Ken Varga's "Sell Insurance Like Crazy!"

How many times has someone asked you this common question during your life?  Probably thousands of times.

In your day-to-day life people will ask you this simple question over and over again.  You probably hear this question from friends, clients, family, business associates and almost everyone else.

So, how can you take this common question and turn it into a consistent referral source that will give you a chance to get more referrals and more business every time someone asks, “How’s Business?”

But before I tell you what you should be saying, I’d like to ask you, “What do you now say when someone asks you How’s Business?”

You probably say “Business is Great.”

If you would like to turn this question “How’s Business?” into a steady source of referrals and new business, you need to answer the question in an uncommon way.  You will need to turn this casual conversation into a “Referral Conversation.”

This will give you a chance to get referrals and new customers.

When someone asks you “How’s Business?” you should say, “It’s going very well and thanks for asking.  It is important you know that I do have time to help you, your friends and anyone else that you care about that could use my help.”

Now you should pause.

Then ask, “If your best friend needed help creating a Financial Future for themselves where they never had to Stress out about losing any money, would you feel comfortable introducing them to me?”

If they say yes, then honor the answer and move on.

If they say, “NO, I don’t have a Financial Advisor that I’d feel comfortable sending my best friend to?” then you should answer, “I’m curious, what would have to happen for you to feel comfortable introducing the people that you care about to me, so I can help them when they need Financial Advice?

Let me know what the results are that you get when you start doing this.

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.  After you join the program you will never have to worry about creating prospects or customers. 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 subscribe 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.

 

Choosing You Over Your Competition

Posted by jgoddard on November 23, 2016
Posted in Uncategorized  | No Comments yet, please leave one

If you want to beat the competition and have more customers choosing your business, here are a few things you can do to make your business stand out fro your competitors.

Do you ever wonder why someone chooses your business products or services over your competition?

Short of just giving everything away for free, there is really no way to make sure a customer won’t run away to your competition.

There are a few things that you can do to make yourself, and your products stand out from what your competitors are offering.

  1. Differentiate your offerings from your competition. Be different and unique.  Think of things your competition doesn’t do that you can do then offer those things.

Soon you will be the choice because your clients will want that “extra” that you gave them.

The key is to be different.  Don’t let being chosen left to luck or random selection.

Here are a few more ideas that will help you.

  1. Think of how you can make your services a little more expensive. This may seem like the exact wrong thing to do, but trust me; it is the right way to go.  If you don’t value your service, your efforts, your experience, and your product then no one else will either.

You can add extras in that your competition isn’t offering or isn’t’ capable of offering, but don’t devalue your services just to increase sales, if it’s at all possible.

Price yourself like you know what you are worth.  Trust me, the clients who will value you and what you have to offer and are willing to pay for it will be the clients that you’ll have for life.

  1. Be extremely approachable. I’ve found that potential customers like it when you are very available and responsive to their questions and needs.

When you are trying to land a new customer and you reach out to them via phone or email and/or respond in a very familiar tone quickly to an email question that they may have, you have already started to process of winning them over.

Personalize the response.  It doesn’t take much more effort on your part but it means a lot to a customer who is trying to make a choice.  It sends a message that they are important to you, you provide answers quickly, and that you will be there and available when they need to contact you in the future.

For me that sometimes means Skyping to an individual in another country, but it works and it is worth it.

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 subscribe 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.

 

Customers and Client Getting Script

Posted by jgoddard on November 10, 2016
Posted in Uncategorized  | 2 Comments

What is really great and exciting about this Script is that you can use it Every Week, and if you talk to a lot of people each day, you might be able to use this every day.

This script will get more Customers/Clients every week because it is designed to be used whenever someone asks you this common Question: “What do you Do?” or “What do you do for a Living?”

You can just close your eyes and imagine for a moment how many times people have asked you this question.

In your daily life, people will ask you this simple question over and over again because it’s the most common question people ask during casual conversation.

You must initially start by telling people a short story about what you do.

