Friday, April 18, 2008
Time Change
I'll be running webinar to go over membership benefits on tomorrow, Saturday at 11am EST - not tonight at 6pm. Info is below and on the website www.ihiaa.com
Trying to keep up with updates
Sorry all - trying to keep up with updates and I'm falling behind. Right now I'm still on LeadPod - absolutely love them.
Basically, all of my leads gets fed into LeadPod and they simply make the calls for me. In my particular situation it's a Godsend since most of my day is the association yet I still need to write some business.
This automates my business and frees me up to do other things during the day.
The association is doing extremely well - much better than I thought it would without any formal advertising.
I just started uploading courses online: www.ihiaa.coursehost.com
Right now I have over 30 courses to upload - it's a fantastic format since members can punch into any course and everything is indexed.
I'm also going to do my 1st live webinar this week about membership and I'm sorry if I have not replied to your email or called you back yet regarding questions. Between current members and writing business I'm behind on answering some questions.
Tonight at 6pm EST just go to:
www.infiniteconferencing.com/join
Code: 2101012
Call into: 712-432-1699 code: 449228
Basically, all of my leads gets fed into LeadPod and they simply make the calls for me. In my particular situation it's a Godsend since most of my day is the association yet I still need to write some business.
This automates my business and frees me up to do other things during the day.
The association is doing extremely well - much better than I thought it would without any formal advertising.
I just started uploading courses online: www.ihiaa.coursehost.com
Right now I have over 30 courses to upload - it's a fantastic format since members can punch into any course and everything is indexed.
I'm also going to do my 1st live webinar this week about membership and I'm sorry if I have not replied to your email or called you back yet regarding questions. Between current members and writing business I'm behind on answering some questions.
Tonight at 6pm EST just go to:
www.infiniteconferencing.com/join
Code: 2101012
Call into: 712-432-1699 code: 449228
Friday, April 11, 2008
Everything
Well, I had a goal this year to finally hit 1 million in business - 20K a week, which I've never done before. I've always been over $700K a year but never hit my ultimate goal.
This year, however, I'm tracking 1.4. Why? I have basically everything in place:
I spent a lot of years in sales and not too many days pass when I don't really appreciate what I'm doing for a living. Let's compare this to other sales jobs:
This year, however, I'm tracking 1.4. Why? I have basically everything in place:
- Flyers to businesses
- Flyers plastered up on community bulletin board
- Norvax quote site
- Shared leads
- LeadPod
- Referrals (I'm staying in touch much better with clients)
- Constant Contact following up with old leads
I spent a lot of years in sales and not too many days pass when I don't really appreciate what I'm doing for a living. Let's compare this to other sales jobs:
- No credit checks - which normally kills most sales (car, home improvement, etc...)
- No driving to see clients - totally unique to insurance sales
- Can sell all available products unlike other sales were you represent one company
- Renewals - totally insane. The 8th wonder of the world is compound interest - renewals are just like that. Name me a sales job outside of insurance were you continue to be paid on past business
- Economy proof. Check out the out-of-work real estate agents and mortgage brokers. That industry collapsed. However, when the economy tightens more people need a rate reduction. I'm doing more business now then ever. Everyone needs to save.
- This will never go away (despite for the "universal" people may dream about)
- You are truly helping people
- Six figures is relatively easy if you don't pack it in too soon and give yourself a chance
- Almost no start-up costs compared to running other businesses
Thursday, April 10, 2008
Norvax - sometimes you don't know what you're not getting
Of course I always knew Norvax existed but never really gave them too hard of a look before. I was in the "if it's not broke don't fix it" mode - been making great money without it so why mess with it.
Also, as any other biz owner, I'm always trying to maximize profits and minimize costs. However, in this case it not what I was making it's what I was losing. Obviously if you're making $500 by spending $100 more you can make $1,000 it's a no-brainer.
I've now had Norvax for two weeks and it's an amazing and noticeable difference - absolutely increased business and easier. My site's www.mdhealthquotes.com - if you want to run a quote just enter "test" as your name and a MD zip code - 21113 will do. Put in your real email.
Now I can do company side-by-side comparisons - which I've done so far for every prospect and absolutely amazes people. They also get an email shot out with quotes and the auto responder keeps in touch by email at times you set.
I use to follow up by Constant Contact or simply manually sending emails - now it's set for me. Follow-up is crucial in this biz and it's one less thing I have to do.
Norax also alerts me by email when someone's in my site playing around and also shows me the specific plan they're looking at. Basically, when I give prospects my web address and go over some plans the shopping stops. They can now play around in my site on their own and look at plans - which they do.
I bought it since it's a tool and from running the association I'm basically comparing all tools and lead sources. I want to see what's a waste of money or "fluff" and what's legit.
Norvax is one of those things where if you don't have it then it's not what you're saving, it's what you're losing.
You'll pay what I pay - it's $75 a month for the engine/broker office and $50 if you want auto-responder - so it's $120 if you want both which is a $100 per month discount if you're a member. If anyone wants any details just contact me.
Also, as any other biz owner, I'm always trying to maximize profits and minimize costs. However, in this case it not what I was making it's what I was losing. Obviously if you're making $500 by spending $100 more you can make $1,000 it's a no-brainer.
I've now had Norvax for two weeks and it's an amazing and noticeable difference - absolutely increased business and easier. My site's www.mdhealthquotes.com - if you want to run a quote just enter "test" as your name and a MD zip code - 21113 will do. Put in your real email.
Now I can do company side-by-side comparisons - which I've done so far for every prospect and absolutely amazes people. They also get an email shot out with quotes and the auto responder keeps in touch by email at times you set.
