baggins415
Expert
I'm wondering if anyone here has any positive experiences (and possible recommendations) for ebooks or marketing courses that you thought were highly effective regarding insurance marketing and lead generation?
Any Recommended Marketing/Leads Generation Courses?
- Thread starter baggins415
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- key man life marketing
- 7,790
Forum member "Markingriffin" has a ton of stuff.
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Do yourself a favor and read Dan Kennedy's No B.S. Book series. Endless premier ideas...he is the master marketer.
His stuff is fantastic and you can't beat the price
although I think his user name is Markingriffin rather than markgriffin. I would post the website for the OP, but I wouldn't want to step on anybody's toes.- 7,790
His stuff is fantastic and you can't beat the price
You are correct. My bad. Thank you. I will make the correction.
- 586
His stuff is fantastic and you can't beat the price
You stumped the Spelling and Grammar stickler....
Congrats!
I have a website www.rosenthalfiles.com that I made to help. But here is some of my ideas.
TO be successful, you have to get off your butt and work it. Direct Mail is really hot right now.
One of my biggest secrets to my success is that I have found my niches. I hope this will help some of you.
I always tell new agents that you need to find your niche in order to be successful in this business.
Don't get me wrong. I will sell to anyone that wants to buy, but look for a niche.
I'm going to go over some niches that work well for me.
The Uninsurable Niche.
I love looking for people that have been declined for insurance or think they are too unhealthy to be accepted to buy life insurance. I don't have to talk them into buying the insurance; I just have to show them that they can get it. A lot of agents run away from this market, but it is one of my favorite markets to approach.
I have a lot of products that I can use to go after this niche. Table 4 Term and UL or even Graded Death Benefit products if needed.
Let's start out talking about the ones that has had a heart attack, stroke or cancer. If it has been within 1 year I usually go with American Amicable Graded Death Product. If is has been over 1 year since this has happen I usually go with United Home Life Graded Death Product. Both of the two companies have a combo Whole Life Application that has a couple of products on it. The further you go down the application the cheaper and better the product becomes. Simply ask the questions and allow the application to show you which product they can get. UHL has a 1 year waiting period on Heart Attack, Stroke or Cancer but American Amicabledoes not. Most graded death benefit products today do ask a few questions. You can't be dying or in a nursing home, have to be able to dress and bath yourself, not on oxygen, can't have aids/hiv and a few other questions. But it still leaves open a large market of prospects that can get this product that does not believe that they can.
Let me talk about the people that are outside most insurance companies height and weight charts.
Most Graded Death Products don't ask about Height and Weight.
Foresters and Madison Life will let you write any Height and Weight also.
Let me talk about people with Diabetics. What really matters is if they are taking insulin or not. If they are taking oral meds and have it under control we can them on our table 4 products with American Amicable or United Home Life. If they are on Insulin we can offer them an immediate death benefit product (Express Issue Deluxe) with United Home Life.
If you are not sure if one of your clients can get one of our products you can call us at R.F.S. 770-968-5757 or call the insurance companies underwriters and ask them.
Accidental Death Niche
Viddler.com - UHL Training Video - Uploaded by markingriffin@@AMEPARAM@@http://www.viddler.com/player/a2ebbee3/@@AMEPARAM@@a2ebbee3/
I use this product to target people that own motorcycles. I also go after truck drivers, police offers and firefighters. Click Hereto see something I wrote on how I approach Fire Fighters.
This is a very easy product to sell. Call us at R.F.S 770-968-5757. and let us teach you how to use this product.
Click Here to view the agent guide.
Life Changing Events Niche.
My father Greg Rosenthal always taught me to go after people that have had a life changing event. Such as just bought a new home, just had a baby, just lost some that they loved, just got a new job, Etc.
Viddler.com - How to Find New Homeowners - Uploaded by markingriffin@@AMEPARAM@@http://www.viddler.com/player/1a6dc15c/@@AMEPARAM@@1a6dc15c/
Email [email protected] for tons of ideas on this subject.
Business Owners/Key Man Niche.
Click Here to download the Get Well Card or Paycheck Training Video.
Email [email protected] and ask me for the "Five WaysApproach" email
Email [email protected] and ask him for his Key man Email.
Church Niche
Click Here to learn more.
Free Gift Niche
People love getting free stuff that has value to them. I had a sales person knock on my door the other day and offer me a free thing of Tide for just 15 mins of my time. Of course I said yes and he was able to get his foot in the door and show me what he had to offer.
We have several systems that we use as free Gift that can help people.
Organizing Your Personal Affairs Prospecting System
Free Living Wills
Free Credit Report
Bank CD Holder Niche
Local Youth Dept Fund Raiser Niche.
Avg Family Man Niche
The average family man works and has children, a wife and a mortgage. He needs a lot of coverage in the beginning years. He needs to cover the mortgage, lost of his income, his funeral, college, and everything that will need to be taken care of if he is gone. As he gets older, the kids will move out and the house will be paid off and the only thing he will need is to pay off his funeral, and some extra money.