By telling people a short story about what you do, you can paint the exact picture that you want people to see.

Here’s an example

“What do you do for work?”

“Thanks for asking, the best way to describe what I do is with a quick story.  Recently I met a woman who needed help after her husband passed away.   I spent hours going through the various documents she was confused about. I also communicated with the insurance company’s in her behest. Then I created a Financial Package that guaranteed her she would never run out of an income by living too long.

That is what I do.“

After they hear this story, the person will normally mention something relative.  They might say “I wish I had someone like you” or they might say “Wow, That is amazing, I could use the same help.”

By telling people a short story about what you do you can open the door to having a wonderful conversation about what makes you unique as a Financial Advisor and how you can be the perfect Financial Advisor to help them.

By suing this script, you have just created a casual conversation into a “Referral Conversation.”

Let me know your thoughts and how this idea has worked for you.

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.  After you join the program you will never have to worry about creating prospects or customers. 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 subscribe 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.

 

Building a Profitable Email List

Posted by jgoddard on October 27, 2016
Posted in Uncategorized  | 1 Comment

In this message I’m going to share with you what I feel is the single most important thing that will:

 

  1. Boost your relationship with your list and as a result….
  1. Boost your Income from your list.

 

Before I start let me say that your list doesn’t necessarily have to be large.  Even a small quality list can work for you.  You don’t need as big of a list as you might think.

 

The most important thing is not the size of your list, but rather the relationship that you have with the people on your list.

 

When it comes to building a loyal relationship with your list, you just need one thing……

 

EMPATHY

This is the most important word when it comes to marketing.

Most Insurance Agents and Advisors don’t understand this and this is why they struggle to attract customers.

 

The secret is to understand and connect with the existing desires of your target market.

 

You ask, “How do I do that?”

 

There are a number of available strategies for uncovering exactly what your audience wants in order to attract them to your list and then sell them your products.

 

Here is my favorite.

 

Have a chat with someone you want to help and ask them a few questions.

 

  1. If you could wave a magic wand and have any result or change anything when it comes to (fill in your topic), what would that be? What would it look like?

What are your biggest challenges when it comes to reaching that result?

  1. What would you need right now to help you reach your desired outcome?

 

You must listen carefully to the answers.  What they tell you is everything you need to know to build your list.

 

This is empathy in Action.

 

 

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.  After you join the program you will never have to worry about creating prospects or customers. 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 subscribe 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.

 

 

Facebook Tips and Strategies

Posted by jgoddard on October 13, 2016
Posted in Uncategorized  | No Comments yet, please leave one

In my coaching program I’m always asked for tips and strategies to create customers on Facebook.

Here’s a few:

  1. When a person “likes” your Facebook post, always respond with a comment with their name in it. Use their name to personalize the comment.

If you start to type their name in, Facebook will fill it in and it will tag them.  If you want to make it more personal, you can back out their last name, which is what I suggest.

Here are some examples:

Mary, I love that you enjoyed this.

Mary I knew this message would resonate with you.

Mary, I love it when you like what I share.

  1. IN the beginning of the post that you do, encourage people to share it with others. What I do is simply write on the top of the post:                                                                                                                                “This is worth sharing with your friends.”

Or

“It would be cool of you to share this with your friends”

Put a message either at the top of your post or at the end of the post encouraging people to give it away.

  1. If a person comments, always “like” their comment and respond to it with a question.

For example, if a person says, “That is really cool”, you would comment and ask them what is it about his that you found to be cool?

Just have some fun with it.  When people comment, don’t let them hang, go back and say something about what they said.  You want to encourage and facilitate a conversation and therefore build the relationship with them.

Why is this Key?  I call it the “Law of Familiarity”, the more communication, in whatever form, you have with people, the more familiar they become with you.

The reality is that people love to do business with the people they are familiar with, and they love to refer others to people they are familiar with. Facebook is the ultimate way to create a high level of familiarity with others.

