- 26,086
How?
Do you work your book of business?
- Thread starter WinoBlues
- Start date
I don't "mine" it like some agents do . . . calling every few weeks/months to see if they want to buy something. But I do "touch" them every month with an electronic newsletter.
It is a mixture of relevant Medicare and health care happenings, reminders about things like AEP, general information and humor. I never use the newsletter to overtly sell products . . . but I may mention the VALUE in having a particular product.
The newsletter keeps my name in front of them ever month which usually generates referrals.
Referrals are GOLDEN
It is a mixture of relevant Medicare and health care happenings, reminders about things like AEP, general information and humor. I never use the newsletter to overtly sell products . . . but I may mention the VALUE in having a particular product.
The newsletter keeps my name in front of them ever month which usually generates referrals.
Referrals are GOLDEN
- Thread starter
- #3
- 26,086
Same.
I touch them but done pitch them. Unless it is specific call or text like a child rider aging out or someone terming out. Even then it is more conversational.
I want to find an efficient way to reconnect with my book.
We are 2 1/2 file cabinets into or scanning. In the process I am see files of clients that I have spoken to regularly and some I haven't spoken to for years. I am finding different cards and letters I had sent that worked pretty well back then.
I touch them but done pitch them. Unless it is specific call or text like a child rider aging out or someone terming out. Even then it is more conversational.
I want to find an efficient way to reconnect with my book.
We are 2 1/2 file cabinets into or scanning. In the process I am see files of clients that I have spoken to regularly and some I haven't spoken to for years. I am finding different cards and letters I had sent that worked pretty well back then.
- 4,300
I'm a debit agent, so it happens more or less organically, but you still have to work it. Occasionally a client will ask for a coverage review, and sometimes I'll get an unexpected call from someone who was referred to me. But if I just rely on that happening without any effort on my part, my book will shrivel up and die through attrition. I have to be alert to sales opportunities with every contact, suggest coverage reviews, and ask for referrals.
Since COVID came along, I'm doing a lot more collecting over the phone. It would be easy just to process their payment, say thank you, and move on to the next call. So, I make it a point to engage on a more personal level. Those conversations are mainly just friendly catching up. But for an alert agent, sales opportunities emerge from them. For example, "Got any plans for the weekend?" "Yeah, I'm going to a baby shower." "That sounds fun! Who's having a baby?"
Yep, that right there's a sale!
One extra thing I started doing a few years ago is texting birthday greetings. I used to mail birthday cards at the beginning of each month, but as the book grew, it got to be a pretty cumbersome task. Many of my clients prefer texting over phone calls, so I thought I'd try birthday texts. That actually got a much better response than the cards, so I've permanently adopted the practice. No sales message at all - just a personalized greeting on their actual birthday.
For traditional agents with a more sophisticated clientele, newsletters, greeting cards (even auto generated) are great for keeping you front of mind. An occasional, friendly, non-salesy catch up call would likely increase the effectiveness of those efforts.
Since COVID came along, I'm doing a lot more collecting over the phone. It would be easy just to process their payment, say thank you, and move on to the next call. So, I make it a point to engage on a more personal level. Those conversations are mainly just friendly catching up. But for an alert agent, sales opportunities emerge from them. For example, "Got any plans for the weekend?" "Yeah, I'm going to a baby shower." "That sounds fun! Who's having a baby?"
Yep, that right there's a sale!
One extra thing I started doing a few years ago is texting birthday greetings. I used to mail birthday cards at the beginning of each month, but as the book grew, it got to be a pretty cumbersome task. Many of my clients prefer texting over phone calls, so I thought I'd try birthday texts. That actually got a much better response than the cards, so I've permanently adopted the practice. No sales message at all - just a personalized greeting on their actual birthday.
For traditional agents with a more sophisticated clientele, newsletters, greeting cards (even auto generated) are great for keeping you front of mind. An occasional, friendly, non-salesy catch up call would likely increase the effectiveness of those efforts.
- 4,300
BTW, @WinoBlues , I was typing my response as you were responding to @somarco . I want you to know I was just responding to the general question. I know you already know and do everything I just suggested and more! I learned or re-learned some of those things from reading your posts in particular, and I've learned a lot from you over the years. My debit clients only constitute about 1/2 or less of my total book, so I'm in the same boat needing to find an efficient way to reach out to the rest. I have several hundred clients that I haven't spoken to in years. Maybe I should start scanning some old files!
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- 4,201
This is literally the point of newsletters (however you use them.) As long as content is interesting to the reader, it's usually unimportant what the content actually is.. (if that makes sense.)
For example, recipes and health tips are of use, but everything doesn't have to be insurance, insurance, insurance. When people realize that, customer retention contacts become much easier.
(Quoting just to build upon a point, not disagreeing on what's said.)
- Thread starter
- #7
- 26,086
I agree.
Like you I have learned a great deal here. I also have done stuff that I learned decades ago that a little tweaking works as well today.
- Thread starter
- #8
- 26,086
@Travis Price
I really want to start doing some of your welcome swag mailing.
Again something I used to do that worked so well I stopped doing it
I really want to start doing some of your welcome swag mailing.
Again something I used to do that worked so well I stopped doing it
- 10,806
Email. It doesnt even have to be newsletters. Draft a simple "check in" email that mentions increasing coverage, additional coverage, coverage review, etc.
"If its been over 10 years since your policy was purchased, it would be a good idea for us to review the benefit amount to ensure it is still adequate". Then list some life changes that could trigger a need for increased coverage.
Or take the route of expiring term coverage, etc.
Lots of options. Google Workspace email has options to create templets now so you dont even really need a CRM or Newsletter service if your gmail is organized.
"If its been over 10 years since your policy was purchased, it would be a good idea for us to review the benefit amount to ensure it is still adequate". Then list some life changes that could trigger a need for increased coverage.
Or take the route of expiring term coverage, etc.
Lots of options. Google Workspace email has options to create templets now so you dont even really need a CRM or Newsletter service if your gmail is organized.
- 4,201
@Travis Price
I really want to start doing some of your welcome swag mailing.
Again something I used to do that worked so well I stopped doing it
I do it for both people that call in for leads (if I can get their address) and once someone buys a policy. I have a third letter that goes out when the policy goes into effect with my referral cards.
I disagree with @scagent83 that blind e-mails work.. I mean, they do.. but like how a ringless VM works.
My auto agent wants to meet every year to do a review. He either wants to come to the house or have me come to the office. I avoid it like the plague. They usually have to spend months chasing me down. I usually only hear from them when it's review time or my birthday.
I've started investing more money into more contacts, social media content (I'm just restarting a stupid Facebook page), I post articles of LinkedIn that drive people back to my site, and I post 2 YouTube videos a week (I think they suck, because I speak very relaxed and off the cuff and I hate being recorded, although I don't go on camera...)
I've decided to use RemindMedia for a bi-monthly magazine for my contacts. I'm probably getting fleeced, but 4 dollars per issue, per mag, isn't that bad.. I also really like their Local Event's newsletter, social media content, and digital interactive magazine, and it's not crazy expensive, IMO.
They're super customizeable, so you can add your own content in certain areas.
I think I've come to the conclusion that I start putting money behind people that have at least shown interest (at least more than people that are cold contacted and haven't done anything.)
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