Prospecting Business Owners

[Bitnis]

I'm trying to put together a plan to prospect business owners. I've attempted to lead with life insurance and that fell flat. My intent this time is to lead with health and look for life. I'm doing okay leading with life in my personal market but business owners shut me down almost every time.

Since I'm new to this I'm not sure exactly what it is I'm looking at. I am guessing that I should be targeting business owners with 1-4 employees thinking that anything larger will be a group. I'm doing some homework now trying to figure out the difference between HRA's, Sec 125, and group.

Maybe someone can point me in the right direction. I'm trying to keep this as simple as possible because I am new. I would like to target small business owners. I know very little about voluntary payroll deduction but it seems like somewhere I would like to end up. I'm interested in offering health and life.

I'm changing my offer from life to health so I can get in the door. What does my target business look like so that I can offer health that is not group and also look to offer employees life on a voluntary basis?

Suggestions?

 

[Mark]

Talk to them about insuring their " Income"
Use a D.I. or C.I. product.

Do they want a get well card or a paycheck after something happens to them. Would they lose everything they own if the income was to stop? We can give them a paycheck instead of a get well card.

I have an entire training class on this subject.

Business owners really care about their next paycheck and staying afloat.

 

[Bitnis]

Hey Mark,

I appreciate your input. That is definitely one way to go at it and something I need to consider.

You think calling on the phone or walking in and talking about DI is more effective than major medical? I'm only looking for an appointment at this point as I'm sure you already know.

You say you have a class on this. Do you mean for business owners or agents?

 

[padthaiforlunch]

Use the "Five Ways."

For that matter, call and introduce yourself as a life insurance agent and that you' would like to stop by to introduce yourself share with them what you do.

Those who say yes to meeting you have good potential.

So, hit the phones hard, or start walking in.

 

[Mark]

Hey Mark,

I appreciate your input. That is definitely one way to go at it and something I need to consider.

You think calling on the phone or walking in and talking about DI is more effective than major medical? I'm only looking for an appointment at this point as I'm sure you already know.

You say you have a class on this. Do you mean for business owners or agents?

For Agents. Call me next week and I will go over it with you.

 

[Daytona_Guy]

Do they want a get well card or a paycheck after something happens to them. Would they lose everything they own if the income was to stop? We can give them a paycheck instead of a get well card.

I made a decent living focusing on just this very proposition statement "Would you rather get a check or a Get Well Card?" I was using the Lifestyle Protector from Colorado Bankers Life. I still have my own policy!

Here's a multimedia presentation I used to give away to business owners on a self-running CD that had a photograph of a check for $100,000 on the label.
It's quite humorous to watch this presentation now 8 years later!

Click here to see it

I made that back in 2001.. worked pretty well. This was before the invention of the "multimedia business card" but worked in much the same way with in-your-face info about critical illness to business owners.


Chris

 

[JustinUpright]

Hey I think that is great. Did you leave it for the business owner when you couldn't get past the gate keeper? How well did this work for you trying to get in to see the business owner?

I am going to make a couple of power point presentations this weekend wonder how much it would cost to do the little cd.

 

[briko3]

It would cost about 50 cents for a CD to burn it on. Just save your powerpoint as a .pps instead of .ppt.

 

[arnguy]

Excellent presentation!!!

 

[JustinUpright]

This seems like a good idea for those times the gatekeeper says can you leave him something?