For this I would sell him a big term policy with Return of Premium added to it. The R.O.P. that he will get back will be more then enough to take care of his funeral and also help out with some other bills. Most of these clients are in good health. I love using Assurity Life for this niche. You should also add some other riders to this package. I would ad D.I. and C.I. also. We can usually give him a lot of protection for a little bit of money and if nothing happens to him, we will refund all of his money and that can later be used to go towards his funeral or other debits. If need be he can later do a Single Premium Whole Life policy. It can almost always double his money that he wants to leave to his heirs.
Fire Fighter Niche
Click Here to Learn More.
The Insurance Client Forum Niche
Click Here to see my Example
Some of you are familiar with Forums such as the one on rosenthalfiles.com. But you can also look for insurance forums where clients come on and ask questions and then you answer their questions. Be sure not to just show up and say hey look at my website to save some money. Bring value to the forum and earn the respect of the clients.
People that Already Own Life Insurance Niche
It is just like preaching to the choir. You don't have to talk this niche into buying life insurance because they already own it. You just have to show them something better then what they already have.
Take a look at this and listen to the audio tape.
Click Here.
Buying list of specific people is also a good idea.
Welcome to W.S. Ponton is a great place to buy list of people. Check it out.
IF you have any questions, just email me. [email protected]
IF the videos are not working on viddler try again later and most of my videos are also on www.rosenthalfiles.com
TO be successful, you have to get off your butt and work it. Direct Mail is really hot right now.
One of my biggest secrets to my success is that I have found my niches. I hope this will help some of you.
I always tell new agents that you need to find your niche in order to be successful in this business.
Don't get me wrong. I will sell to anyone that wants to buy, but look for a niche.
I'm going to go over some niches that work well for me.
The Uninsurable Niche.
I love looking for people that have been declined for insurance or think they are too unhealthy to be accepted to buy life insurance. I don't have to talk them into buying the insurance; I just have to show them that they can get it. A lot of agents run away from this market, but it is one of my favorite markets to approach.
I have a lot of products that I can use to go after this niche. Table 4 Term and UL or even Graded Death Benefit products if needed.
Let's start out talking about the ones that has had a heart attack, stroke or cancer. If it has been within 1 year I usually go with American Amicable Graded Death Product. If is has been over 1 year since this has happen I usually go with United Home Life Graded Death Product. Both of the two companies have a combo Whole Life Application that has a couple of products on it. The further you go down the application the cheaper and better the product becomes. Simply ask the questions and allow the application to show you which product they can get. UHL has a 1 year waiting period on Heart Attack, Stroke or Cancer but American Amicabledoes not. Most graded death benefit products today do ask a few questions. You can't be dying or in a nursing home, have to be able to dress and bath yourself, not on oxygen, can't have aids/hiv and a few other questions. But it still leaves open a large market of prospects that can get this product that does not believe that they can.
Let me talk about the people that are outside most insurance companies height and weight charts.
Most Graded Death Products don't ask about Height and Weight.
Foresters and Madison Life will let you write any Height and Weight also.
Let me talk about people with Diabetics. What really matters is if they are taking insulin or not. If they are taking oral meds and have it under control we can them on our table 4 products with American Amicable or United Home Life. If they are on Insulin we can offer them an immediate death benefit product (Express Issue Deluxe) with United Home Life.
If you are not sure if one of your clients can get one of our products you can call us at R.F.S. 770-968-5757 or call the insurance companies underwriters and ask them.
Accidental Death Niche
Viddler.com - UHL Training Video - Uploaded by markingriffin@@AMEPARAM@@http://www.viddler.com/player/a2ebbee3/@@AMEPARAM@@a2ebbee3/
I use this product to target people that own motorcycles. I also go after truck drivers, police offers and firefighters. Click Hereto see something I wrote on how I approach Fire Fighters.
This is a very easy product to sell. Call us at R.F.S 770-968-5757. and let us teach you how to use this product.
Click Here to view the agent guide.
Life Changing Events Niche.
My father Greg Rosenthal always taught me to go after people that have had a life changing event. Such as just bought a new home, just had a baby, just lost some that they loved, just got a new job, Etc.
Viddler.com - How to Find New Homeowners - Uploaded by markingriffin@@AMEPARAM@@http://www.viddler.com/player/1a6dc15c/@@AMEPARAM@@1a6dc15c/
Email [email protected] for tons of ideas on this subject.
Business Owners/Key Man Niche.
Click Here to download the Get Well Card or Paycheck Training Video.
Email [email protected] and ask me for the "Five WaysApproach" email
Email [email protected] and ask him for his Key man Email.
Church Niche
Click Here to learn more.
Free Gift Niche
People love getting free stuff that has value to them. I had a sales person knock on my door the other day and offer me a free thing of Tide for just 15 mins of my time. Of course I said yes and he was able to get his foot in the door and show me what he had to offer.
We have several systems that we use as free Gift that can help people.