I use to follow up by Constant Contact or simply manually sending emails - now it's set for me. Follow-up is crucial in this biz and it's one less thing I have to do.
Norax also alerts me by email when someone's in my site playing around and also shows me the specific plan they're looking at. Basically, when I give prospects my web address and go over some plans the shopping stops. They can now play around in my site on their own and look at plans - which they do.
I bought it since it's a tool and from running the association I'm basically comparing all tools and lead sources. I want to see what's a waste of money or "fluff" and what's legit.
Norvax is one of those things where if you don't have it then it's not what you're saving, it's what you're losing.
You'll pay what I pay - it's $75 a month for the engine/broker office and $50 if you want auto-responder - so it's $120 if you want both which is a $100 per month discount if you're a member. If anyone wants any details just contact me.
Wednesday, April 9, 2008
Sorry for the down time!
A week and no blog update - I apologize but it's been absolutely nuts. Most of my time is now spent on the association with about 6 new members per day on average.
Marketing and leads are obviously everyone's biggest issue and members are looking to me for legitimate sources. As everyone knows, I'm not an internet lead guy - been off them for 2 years.
So let's cover this first:
I feel the best way to build your business is local marketing; telemarketing, BtoB, flyers, chamber of commerce, etc...I'm still a fan of Marketing Campaign Solution's auto-dialer CRM. I think new agents need to learn to get comfortable on phone and spend as little money possible on leads while generating a lot of leads.
Telemarketing accomplishes that - $300 a month for the dialer (for members) and you should be spending at least 10 hours a week on it - 15 for newbies. That's the lowest cost-per-lead you'll find in the biz....and obviously the leads are exclusive.
That being said, it's not a perfect world and many agents simply do not want to telemarket. Fine - not an issue. They're looking to buy leads so I've been busy testing out lead sources. I'm not going to recommend lead sources that I can't close. Not to blow my own horn - but if I can't close 'em I doubt a new agent would be able to.
So I'm running the alossociation and dealing with shared leads....doing decent with the BETTER sources. And there are indeed good and crappy sources - the difference is immediate and apparent. Hardly anyone answers the phone on the crappy sources:
I also just started using LeadPod a few days ago - they call my leads for me and transfer the prospects to be so I don't have to plug away on the phone all day. So far so good but too soon to post actual results.
But yes, there are indeed still some fantastic shared lead source out there.
Marketing and leads are obviously everyone's biggest issue and members are looking to me for legitimate sources. As everyone knows, I'm not an internet lead guy - been off them for 2 years.
So let's cover this first:
I feel the best way to build your business is local marketing; telemarketing, BtoB, flyers, chamber of commerce, etc...I'm still a fan of Marketing Campaign Solution's auto-dialer CRM. I think new agents need to learn to get comfortable on phone and spend as little money possible on leads while generating a lot of leads.
Telemarketing accomplishes that - $300 a month for the dialer (for members) and you should be spending at least 10 hours a week on it - 15 for newbies. That's the lowest cost-per-lead you'll find in the biz....and obviously the leads are exclusive.
That being said, it's not a perfect world and many agents simply do not want to telemarket. Fine - not an issue. They're looking to buy leads so I've been busy testing out lead sources. I'm not going to recommend lead sources that I can't close. Not to blow my own horn - but if I can't close 'em I doubt a new agent would be able to.
So I'm running the alossociation and dealing with shared leads....doing decent with the BETTER sources. And there are indeed good and crappy sources - the difference is immediate and apparent. Hardly anyone answers the phone on the crappy sources:
- Too many agents calling
- Lead generated by affiliate spam or incentive ads
- Leads target the broke: "guaranteed issue for $29.95 a month!"
I also just started using LeadPod a few days ago - they call my leads for me and transfer the prospects to be so I don't have to plug away on the phone all day. So far so good but too soon to post actual results.
But yes, there are indeed still some fantastic shared lead source out there.
Wednesday, April 2, 2008
Great Press!
Read Benpath's press release as we endorse them as our exclusive lead provider - actually our only association provider of exclusive leads.
Benepath not only offers exclusive leads, but when the quote is submitted the prospect goes to your page that Benepath designs for you. You integrate that with Norvax and now the prospect clicks "submit" and immediately sees quotes from your Norax engine with your contact information on the left side.
You get instant notification and when you call the prospect is actually on your Norvax page looking and quotes. No call centers, no affiliate crap, no redirects to Ehealth.
http://www.msnbc.msn.com/id/23916571/
We'll also be having another webinar tonight at 6pm to go over member benefits - some newly added benefits and do a Q&A session.
Go to www.ihiaa.com at 5pm to log in.
Benepath not only offers exclusive leads, but when the quote is submitted the prospect goes to your page that Benepath designs for you. You integrate that with Norvax and now the prospect clicks "submit" and immediately sees quotes from your Norax engine with your contact information on the left side.
You get instant notification and when you call the prospect is actually on your Norvax page looking and quotes. No call centers, no affiliate crap, no redirects to Ehealth.
http://www.msnbc.msn.com/id/23916571/
We'll also be having another webinar tonight at 6pm to go over member benefits - some newly added benefits and do a Q&A session.
Go to www.ihiaa.com at 5pm to log in.
PLEASE DON'T SHOP AT WALMART!
I've totally had it with this filthy and disgusting company. How many times do we have to hear how they screw their employees?
This takes the cake:
http://www.cnn.com/2008/US/law/04/02/walmart.decision/index.html
This poor woman - loyal employee of Walmart was permanently brain damaged in a car accident. She was awarded 1 million of which $400,000+ was hers after legal fees. She needed that money for continuing care.
