It is absolutely amazing to me that the majority of insurance agents today have no idea of the real reason why they are not able to consistently earn $100,000, $200,000 or much more selling insurance, or their financial services. It seems that all I ever hear is; "I cant find a good source of sales leads!" "The leads I get just arent any good!" "The lead company I use cant supply me with enough sales leads!" "The leads are old and have already been contacted by another agent!" "All of the leads I get are just shoppers looking for a price quote!" "The only leads I get are the people with health problems!" "All of the people who come to my seminars are just plate lickers!" "Ive run out of friends and family to sell to!" Almost every agent believes their problem is just a lack of leads!
Every one of these agents isnt seeing the big picture And, the truly unfortunate part is that even after they read this article most of them still wont get it. But, thats Ok, because if you get it, you are going to have a distinct advantage over all of them!
Lets start with the basics. Would you agree that the success (or the lack of success) of your agency depends on your ability to constantly be in front of people who want to buy your products and services? Then, why are you relying on someone else for this critical function of your business? And, why are you relying on just one way (or, at the most two ways) to generate your sales leads?
Unless, you take complete control of this critical function of your business yourself, you'll have to settle for an average income for the rest of your insurance sales career!
If you were to examine the most successful agencies (or any other successful company - regardless of the type of product or service they sell), you'll find they all have an effective system to continually get their message out to their clients, prospects, friends and everyone in their local area. They are continually delivering
The Right Message, to the Right People, at the Right Time!
Do you know what that is called? Its called marketing! And, its the lack of a solid marketing foundation that is the main reason why most insurance agents and advisors are not able to consistently earn $100,000, $200,000 or much more selling insurance (or their financial services). To put it another way
Marketing Is The Only Function In Your Business That Brings In Clients... Produces Sales... And Generates Profits!
Until you take control and establish a marketing program that generates a consistent flow of sales leads, you are going to struggle to earn a living in insurance sales! If you want to consistently earn a six-figure income, you must start thinking of yourself as a marketer of insurance products, instead of an insurance agent or financial advisor.
Dont fool yourself into believing that its about your knowledge, your credentials, your products, your companies, your services, or your sales skills. All of those things are completely useless if you don't have the marketing skills to get qualified prospects to talk to you.
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