Establishing Clientele In a Community

[michaelgasb]

I am strting out trying to build business in one area where the population is 25000 people. I curently have a list of names and numbers of about 200 people age 64 and up, I sell life insurance, medigap, individual health insurance, anuities cancer policies, and Long term care. I have not realy figured out how to build a clientale in the area. what could i do and what numbers should i do like mailing, or knocking how many a week of difrent things i should do.

 

[somarco]

Re: Establishing Clientale In a Community

In a community of that size I would think a personal touch would work better. Get out, shake a lot of hands and kiss a lot of babies as if you are running for office. Hang out where the old farts do. Check out the early bird specials at the cafeteria and any senior citizen places.

 

[michaelgasb]

Re: Establishing Clientale In a Community

Well im going to mail stuff in that area like say 200 hundred letters what would you sugest mailing.

 

[somarco]

Re: Establishing Clientale In a Community

How much mail do you open that comes from someone you don't know?

 

[Bob_The_Insurance_Guy]

Re: Establishing Clientale In a Community

#1 is right. Go to cafeteria's, play checkers, go to civic meetings, volunteer to umpire a game.

 

[michaelgasb]

Re: Establishing Clientale In a Community

Your right i need to aproach it like a politician but what just like a campaine rally how would you start being new with something like a seminare

 

[Mark]

Re: Establishing Clientale In a Community

I have a couple of ideas and client brochures you can use.

Click here to see one thing, that I mail to older clients.

Click here to see something that works better on middle age clients, but can work on anyone.

Here is a postcard that I'm working on for older people that have been declined for life insurance. Click Here to see it. I'm not done with the other side yet.

I'm working on the same concept on this one, but I have to go back and change the font, and I made this one gear toward agents and I have to switch the words to a client. Click Here to see it.

Just email me at [email protected] or call me at 877-968-5757 and I will see what I can do to help you.

I recommend don't just try one thing. Do a lot of things and see what works best for you. Have something to offer them and get your foot in the door.

 

[somarco]

Re: Establishing Clientale In a Community

What would entice you to a seminar offered by someone you did not know.

Seminars can be very expensive and a total waste of time & money.

I have never lived in a small town, but I have relatives who do. They pretty much know everyone and don't warm up quickly to strangers . . . especially those with an agenda.

You need to get to know them on their terms where they hang out. If this is something awkward for you, maybe this is not what you need to be doing.

 

[michaelgasb]

Re: Establishing Clientale In a Community

somarco what would you sugest would be 10 places to go and ten things to do that would help me build business in that area
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Yea but can i leagaly do the living will for people with out being a power of atorney.

 

[somarco]

Re: Establishing Clientale In a Community

If your target is seniors, think about where they hang out, and then you do likewise. Small towns are close knit and I personally think mailing is not as productive as F2F.

Generally, mailings do not draw well any way. Some of the best pieces might generate 2% response. Every response does not translate into a sale. You might only convert 10%.

So mailing 200 pieces might get you 4 responses (if you are lucky) and if you are really lucky, 1 sale.

The thing about prospecting is it doesn't need to seem like you are prospecting to the prospective client. Anything that seems "salesy" won't work.

Sampling is one of the best prospecting tools invented. When you go the grocery store and some little old lady is sampling cheese, think about what is happening. She isn't asking people to buy, only to try something for free. She probably has coupons as a further enticement.

Same thing with car sales. They sample with the test drive. Shoe stores let you try on the shoes and walk around the store.

You can't give away insurance, but you can offer information. Mark has some good ideas. Others will as well.