Walmart, however SUES HER to recover what they paid towards her medical expenses - the goal was leaving her penniless they a mult-zillion dollar company would have $400,000+ while this lady struggles with daily life without money for on-going medical.
I will never stop foot in another Walmart and I encourage everyone to follow.
This takes the cake:
http://www.cnn.com/2008/US/law/04/02/walmart.decision/index.html
This poor woman - loyal employee of Walmart was permanently brain damaged in a car accident. She was awarded 1 million of which $400,000+ was hers after legal fees. She needed that money for continuing care.
Walmart, however SUES HER to recover what they paid towards her medical expenses - the goal was leaving her penniless they a mult-zillion dollar company would have $400,000+ while this lady struggles with daily life without money for on-going medical.
I will never stop foot in another Walmart and I encourage everyone to follow.
Monday, March 31, 2008
Membership webinar today
Again, it's far better to just hold a webinar to answer questions about the association - so if you've emailed me with questions just go to the site:
www.ihiaa.com
at 5p, click the webinar link and call into the conference number. The webinar will last about 10 minutes.
I've been busy lining up more and more member discounts, and it's gonna get real nice. So far we have three lead sources offering discounts - and lesser known sources that don't use spam tactics.
I've also lined up a fantastic agency offering Humana advances - so if anyone is interested in a Humana contract with an advance just contact me today at admin@ihiaa.com or just call: 410-874-7241
www.ihiaa.com
at 5p, click the webinar link and call into the conference number. The webinar will last about 10 minutes.
I've been busy lining up more and more member discounts, and it's gonna get real nice. So far we have three lead sources offering discounts - and lesser known sources that don't use spam tactics.
I've also lined up a fantastic agency offering Humana advances - so if anyone is interested in a Humana contract with an advance just contact me today at admin@ihiaa.com or just call: 410-874-7241
Thursday, March 27, 2008
Another webinar
As the days go by I get more and more emails and calls about the association. I try to get back to everyone but I'm falling behind with the emails.
I'll be holding a webinar tonight at 6pm - just hit the site: www.ihiaa.com and click the webinar section. All you need to do is click the meeting link and call in right before 6pm EST. I'll go over everything and answer any question.
If you want to be sent a reminder before the meeting starts just email me at admin@ihiaa.com
Yesterday it was call after call lining up discounts and agencies. I have a line on a fantastic agency that gives Humana advances - got more talking to do today for that.
Lined up a very good lead source; shared but they don't redirect to Eheatlh nor use affiliate spam to generate leads. 100% search driven, and tested. 75 cent per-lead discount to members to boot.
Back on the phone today to scour more lead sources.
I'll be holding a webinar tonight at 6pm - just hit the site: www.ihiaa.com and click the webinar section. All you need to do is click the meeting link and call in right before 6pm EST. I'll go over everything and answer any question.
If you want to be sent a reminder before the meeting starts just email me at admin@ihiaa.com
Yesterday it was call after call lining up discounts and agencies. I have a line on a fantastic agency that gives Humana advances - got more talking to do today for that.
Lined up a very good lead source; shared but they don't redirect to Eheatlh nor use affiliate spam to generate leads. 100% search driven, and tested. 75 cent per-lead discount to members to boot.
Back on the phone today to scour more lead sources.
Wednesday, March 26, 2008
And the mailers go out!
1st batch of mailers go out today - this is the real size (click on it) and the only change they made was centering and enlarging the text under "webinar." The postcards can be simple since all I really need agents to do is hit the website. Should be interesting results.
In other news I'm getting the Norvax quote engine installed on my site since they just came out with changes that really made a huge difference to me in the way I like to present quotes to my clients.
I'll update you more on the new Norvax features either later today or tomorrow.
In other news I'm getting the Norvax quote engine installed on my site since they just came out with changes that really made a huge difference to me in the way I like to present quotes to my clients.
I'll update you more on the new Norvax features either later today or tomorrow.
Tuesday, March 25, 2008
Are you an information kiosk - and IHIAA webinar today
First off - we're holding a webinar today on the benefits of joining the association followed by a Q&A session. Go to www.ihiaa.com and click into the webinar link. Yesterday was our largest enrollment date yet!
There is power in numbers and as membership grows we have more leverage to work on steep discounts on services agents use every day.
Onto closing deals. Are you wasting time with tire kickers? Are you trying to chase people down - calling over and over, leaving message after message?
Don't wast time with tire kickers and don't spend countless hours just giving away free information to prospects who never had any intention of enrolling.
It's hard in this business to create a sense of urgency; we can't offer discounts; "buy by tomorrow and save 10%" like most sales industries.
Still - urgency needs to be created but it's a thin like between coming across as helpful without turning into a used car salesman.
Qualification is the key. Regardless of the lead source, my initial conversation is a series of questions - not statements. A huge mistake agents make is going into sales mode with prospects; going over plan benefits and rates.
Instead of launching into a presentation, ask a battery of questions. They won't answer the questions or seem disinterested? Done - move on:
Me: "So what's your biggest concern now about your coverage - your rate or benefits"
Prospect: "ummm, I dunno."
Me: "Ok, what's your current rate?"
Prospect: "Ummm, I dunno. Around $300 I guess."
DONE!!! Move on! There's no interest there. Interested prospects will engage you, answer questions and convey dissatisfaction about their current situation.
However, if you're not careful you can even lose the interest ones but not setting yourself up as someone who's gonna do business.