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.  After you join the program you will never have to worry about creating prospects or customers. 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 subscribe 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.

 

When you make a sales call, what do you think will be the one thing that convinces your prospect to purchase from you rather than the next guy?

No, it’s not going to be the free gift you are giving away or how handsome you are.  It will be the Unique Selling Proposition you offer.

A unique selling proposition, or USP, is a differentiation that sets you apart from the competition.

Differentiation is one of the most important strategic and tactical activities in which companies must constantly engage.

To begin with you must start by describing your target audience and be as specific as possible.

Now you must explain the problem you solve.  The solution they get when they purchase from you.  What is the individual need or challenge they face that your business can solve for them?

I’ve gotten the answer to the last sentence simply by asking my  customers the question.

Then you need to list the biggest distinctive benefits your product offers.  In other words what sets you apart from the competition.

When doing this you must try to be descriptive and put the words that they can envision in their minds.

Now you need to define your promise.  Make a pledge to your clients and put it in writing.  If they see a written policy or take away that you can or will provide, the chances are good that they will have a better customer experience.

Now comes the difficult part.  You need to rework all that you’ve written to try to get it into one paragraph.

This will take some time but it’s surely worth the effort.

Once you have developed your USP, scream it from the rooftops, publish it on your website and in the flyers you hand out.

Over time, awareness will increase and when people need the services you specialize in, they will know to come to you.  And guess what?

The word will spread and word of mouth will kick in and people will be calling you to do business with you.

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 subscribe 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.

 

How to Multiply Your Prospect List a Thousand Fold

Posted by jgoddard on September 14, 2016
Posted in Uncategorized  | 1 Comment

Autoresponders are definitely the most powerful marketing tool I have ever used to build my business and my following.

My results are absolutely amazing.

To me, it is the best way to keep in touch with your prospects and build your Customers base.  Using autoresponder messages, you can easily direct them to your website or your blog and even to your YouTube channel.

If you already have an autoresponder account and opt-in landing page, the next step you need is to make a hot autoresponder message that converts.

With autoresponders you can even create a whole series of messages that will automatically sent to your list of prospects.

There are many different types of messages you can send, depending on what your objective or goal is, however here is one with a call to action.

Here are 5 important steps you have to use.

  1. Congratulate your prospects for making this great decision.
  2. Talk with them about their problems
  3. Talk with them about your benefits on how you can solve their problem.
  4. Tell them what they need to do next to solve their problem. This is your call to action.
  5. Share how you will help them and provide the support to solve their problem.

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. After you join the program you will never have to worry about creating prospects or customers. You probably Tip more than your investment each month. Invest in the growth of your business. After you subscribe 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.

 

Going Back to Marketing 101

Posted by jgoddard on September 1, 2016
Posted in Uncategorized  | 3 Comments

Remember the basic marketing truism a transaction happens between two people: the seller and the buyer.

 

Not between 200 people but, again, between two people.

 

This means:

 

  1. If you stay focused on how to create the best outcome for each person you interact with rather than a mass of people as a whole, you will do just fine.

 

  1. If your messages and emails and online interactions you make are about individuals as opposed to writing one size fits all blasts, you will do fine also.

 

  1. And if you stay ahead in the sense of doing what is right and what makes sense, you have enormous competitive advantages.

 

 

I’ve said it many many times over the years that being a decent person is a rare competitive advantage.

 

The specifics of what that means may change, but the sentiment hasn’t.

 

“When you take care of each person you interact with individually, put their needs first, and do well by them, you will do well.  Because, let’s fact it, most people are not.

 

CARING sets you apart from the crowd.

 

 

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. After you join the program you will never have to worry about creating prospects or customers. You probably Tip more than your investment each month. Invest in the growth of your business. After you subscribe 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.

 

I’ve often been asked the question of how to respond to the objection “We are going to hold off”.

 

When this situation happens, there are usually two reasons.

 

One you are speaking with the ultimate decision maker and they are the ones that emailed you this bad news, or You are speaking with the Influencer and they delivered those words to you.

