09/20/2007

"How I averaged 200-300 leads Per Month"

• How To Obtain Easy Annuity Leads!
• Great Source for Annuity and Insurance Leads.
• Abundance of Annuity leads=Happy Spouse.
• How I averaged 200-300 leads per month!                                     

Dear Annuity Builder,

Obtaining Easy Annuity Leads

Leads are the insurance agent’s life blood. When there is no one to talk to about our products fear and panic invades our world.

There are tons of ways to find annuity leads as long as you rethink your marketing plan.

Target Marketing.

I am sure you have heard it many times and it sort of slides over your prospecting efforts so here is a way to find our target market. First identify who you are trying to talk to as a prospect. If you haven’t thought about it or if you haven’t defined it you can use mine as an example.

My target market are senior adults age 70 and above. They will typically have about $600,000 in assets which includes their home. Normal situations will have about $200,000 in invested assets including their IRA. By using this very wide target market you access a very large amount of potential prospects.

Now we will do something totally outside the box to make my point. Go to your local hearing aid company (the best ones will advertise in the newspaper) and ask them for their list of senior prospects. Offer them $100 per 1,000 names.

The hearing aid company will be happy to sell you this list because you are not a competitor and they can generate another source of funds.

Send a pre-approach letter to the people on the list offering expanded services and always mention the hearing aid company. The letter would mention the benefits of the hearing aid company and how it was expanding its services to a wider product line. This letter should also mention a specific idea like recent changes in the IRA category. Offer a free book and have your name and the hearing aid company’s name on it.

I know what you are thinking….Am I nuts? No, I am not crazy, I am using an untapped market to illustrate the benefits of my products by piggy backing on the hearing aid marketing efforts. It really works and it is a fresh and inexpensive way of finding prospects.

Want another one? Try this idea, it works also.

Funeral homes and final expenses are great target markets. Go your local funeral home (I like them bigger ones) and make a partnership with them with their prepaid funeral expense customers. Offer them a nice percentage of each sale (I like 20%.) They love this because it is a totally new source of revenue for them.

Any decent sized funeral home can provide you with 2-3 years of prospects plus they will love the additional revenue which comes at not marketing expense to them. They can’t wait to become your partner and will love the service to their customers.

Send a very nice pre-approach letter to their customer base offering a new and expanded service from the funeral home. Have the letter mention probate and new information about recent changes in the law. Use a nice booklet about “Avoiding Probate” and go see these folks. It is a win-win situation.

Provide them with an expected cash flow projection so they can see what benefit can be earned for them.

My point is this, there are more ways to find annuity leads than you have time to try them all. Some of our other “professional annuity salespeople” may laugh and scoff at these methods but you will get the last laugh on the way to the bank.

Use a little creativity and think outside the box. These ideas are extremely cost efficient and provide well spent marketing money.

Great Source Of Annuity and Insurance  Leads

I recently read about a real estate agent who referred older clients whose homes he'd sold to an Insurance agent

Often they were looking for a secure way to convert some of their new-found cash into income, so were good leads for life annuities, and possibly even life insurance leads, .

It struck me that we should be using realtors as referral sources for life insurance more than we do.

Anyone who just sold (or bought) a home is a good prospect for our services, so realtors are referrers we should cultivate.


Think about it.

• They're sales people, so they know the value of referrals,
• They meet LOTS of people,
• They keep lists of people who attend open houses,
• Those they deal with are going through a major change,
• Large amounts of money can change hands in each deal,
• Both the buyer and seller are prospects for annuities and Insurance
• You can reciprocate by giving the realtors referrals.

They may need financial advice now on how to accumulate the money they'll need to buy that dream house in the future.

Or they'll need to plan now on what to do with all the cash they'll get when they sell their home.

Which means that even a realtor's list of non-buyers can be a valuable source of leads for our  services.

And you can help the realtor by letting him know when a life insurance lead he gave you is ready to buy or sell.

Annuity Lead Solving Means Happy Wife Happy Life

Have you ever been in the situation where you hate to go home after a hard day of selling insurance? I have.

I know what will be waiting for me, an unhappy wife. It is not that she is naturally that way; it is that she is worried about money, bills and the kids eating regularly.

If you sell anything on commissions then you fully understand. It can be feast or famine. I decided a long time ago to solve this issue. I wanted to come home to a happy wife and to leave the insurance business at the door.

I decided if I had more prospects to talk to than I could see then I would always have someone to sell to. I purposely over flooded my prospecting list with excessive prospects.

I used direct mail, referrals and seminars to provide them all for me. I always had more than enough prospects to see and often I would not get to all of them. Seems like a waste you say?

Not really. If you have an enormous amount of people who you could see then the fear of the Monday morning appointment scheduling was a thing of the past.

It was actually very easy to do and it has resulted in a lifetime of comfort when it comes to prospecting. Here is how I did it.

I borrowed enough money from the bank to fund a large direct mail program setup for 12 months in advance. I would mail 5,000 to 10,000 pieces a month with an average rate of response of 3.5%. The amount would vary based on time of the year such as the holidays. Here is the catch: If I had leads left over I could not get to because of the volume of the response, I would throw them all away. I could do so because I had fresh leads arriving in the mail almost daily. If someone did not want to see me or was hard to see I just chucked it.

It was almost like a breath of fresh air and an enormous amount of freedom. At the end of the year I added up my results and readjusted for the following year. At the end of the first year I calculated I had over 600 annuity leads that I could never get to or about 50 a month.

What did I do, reduce my mailings? No I increased them by 50%.

The freedom of unlimited annuity leads for me was a breath of fresh air. I also learned that if I had enough leads I could come home each night and I was happier which of course made my wife happier. The following year and each year afterward I have estimated that I have left 1,000 annuity leads uncalled and while it may seem a compete waste of time I look at it as the very best money I have ever spent. I have eliminated my need for someone to talk to about my insurance products and at the same time kept my home life happy.

A good lesson is this, “Happy Wife, Happy Life.”

Believe me: In my not-so-humble opinion, just take a

l-i-t-t-l-e bit of your time and check out www.89Million.com

Hope this helps...

Yours for Bigger Annuity Checks,  and More Often!

Bill Broich

"The $89 Million Dollar Annuity Man™"

 P.S. If you want to explore the possibilities of multiplying your income from selling annuities, check out our website at www.89million.com.

 P.S.S.  If you just need some help on your marketing please email us at support@89million.com  Or call our Toll free number at 800-808-6551.