When I have a prospect on the phone who's conveying interest I have to get them excited about what I can do for them. Normally I'm saving clients money and I put it like this:
"Well Pam, you're currently paying $640 and based on some quick quotes I'm looking at you can save just over $200 a month. How does that sound?" When she says it sounds great I'll say:
"The good news is this is very simple. I can show some plans side-by-side and once you choose the plan you want I can take care of the application in minutes."
This positions me as someone who's gonna do business - no someone who's gonna just "show them quotes." When you do a presentation it's important for them to be in "buying mode" instead of "researching mode."
There is power in numbers and as membership grows we have more leverage to work on steep discounts on services agents use every day.
Onto closing deals. Are you wasting time with tire kickers? Are you trying to chase people down - calling over and over, leaving message after message?
Don't wast time with tire kickers and don't spend countless hours just giving away free information to prospects who never had any intention of enrolling.
It's hard in this business to create a sense of urgency; we can't offer discounts; "buy by tomorrow and save 10%" like most sales industries.
Still - urgency needs to be created but it's a thin like between coming across as helpful without turning into a used car salesman.
Qualification is the key. Regardless of the lead source, my initial conversation is a series of questions - not statements. A huge mistake agents make is going into sales mode with prospects; going over plan benefits and rates.
Instead of launching into a presentation, ask a battery of questions. They won't answer the questions or seem disinterested? Done - move on:
Me: "So what's your biggest concern now about your coverage - your rate or benefits"
Prospect: "ummm, I dunno."
Me: "Ok, what's your current rate?"
Prospect: "Ummm, I dunno. Around $300 I guess."
DONE!!! Move on! There's no interest there. Interested prospects will engage you, answer questions and convey dissatisfaction about their current situation.
However, if you're not careful you can even lose the interest ones but not setting yourself up as someone who's gonna do business.
When I have a prospect on the phone who's conveying interest I have to get them excited about what I can do for them. Normally I'm saving clients money and I put it like this:
"Well Pam, you're currently paying $640 and based on some quick quotes I'm looking at you can save just over $200 a month. How does that sound?" When she says it sounds great I'll say:
"The good news is this is very simple. I can show some plans side-by-side and once you choose the plan you want I can take care of the application in minutes."
This positions me as someone who's gonna do business - no someone who's gonna just "show them quotes." When you do a presentation it's important for them to be in "buying mode" instead of "researching mode."
Monday, March 24, 2008
Addicted to the live desktop presentation
I've now signed up every client over the past 2 weeks using the Zoho desktop share feature and now I really don't know how else I would ever do it.
I like controlling the presentation. Before, I was just telling my prospects to "click this" and "click that" but you're really not on the same page as them.
I'm doing the side-by-side plan comparisons and it really turns it onto a shopping experience. My next step is hooking up with the Norvax engine. As it stands now, I can take them to my site and do side-by-sides for one company but what I'd love to do is comparisons between other carriers.
Imagine taking a healthy prospect and doing a side by side with Copay Select, Aetna ppo30 and Max Plan with a copay. Lol - "Ok Jim, choose $140, $260 or $310."
On the association front, I went with "website tonight" from Godaddy and greatly improved the look of the main site: http:/www.ihiaa.com and the member's site. In fact, from the modest monthly fee ($12) Godaddy charges for unlimited pages it's a far better overall value than using Google's free site.
I like controlling the presentation. Before, I was just telling my prospects to "click this" and "click that" but you're really not on the same page as them.
I'm doing the side-by-side plan comparisons and it really turns it onto a shopping experience. My next step is hooking up with the Norvax engine. As it stands now, I can take them to my site and do side-by-sides for one company but what I'd love to do is comparisons between other carriers.
Imagine taking a healthy prospect and doing a side by side with Copay Select, Aetna ppo30 and Max Plan with a copay. Lol - "Ok Jim, choose $140, $260 or $310."
On the association front, I went with "website tonight" from Godaddy and greatly improved the look of the main site: http:/www.ihiaa.com and the member's site. In fact, from the modest monthly fee ($12) Godaddy charges for unlimited pages it's a far better overall value than using Google's free site.
Wednesday, March 19, 2008
Exclusive lead source - largest membership day yet
I took on a vice president for the association - friend of mine in MD who's been licensed for over 20 years and a CE instructor for 15 years. He's obviously bringing a lot to the table.
He's been using an exclusive lead source and just crushing it - turned me onto some of the leads and I closed two today. Just fantastic. If anyone wants the info on the leads you're gonna have to call me or email me - it's not gonna be posted, except association members have the scoop.
Largest day for memberships to date - growing very very quickly. There is a lot of strength in numbers and I'm on the horn hours a day talking to everything that is insurance related working on all sorts of deals.
We are starting a mailing campaign next week - mailers going out to newly licensed agents; just passed the test - ink's not dry on their license.
I think we can go a very long way in keeping agents out of bad situations - and we all know what I'm talking about.
Everyone following along with this blog - you are witnessing the birth of what will eventually be the largest insurance association in the country - over time (and no time soon) we can add life, senior and P&C to the mix and have the 1st "independent agent association."
With tons of members just imagine what can be lined up for benefits - and think of the eventual power we can have even dealing with carriers. What will absolutely happen is we'll put a nice dent in the more unethical outfits. It'll be very very interesting as things progress.
He's been using an exclusive lead source and just crushing it - turned me onto some of the leads and I closed two today. Just fantastic. If anyone wants the info on the leads you're gonna have to call me or email me - it's not gonna be posted, except association members have the scoop.
Largest day for memberships to date - growing very very quickly. There is a lot of strength in numbers and I'm on the horn hours a day talking to everything that is insurance related working on all sorts of deals.
