSW Shoe commercials where one woman runs up to another and says, “Where did you get those shoes?

Small businesses don’t have this kind of money to spend.

Here are a few ways to generate great word of mouth for your small business:

1. Provide excellent customer service. Treat your customers and prospects the way you’d like to be treated yourself. Smiles at point of sale mean a lot. Answer your phone immediately—don’t let them wait.

2. Be friendly. If you have clients that come into your establishment, smile and say “Hi” and ask how they are doing today. Use their name if you know them.

3. Return calls promptly after the sale as quickly as you did before the sale.

4. If a customer calls with a complaint about your product or service, don’t argue with them or point fingers. Apologize, even if you think the customer may be wrong, correct the problem or offer a refund. By handling problems quickly and efficiently, you and your employees can turn angry customers into fans and advocates.

5. Be personally visible to your market. Join networking groups and industry groups that your customers join and be a regular attendee at the meetings. Talk to the people you meet to find out what they do and what is important to them and what challenges they face. When you can, give them tips or point them to resources they need. Your goal is to be thought of as a friend and problem solver, not just a salesperson.

6. Be active in social media. Set up Facebook, Twitter, Google+ and LinkedIn. Choose the social media that you are most likely to reach your target customers. A social media “share” spreads the word of mouth about your company to all the people who follow and like the customers who share your information.

7. Add social share buttons to your website and email messages. The easier you allow for customers and prospects to share your information and promotions, the more they will do so.

8. Offer to be a speaker or give seminars. Be sure your talk delivers plenty of useful content. Delivering useful, fact-filled information and problem-solving tips about issues common to the audience will set you up as an expert and the go-to person to solve the problems you talked about.

9. Be involved in your community. Whether it’s sponsoring a little league team or an organization event, your participation will help you and your business name be remembered.

10. When people praise you, ask if you can use their comments on your website and promotional material. These are testimonials you can use to help prospects hear good things about your business.

11. Hone your networking skills. Join and become active in local business, community and industrial groups that attract your targeted customers. Win respect and business by helping others in the group achieve their goals.

12. Refer business to noncompeting businesses. When you refer customers/clients to others, those businesses are more likely to refer business to you.

13. Make your business name and phone number easy to find.

14. Last but not least, thank people who refer business to you. How you thank them will depend on you business. The thanks may be in the form of a hand-written thank you card, coupon, cash reward, or whatever is practical and ethical for your line of business.

Thanking those who help you will make them feel their efforts are appreciated which will make them be glad to recommend you to more people.

 

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.

Those in my coaching program have learned in module one the various ways to utilize the Law of Reciprocity.  

It’s “I’ll do this for you. Then, you do that for me.”

The law of reciprocity clearly tells us that we are all bound to repay debts of all kinds.  It is ingrained in all of us.

Here is an example:

I’m sitting in a restaurant with a customer. Then it happens. The check arrives. My customer and I both dive for it.  He is closer and snatches it up.

I say, “No. This is my treat”

He shakes his head.  “Won’t hear of it. I’m happy to pick up this tab.”

Then he says, “You can get it next time when we are together.  

With a certain degree of resignation I say, “Thanks, I appreciate it.”

I’m uneasy about it though.  Two weeks later, I have forgotten all about it.  But when the same customer asks me to do something extra on a project, something not easily done, I agree without thinking.

I say “YES.”

What just happened here is the Law Of Reciprocity.  

Here’s another example:

You are sending out invitations for a party and decide to invite that couple down the street. You do not like them and don’t really want them at your party, but they invited you to their party four months ago, so you feel compelled to invite them to yours.  

Reciprocity is at work in this example. When one person does something for another, that other person senses that a debt is owed and compelled to repay.

There are some remarkable examples of how the Law of Reciprocity has been used to dramatically increase the size and number of “Yes” responses in sales situations. Here are two:

Amway distributors give prospects a package of product samples. All they ask is that the prospect try out the products. Having been given the products to sample in such a generous way, the sense of obligation is overwhelming and many homeowners order products on the spot.  

Another example is the Hare Krishna’s technique of giving unwary travelers a flower.  The Krishna disciple would say that the flower was a gift. Then when the gift was accepted, the disciple would ask for a donation… Once the other person feels indebted to you, you then ask for what you want and let the Rule of Reciprocity go to work for you.  

  1. Be the first to give something. The person who gives first is in control.  

  2. Give something that is obviously and exclusively for the benefit of the recipient.

  3. People do not respond favorably when they feel they are being manipulated. So, you must not allow your gift giving to degenerate into an obvious play.  

Your gift should be exclusively for the recipient’s benefit. Your gift must not be self-serving or conditional in any way.

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.