Organizing Your Personal Affairs Prospecting System
Free Living Wills
Free Credit Report
Bank CD Holder Niche
Local Youth Dept Fund Raiser Niche.
Avg Family Man Niche
The average family man works and has children, a wife and a mortgage. He needs a lot of coverage in the beginning years. He needs to cover the mortgage, lost of his income, his funeral, college, and everything that will need to be taken care of if he is gone. As he gets older, the kids will move out and the house will be paid off and the only thing he will need is to pay off his funeral, and some extra money.
For this I would sell him a big term policy with Return of Premium added to it. The R.O.P. that he will get back will be more then enough to take care of his funeral and also help out with some other bills. Most of these clients are in good health. I love using Assurity Life for this niche. You should also add some other riders to this package. I would ad D.I. and C.I. also. We can usually give him a lot of protection for a little bit of money and if nothing happens to him, we will refund all of his money and that can later be used to go towards his funeral or other debits. If need be he can later do a Single Premium Whole Life policy. It can almost always double his money that he wants to leave to his heirs.
Fire Fighter Niche
Click Here to Learn More.
The Insurance Client Forum Niche
Click Here to see my Example
Some of you are familiar with Forums such as the one on rosenthalfiles.com. But you can also look for insurance forums where clients come on and ask questions and then you answer their questions. Be sure not to just show up and say hey look at my website to save some money. Bring value to the forum and earn the respect of the clients.
People that Already Own Life Insurance Niche
It is just like preaching to the choir. You don't have to talk this niche into buying life insurance because they already own it. You just have to show them something better then what they already have.
Take a look at this and listen to the audio tape.
Click Here.
Buying list of specific people is also a good idea.
Welcome to W.S. Ponton is a great place to buy list of people. Check it out.
IF you have any questions, just email me. [email protected]
IF the videos are not working on viddler try again later and most of my videos are also on www.rosenthalfiles.com
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Sorry about that. My intention was not to correct you rather it was to help the OP track down Mark using the search function. Cheers!
- Thread starter
- #9
baggins415
Expert
I'm sorry Mark, it's just hard for me to take seriously anyone that still uses AOL for email.
Just kidding...some useful ideas but where the hell do you live that a firefighter has only 10k in life coverage? Where I live in the Bay Area these government employees are banking 70-130k and that's not with benefits - which usually throw in another 250-400k of life insurance.
I kill it with government employees selling UL plans for pension max. I have a bunch of firefighters each doing $4,000 - $8,000 per year into UL's. These guys have it cushy out here and while an AD&D policy may be a layup. That's a freaking lot of policies you have to write at $300 per year premiums to make a buck. I would also refrain from using that as a lead in because once you lead with something so cheap (and in my opinion almost useless) your credibility will be shot when you start talking real strategies and real need of the firefighters and their families - like the value of permanent life insurance and protecting their pensions. It would turn into a big bait and switch.
I always found it better to explain something no one else is explaining to them, because there are 10 other guys like you in town selling AD&D policies and mortgage insurance and by doing this you are not only leaving a TON of money on the table - but you are not providing good solutions for the client, you also aren't distinguishing yourself.
Anyway that's my take on your firefighter approach. I also think the part where you tell them, " My wife would never allow me to be a fire fighter, she says this is too dangerous and I'm not strong enough also. I can't do what you guys do." -Just reeks of sad used car salesman circa 1955.
Anyway--- enough of my nitpicking. :P
[email protected]
(are you in California and want to break into an incredible niche? email me!!)
Just kidding...some useful ideas but where the hell do you live that a firefighter has only 10k in life coverage? Where I live in the Bay Area these government employees are banking 70-130k and that's not with benefits - which usually throw in another 250-400k of life insurance.
I kill it with government employees selling UL plans for pension max. I have a bunch of firefighters each doing $4,000 - $8,000 per year into UL's. These guys have it cushy out here and while an AD&D policy may be a layup. That's a freaking lot of policies you have to write at $300 per year premiums to make a buck. I would also refrain from using that as a lead in because once you lead with something so cheap (and in my opinion almost useless) your credibility will be shot when you start talking real strategies and real need of the firefighters and their families - like the value of permanent life insurance and protecting their pensions. It would turn into a big bait and switch.
I always found it better to explain something no one else is explaining to them, because there are 10 other guys like you in town selling AD&D policies and mortgage insurance and by doing this you are not only leaving a TON of money on the table - but you are not providing good solutions for the client, you also aren't distinguishing yourself.
Anyway that's my take on your firefighter approach. I also think the part where you tell them, " My wife would never allow me to be a fire fighter, she says this is too dangerous and I'm not strong enough also. I can't do what you guys do." -Just reeks of sad used car salesman circa 1955.
Anyway--- enough of my nitpicking. :P
[email protected]
(are you in California and want to break into an incredible niche? email me!!)
Last edited:
- 7,790
You stumped the Spelling and Grammar stickler....
Congrats!
That's better than saying, "you stumped the chump!" BTW wher is Chumps from Oxford? Is He MIA?