We are starting a mailing campaign next week - mailers going out to newly licensed agents; just passed the test - ink's not dry on their license.
I think we can go a very long way in keeping agents out of bad situations - and we all know what I'm talking about.
Everyone following along with this blog - you are witnessing the birth of what will eventually be the largest insurance association in the country - over time (and no time soon) we can add life, senior and P&C to the mix and have the 1st "independent agent association."
With tons of members just imagine what can be lined up for benefits - and think of the eventual power we can have even dealing with carriers. What will absolutely happen is we'll put a nice dent in the more unethical outfits. It'll be very very interesting as things progress.
Tuesday, March 18, 2008
Craziness and live webinar today
Well, my goal a while back when I started this blog was gear myself into being busy all day. Safe to say I've accomplished that.
Still calling 1o clients a day - yesterday I called 20. I'm working on solving a few problems - a few feel they've been billed in error. When I asked why they didn't call me the main response was they didn't think I handled stuff like that.
I'm gonna be moving 2 clients over to GRs HSA 100 - they're currently on Assurant's copay plan and I can really lower their rate.
On the association front I ran three webinars yesterday, dealt with arranging some affiliations and am getting a lot of calls and emails about it. Which brings me to my next topic:
It's easier for me to answer all the questions at once so today anyone can jump on a webinar and I'll go over the benefits of membership and answer any questions.
For the webinar - time and how to get it go to the main site: http://www.ihiaa.com - click on the webinar link.
Still calling 1o clients a day - yesterday I called 20. I'm working on solving a few problems - a few feel they've been billed in error. When I asked why they didn't call me the main response was they didn't think I handled stuff like that.
I'm gonna be moving 2 clients over to GRs HSA 100 - they're currently on Assurant's copay plan and I can really lower their rate.
On the association front I ran three webinars yesterday, dealt with arranging some affiliations and am getting a lot of calls and emails about it. Which brings me to my next topic:
It's easier for me to answer all the questions at once so today anyone can jump on a webinar and I'll go over the benefits of membership and answer any questions.
For the webinar - time and how to get it go to the main site: http://www.ihiaa.com - click on the webinar link.
Saturday, March 15, 2008
Working my current book of business - lining up carrier training
Over the past two weeks I've been calling 10 clients a day - I have a pretty large book of business after 4 years in the biz and frankly, aside from the constant contact newsletters I do not stay in touch with them.
I think most of us are guilty of concentrating on the next sale and letting clients who have been on the books a while become forgotten.
Well, I did two deals this past week just from calling my book of business. Everyone liked that I called them and I even solved a few problems and am working on moving 6 currently dissatisfied clients to other carriers.
I think my book is large enough where, if I concentrate on referrals, I can get 2 deals per week every week.
For some reason, I've always had some sort of fear (probably from my Mega days) and if I picked up the phone and starting calling people who have been on the books for a while I'd hear:
"Yeah, thanks for calling - this plan sucks and...."
Now - I don't know where the fear comes from - I only sell sold plans and no one I called was mad at me - a few were disappointed with their plans and just want a change.
On the association front - yesterday was the biggest membership day - I was processing new members almost all day.
Looks like a lot of people, just like me, really want a community environment - and of course we go far past that with a ton of support.
Starting on Monday we'll have a full schedule of live webinar/conferences that members can punch into at will. We're gonna have two general webinars where everyone can get around with everyone else and we can simply shoot the shit and trade ideas.
I'll also be announcing the 1st contest on Monday. Imagine, contests, prizes and recognition for independent agents.
However, much more important to me is training. I called most of the top national carriers last week and had some great conversations on how a lack of training on the corporate level really hurts them.
So what I'm lining up is a rep from the carrier running a webinar for members. So someone from "ABC Carrier" will run a presentation on the plans, underwriting and ethical standards for agents for members. All of them said yes.
Now what we can eliminate is new agents being either not training or mis-trained by GAs, MGAs, FMO's etc...Remember, the association does not offer contracts - our members still have to hook up with the carrier directly (almost zero training) or go through an agency (iffy training.)
Right now the only way carriers know to do business is:
A) Marketing outfits recruit agents for them
B) Agents simply happen to fall into their lap after they get contracted
I will argue with anyone that both of those methods are failed models. Another model is to have agents join the association, get all the basics and tools they need for success, then call up Unicare, for example, and say "Ok, we have 60 new members who need contracts - let's schedule the Unicare training webinars for them."
Over time, this can change a lot of the ways this industry current runs.
I think most of us are guilty of concentrating on the next sale and letting clients who have been on the books a while become forgotten.
Well, I did two deals this past week just from calling my book of business. Everyone liked that I called them and I even solved a few problems and am working on moving 6 currently dissatisfied clients to other carriers.
I think my book is large enough where, if I concentrate on referrals, I can get 2 deals per week every week.
For some reason, I've always had some sort of fear (probably from my Mega days) and if I picked up the phone and starting calling people who have been on the books for a while I'd hear:
"Yeah, thanks for calling - this plan sucks and...."
Now - I don't know where the fear comes from - I only sell sold plans and no one I called was mad at me - a few were disappointed with their plans and just want a change.
On the association front - yesterday was the biggest membership day - I was processing new members almost all day.
Looks like a lot of people, just like me, really want a community environment - and of course we go far past that with a ton of support.
Starting on Monday we'll have a full schedule of live webinar/conferences that members can punch into at will. We're gonna have two general webinars where everyone can get around with everyone else and we can simply shoot the shit and trade ideas.