 

Of course, there could be a third platform where you think you are dealing with the decision maker but in reality, you aren’t.  For this article, I’m assuming you are truly speaking with someone in position of power and decision making ability.

 

Here’s how to respond:

 

I’m a huge advocate of calling first and emailing second.  This situation however, is the exception to my rule.

 

If you call your prospect right after receiving their email, on of two things is going to happen.

 

  1. They will ignore your call because they want to avoid conflict
  2. Or if they do answer your call, their guard will be up and it will be very hard to bring down.

 

What I have found to be extremely helpful is to reply back to the email in a very particular way.  The goal is to do two things:

 

Lower Their Guard

Get them Talking

 

So in my reply I simply say something like, “OK.  No problem.  Thanks for letting me know.

 

This will help lower their guard as they expected you to ream them about why they should be buying from you.  It will be a relief that you aren’t trying to strong arm them into buying.

 

Now you need to ask them the following question.

 

“Ok. No problem.  Thanks for letting me know.  Is it because the policy I showed you wouldn’t cover all of your needs?”

 

Now if you truly were following the right sales process and they were a highly qualified prospect that went off the tracks and you handle this situation the way I’ve just shared with you, you stand a good chance of having them respond to you.

 

Since my email reply lowered their guard and then asked them a THIS or THAT question, they were more willing to reply.  And that is all you need them to do.

 

If they decide to reply, they will explain what the delay is.  They will either say it is THIS<That or Something totally different, which is what you need to know.  In essence, you now have the real objection.

 

You now can say, let me check on something first.

 

Now wait a few minutes, then call them back.  When you call them back, they are going to be curious about what your solution is.  Their guard will be down and their curiosity to hear your solution will be up.

 

You are now in a perfect position to handle the objection and close the sale.

 

 

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. After you join the program you will never have to worry about creating prospects or customers. You probably Tip more than your investment each month. Invest in the growth of your business. After you subscribe 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.

 

You probably felt great after having those nice conversations with CPAs, estate planners or other ancillary professionals.  You thought you had a meeting of the minds and a nice source of referrals.  You sent them referrals to sweeten the pot.

Then you wait.  And wait. And wait some more.  Nothing happens. No referrals.

You are probably wondering what you did wrong.

Here are two reasons why this might be happening.

  1. Some individuals are focused solely on delivering their own services. They don’t trust other professionals.

Even though such a professional has a Customers base that is a good fit for you and would benefit from your services, this person will not share his clients with you.

You need to have a talk with your prospective alliance partners and explore their attitudes about sharing.  If you find any who are not open, then it is time to move on and find other professionals to replace them.

  1. You didn’t stand out. CAPs, and other ancillary professionals are approached all the time by individuals like yourself.   The description of what is unique about what you do needs to stand out.

You may not have communicated to your strategic alliance that you specialize in providing solutions for a specific niche.  You are seen as just on of another dime-a-dozen individuals.

You will stand out when you can explain the sophisticated solutions you provide for your clients.  It is not enough to list all that you offer and the solutions you can manage.  You will need a well crafted and compelling marketing message that tells the great results you provide for a specific group of people.

Now you need to back this up with real stories of how your clients have benefited from the solutions you offered.  This makes them think of you when the right clients need you.  When you can paint a clear picture of whom you help, it is easier to refer to you.

And don’t forget that a lot of Alliance Firms have reached a level where they are not taking on new clients.  You want a firm that is in a growth mode.  They are talking with new clients; new things are going on and are at a point where they just might need solutions for their clientele that you offer.

So, find a firm that is focused on getting new clients.  Their new clients often have immediate needs for your solutions, so it is logical for them to refer them to you. Growing companies are the ones who can become great alliances.

Again, walk away from unproductive alliances.

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. After you join the program you will never have to worry about creating prospects or customers. You probably Tip more than your investment each month. Invest in the growth of your business. After you subscribe 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.