I'll also be announcing the 1st contest on Monday. Imagine, contests, prizes and recognition for independent agents.
However, much more important to me is training. I called most of the top national carriers last week and had some great conversations on how a lack of training on the corporate level really hurts them.
So what I'm lining up is a rep from the carrier running a webinar for members. So someone from "ABC Carrier" will run a presentation on the plans, underwriting and ethical standards for agents for members. All of them said yes.
Now what we can eliminate is new agents being either not training or mis-trained by GAs, MGAs, FMO's etc...Remember, the association does not offer contracts - our members still have to hook up with the carrier directly (almost zero training) or go through an agency (iffy training.)
Right now the only way carriers know to do business is:
A) Marketing outfits recruit agents for them
B) Agents simply happen to fall into their lap after they get contracted
I will argue with anyone that both of those methods are failed models. Another model is to have agents join the association, get all the basics and tools they need for success, then call up Unicare, for example, and say "Ok, we have 60 new members who need contracts - let's schedule the Unicare training webinars for them."
Over time, this can change a lot of the ways this industry current runs.
Thursday, March 13, 2008
Knocked out a GR HSA - half the day on the association
For those of you reading along this blog is obviously about my day to day activities in the insurance field - now that I've started the association it's simply part of my day.
Out of the clear blue the phone rings - referral. Very nice guy, 36 no health conditions and got a glowing review on me from one of my clients. He just dropped his BX coverage this past January due to the rate.
We went right online - didn't even do the desktop share, showed him the GR rates - he asks for my recommendation and I say "there's not even a close second - the HSA." He rarely uses health insurance so a copay plan would be ridiculous.
This has something to do with staying in much better contact with my clients. I'm going through my book of business and calling 10 or so clients a day just staying in touch. All of them really appreciated the call.
Starting now I'm going to send coffee mugs with my agency's name out to everyone with a fridge magnate. After that I'm going to stay in touch with everyone 4 times a year. I think with the block of business I currently have there's no reason why I shouldn't be getting at least 2 referrals per week.
Then reason I'm not is simple; we forget about each other as time goes by. They probably don't have my card - lost it or put it away - I send out the Enewletters which most people just probably scan and delete.
I need the fridge magnate so my name is always available and I think the coffee mugs are a nice touch - no one throws away mugs. I have a nice small collection.
Very busy yesterday with the association - got 8 new members yesterday and got everything sent out to them - also did 3 personal training webinars and I have a group webinar scheduled for today.
I'm also lining up more and more member discounts and current going back and forth with a lot of companies. I'm also busy creating more download-able training webinars so agents can choose their topic and view it when they want.
As time goes by I'll be spending a lot more time on the association as I have very big plans for it. I think, if done properly and I provide a great value, it can really take off.
I personally get a great deal of satisfaction from helping people. I have a lot of passion, especially when it comes to newer agents, since I remember what it was like to be new and try to get decent information.
I think new agents are set up to fail. They really don't have much chance of success at all. Captive outfits teach them the wrong methods and you pretty much can't go independent with zero training and support.
A total lack of community environment means boredom with leads to a lack of motivation, then self-doubt. When that happens and you get into "I don't know what I'm doing wrong" mode it's the beginning of the end.
I've had senior agents join just because they want to get around with others - trade ideas, tools, marketing techniques and basically have a fun environment.
When you do well and your name comes out in the next newsletter (member's choice) it can mean a lot. Contests and prizes start in April - which will be a blast.
The most successful people in the country don't sit alone at home. They surround themselves with other successful people.
Out of the clear blue the phone rings - referral. Very nice guy, 36 no health conditions and got a glowing review on me from one of my clients. He just dropped his BX coverage this past January due to the rate.
We went right online - didn't even do the desktop share, showed him the GR rates - he asks for my recommendation and I say "there's not even a close second - the HSA." He rarely uses health insurance so a copay plan would be ridiculous.
This has something to do with staying in much better contact with my clients. I'm going through my book of business and calling 10 or so clients a day just staying in touch. All of them really appreciated the call.
Starting now I'm going to send coffee mugs with my agency's name out to everyone with a fridge magnate. After that I'm going to stay in touch with everyone 4 times a year. I think with the block of business I currently have there's no reason why I shouldn't be getting at least 2 referrals per week.
Then reason I'm not is simple; we forget about each other as time goes by. They probably don't have my card - lost it or put it away - I send out the Enewletters which most people just probably scan and delete.
I need the fridge magnate so my name is always available and I think the coffee mugs are a nice touch - no one throws away mugs. I have a nice small collection.
Very busy yesterday with the association - got 8 new members yesterday and got everything sent out to them - also did 3 personal training webinars and I have a group webinar scheduled for today.
I'm also lining up more and more member discounts and current going back and forth with a lot of companies. I'm also busy creating more download-able training webinars so agents can choose their topic and view it when they want.
As time goes by I'll be spending a lot more time on the association as I have very big plans for it. I think, if done properly and I provide a great value, it can really take off.
I personally get a great deal of satisfaction from helping people. I have a lot of passion, especially when it comes to newer agents, since I remember what it was like to be new and try to get decent information.
I think new agents are set up to fail. They really don't have much chance of success at all. Captive outfits teach them the wrong methods and you pretty much can't go independent with zero training and support.
A total lack of community environment means boredom with leads to a lack of motivation, then self-doubt. When that happens and you get into "I don't know what I'm doing wrong" mode it's the beginning of the end.
I've had senior agents join just because they want to get around with others - trade ideas, tools, marketing techniques and basically have a fun environment.
When you do well and your name comes out in the next newsletter (member's choice) it can mean a lot. Contests and prizes start in April - which will be a blast.
The most successful people in the country don't sit alone at home. They surround themselves with other successful people.
Tuesday, March 11, 2008
Hooked up with Norvax
I've been working with Norvax on a discount for association members and after a few days of reaching the right person it's a go. I've lined up discounts on the Norvax quote engine and their leads.
At first their offer came back with a discount over their published rates, however I knew that 1st price they hit me with could be given to an agent just sticking to their guns and asking for a discount - so I asked them to dig deeper.
It's "everyone wins" since members get rates they can't get on their own and Norvax gets more business. I personally don't get squat except the more benefits I offer with membership the more members I get - and the more members the more "strength in numbers" which leads to better deals.
I also told Norvax when agents are supported it leads to increased sales which basically means everyone's better off. The average new agent now might buy leads and drop off quickly. That same agent with training and support can learn to work those leads better which is more money for the agent and more money for Norvax.
I'm working now on them actually featuring my association however I got kicked up to the next level for that request.
I'm not a huge shared lead fan but many agent's are so I'm now working on the major lead carriers. Say I get a $1 per lead discount for members with Netquote and someone normally buys 20 leads a week. That's a $20 saving per week - dues are $20 a month, which means they're ahead of the game by $60 per month.
This is how it works with Gary's CRM - member's price is $300 in stead of $350 - dues are $20 per month which means members are ahead by $30 per month just for the CRM discount.
I want to be able to get some fun going - prizes, contests, etc...but not the typical agency stuff where the agent with the most production wins. To be honest, most agents hate those contests since you might as well just give the prize to the top guy.
I'd like the association contests to be structured in a way where everyone has an equal chance of winning regardless of their experience.
The association so far is growing with new members every day so right now I'm online shopping for some cool prizes for our 1st contest.
At first their offer came back with a discount over their published rates, however I knew that 1st price they hit me with could be given to an agent just sticking to their guns and asking for a discount - so I asked them to dig deeper.
It's "everyone wins" since members get rates they can't get on their own and Norvax gets more business. I personally don't get squat except the more benefits I offer with membership the more members I get - and the more members the more "strength in numbers" which leads to better deals.
I also told Norvax when agents are supported it leads to increased sales which basically means everyone's better off. The average new agent now might buy leads and drop off quickly. That same agent with training and support can learn to work those leads better which is more money for the agent and more money for Norvax.
I'm working now on them actually featuring my association however I got kicked up to the next level for that request.
I'm not a huge shared lead fan but many agent's are so I'm now working on the major lead carriers. Say I get a $1 per lead discount for members with Netquote and someone normally buys 20 leads a week. That's a $20 saving per week - dues are $20 a month, which means they're ahead of the game by $60 per month.
This is how it works with Gary's CRM - member's price is $300 in stead of $350 - dues are $20 per month which means members are ahead by $30 per month just for the CRM discount.
I want to be able to get some fun going - prizes, contests, etc...but not the typical agency stuff where the agent with the most production wins. To be honest, most agents hate those contests since you might as well just give the prize to the top guy.
I'd like the association contests to be structured in a way where everyone has an equal chance of winning regardless of their experience.
The association so far is growing with new members every day so right now I'm online shopping for some cool prizes for our 1st contest.
Using desktop sharing for presentations
As you all know, I do a mix of in-person and online. Most of my sales are online - about 80% and I've used a lot of different methods but the desktop sharing is my favorite.
First of all, I don't believe in going over rates with people who are not yet qualified. It's pointless if they are no where close to be in the right place in time to sign up.
Qualify first. Ascertain the level of interest. Make sure you can help their situation and that they want help.
My line is "what are you looking to change, your rate or your benefits?"
It's an ugly question to ask since 90% of the response is "nothing, I'm happy with what I have." Worse yet is not qualifying people with no current coverage. You might be thrilled to show that family of 4 a $280 rate but it's $280 a month more than they paid last month.
For the uninsured the question is "when did you want coverage to begin?" The answer most of the time is "well, right now I'm just looking."
Fine - none of that bothers me. I'd rather be blown off then stroked along. Tell me now that you're not interested, not after our 4th call. Some agents get ticked when they get bottom-lined on the first call. To me those are the people I don't have to waste time with.
So, now I've ascertained interest and found someone who's bitching about their plan or rate. Now it's info collecting time:
No auto agent can quote true rates without knowing about tickets, accidents and DUI's.
Ok, while I'm asking them the qualification questions I have my browser up and am running quotes. I need to know if I can help.
If I can improve their situation I'll give them a range of quotes since I'm going to eventually compare a few plans. So I'll say:
"Ok, you're currently paying $740. From what I'm looking at you can save between $210 and $280 a month depending on which plan you choose."
I like putting it in terms of savings rather than rates. I think "you can save $260 per month" has more impact then "I can get you $560."
Once they express interest that the savings are good enough to move on my line is:
"...it's your choice. I can either sit down with and go over your options, then you can choose a plan and I can take care of the application or we can do it online which takes about 15 minutes."
Most will say "Online." If they say they'd like to do it online I'll ask if they have 15 minutes now. If not, then I set up a time for an online meeting.
For the meeting, I punch into Zoho and set up the conference - I then send the invite with time to log in. When I call my prospect I just tell them to click on the link and log in.
When desktop sharing is activated I take them to my website's quote page. I already know the carrier I'm gonna recommend so I run quotes while they watch.
There's a "coolness" factor to this since most people don't know desktop sharing exists. It's also engaging for them to see the quotes and plans and you control the presentation.
Instead of telling them to "click on this" and "click on that" I can do side-by-side plan comparisons for them.
After they choose a plan I can start the broker assisted app and they can watch me fill out the application. This really alleviates the boredom clients have to go through as the agent asks them 10 minutes+ worth of information - now my clients get to follow along.
I think it also gives a lot of legitimacy to the billing section since you don't have to just ask for billing info - they see the page and the info you need.
If you haven't tried the live desktop feature - punch into Zoho and try it out.
First of all, I don't believe in going over rates with people who are not yet qualified. It's pointless if they are no where close to be in the right place in time to sign up.
Qualify first. Ascertain the level of interest. Make sure you can help their situation and that they want help.
My line is "what are you looking to change, your rate or your benefits?"
It's an ugly question to ask since 90% of the response is "nothing, I'm happy with what I have." Worse yet is not qualifying people with no current coverage. You might be thrilled to show that family of 4 a $280 rate but it's $280 a month more than they paid last month.
For the uninsured the question is "when did you want coverage to begin?" The answer most of the time is "well, right now I'm just looking."
Fine - none of that bothers me. I'd rather be blown off then stroked along. Tell me now that you're not interested, not after our 4th call. Some agents get ticked when they get bottom-lined on the first call. To me those are the people I don't have to waste time with.
So, now I've ascertained interest and found someone who's bitching about their plan or rate. Now it's info collecting time:
- what carrier do they current have
- what's their current rate
- how often do they see their doctor
- what's the medical history
- height and weight
No auto agent can quote true rates without knowing about tickets, accidents and DUI's.
Ok, while I'm asking them the qualification questions I have my browser up and am running quotes. I need to know if I can help.
If I can improve their situation I'll give them a range of quotes since I'm going to eventually compare a few plans. So I'll say:
"Ok, you're currently paying $740. From what I'm looking at you can save between $210 and $280 a month depending on which plan you choose."
I like putting it in terms of savings rather than rates. I think "you can save $260 per month" has more impact then "I can get you $560."
Once they express interest that the savings are good enough to move on my line is:
"...it's your choice. I can either sit down with and go over your options, then you can choose a plan and I can take care of the application or we can do it online which takes about 15 minutes."
Most will say "Online." If they say they'd like to do it online I'll ask if they have 15 minutes now. If not, then I set up a time for an online meeting.
For the meeting, I punch into Zoho and set up the conference - I then send the invite with time to log in. When I call my prospect I just tell them to click on the link and log in.
When desktop sharing is activated I take them to my website's quote page. I already know the carrier I'm gonna recommend so I run quotes while they watch.
There's a "coolness" factor to this since most people don't know desktop sharing exists. It's also engaging for them to see the quotes and plans and you control the presentation.
Instead of telling them to "click on this" and "click on that" I can do side-by-side plan comparisons for them.
After they choose a plan I can start the broker assisted app and they can watch me fill out the application. This really alleviates the boredom clients have to go through as the agent asks them 10 minutes+ worth of information - now my clients get to follow along.
I think it also gives a lot of legitimacy to the billing section since you don't have to just ask for billing info - they see the page and the info you need.
If you haven't tried the live desktop feature - punch into Zoho and try it out.
Monday, March 10, 2008
A great response to the association
I am very impressed with the response to the new association. I'll talk more about it since I've received a lot of emails with some general themes.
Some people feel $19.95 per month or $200 one-time is cheap therefore they won't be getting much. Don't worry - that rate is for initial members. I want to build up membership and exceed expectations. I'm also going to be surveying members often and tweak it as I go along to make sure everyone is getting the maximum value.
Once it's fully launched and off the ground dues will be around $49.95 per month - which is where I put the value of membership. Even at that rate a one deal per year pays for it. GoToMeeting charges $50 a month and you get one benefit.
Where I think I pegged it is agents simply want a community environment. It increases motivation, solves boredom and increases production.
Agents want help "on demand" when they need it but also want to be recognized for their efforts and accomplishments. We will be featuring members who have achieved a goal and as we grow we'll actually be giving out small prizes and gifts to members who are doing well.
I cannot stress enough how important a community environment can be - even just with idea sharing.
What I'd like, and am creating is simple; all the fun benefits and fun involved with being the member of an outfit without any of the BS. And we all know the normal "WHAT ARE YOUR NUMBERS!" bs that we all hate.
Number don't matter - what matters is that you're maximizing and reaching your personal goals. Can you really do that alone in your home office? Possibly....but unlikely.
Some people feel $19.95 per month or $200 one-time is cheap therefore they won't be getting much. Don't worry - that rate is for initial members. I want to build up membership and exceed expectations. I'm also going to be surveying members often and tweak it as I go along to make sure everyone is getting the maximum value.
Once it's fully launched and off the ground dues will be around $49.95 per month - which is where I put the value of membership. Even at that rate a one deal per year pays for it. GoToMeeting charges $50 a month and you get one benefit.
Where I think I pegged it is agents simply want a community environment. It increases motivation, solves boredom and increases production.
Agents want help "on demand" when they need it but also want to be recognized for their efforts and accomplishments. We will be featuring members who have achieved a goal and as we grow we'll actually be giving out small prizes and gifts to members who are doing well.
I cannot stress enough how important a community environment can be - even just with idea sharing.
What I'd like, and am creating is simple; all the fun benefits and fun involved with being the member of an outfit without any of the BS. And we all know the normal "WHAT ARE YOUR NUMBERS!" bs that we all hate.
Number don't matter - what matters is that you're maximizing and reaching your personal goals. Can you really do that alone in your home office? Possibly....but unlikely.
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