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LEAD TO RESULTS
Teaching Managers
   Strategies for
Agent Self Marketing
Agent Strategy
         Agent Development Lifecycle




     New        3 – 6 months       6 – 24 months        24 – 60           60 – plus
                 as an agent        as an agent        months as          months as
    Agents
                                                        an agent           an agent
Begins by       Progresses to      Package           capable of         Mature agent
selling 1 – 2   package            selling 2 – 3     selling all        capable of
products        selling 2          products,         products,          selling all
                products –         building client   servicing client   products,
                gaining referral   base/referrals    base/growing       servicing client
                                                     referrals          base/building
                                                                        on referrals
Market Strategy
           Agent Prospecting Lifecycle




 Small Business        Family       Pre-retirement        Retirement
   Employee
Major Medical     Major Medical   Major Medical        Medicare
                                                       Supplement
HSA               HSA             Short-term Medical
                                                       Final Expense
CI                Life            LTC
                                                       LTC
Life              CI              Life
                                                       Annuities
                  Life            Annuities
Agent Business Planning



If the agent learns to close 1 out of 3 appointments
they will need to learn to book 10 appointments.

Historically 1/3 of their appointments booked may
cancel or not be there so they need to learn to book
a minimum of 15 appointments
Agent Business Planning


Sample Work Week

15 hours of marketing

25 hours appointment running and travel time

5 hours of paperwork and administrative follow up

5 hours of “waste and miscellaneous”

5 hours of education and meetings/personal study



Total average work week for this goal would be 55 hours
Activity Plan

The activity plan is where specific activities
are
identified as necessary to achieve your agents
goals.
                                               INTERNET

                                        NETWORKING


                                 REFERRAL

                      TAKE ONE

              WALK & TALK


     WAVE MAILING

 TELEMARKET
Agent Self Marketing
Agent Self Marketing
               Lead Resources

                       Professional Referrals
Cloverleaf

                       Surveys
Business Cards

                       Advertising
Newspaper Ads

                       Free Lunch –business
Trade Shows/Flea
                       cards
market

                       Be creative
Take-One boxes

                       Happy hours
Association Lists

                       Local paint, lumber &
Mailers
Direct Mail: Postcards & Letters
Referral Mailing
HEALTH INSURANCE PREMIUMS
                   MAKING YOU SICK?
Very Affordable Health Insurance For Small Businesses & Self-
                          Employed

                           Includes:
      $5,000,000 Lifetime Maximum Benefit Per Person
              Sloan’s Lake or PHCS Network
                            Co-pays
                 Childhood Preventive Care
                     Adult Well Physical
                  Prescription Drug Benefit
               24 Hour on the Job Coverage
                      Dental Coverage
                        Vision Benefit
                          Example:
                 Families Couples Singles
        30M & 30F…$205/mo* 30M &30F 30M…$73*
              with 2 children $146* 30F…$81*

        40M &40F…$271/mo* 40M &40F 40M…$102*
             with 2 children $211* 40F…$118*

       50M & 50F…$343/mo* 50M=50F… 50M…$143*
             with 2 children $283* 50F…$148*

         *Examples based on healthy non-smokers
For a personal needs analysis and quote do one of the
                           following three things:
                      1. Fax this form to 515-942-5555
                    2. E-mail me at: blabla@hotmail.com
                      3. Call me at (515) 291-5555 local
 Name______________________________Sex_____Age___Smoker Y/N
 Spouse: _____________ _______________Sex_____Age__Smoker Y/N
           # Of Children: (ages not needed) _________________
Day Phone: ______________________ Evening Phone: ____________
City: _____________________
The Math

100 + mailers sent per week
20 – mailers returned w/bad address
_____ =
80
20 – can’t buy (group, disability, etc)
____ =
60 actual contacts
12 / months in a year
___ =
5 people who receive a rate increase
Willingness is represented by activity
                 Ability is represented by results


                                   You can please some of the
                                   people some of the time…




But you can’t please all of the
people all of the time.

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Lead To Results

  • 2. Teaching Managers Strategies for Agent Self Marketing
  • 3. Agent Strategy Agent Development Lifecycle New 3 – 6 months 6 – 24 months 24 – 60 60 – plus as an agent as an agent months as months as Agents an agent an agent Begins by Progresses to Package capable of Mature agent selling 1 – 2 package selling 2 – 3 selling all capable of products selling 2 products, products, selling all products – building client servicing client products, gaining referral base/referrals base/growing servicing client referrals base/building on referrals
  • 4. Market Strategy Agent Prospecting Lifecycle Small Business Family Pre-retirement Retirement Employee Major Medical Major Medical Major Medical Medicare Supplement HSA HSA Short-term Medical Final Expense CI Life LTC LTC Life CI Life Annuities Life Annuities
  • 5. Agent Business Planning If the agent learns to close 1 out of 3 appointments they will need to learn to book 10 appointments. Historically 1/3 of their appointments booked may cancel or not be there so they need to learn to book a minimum of 15 appointments
  • 6. Agent Business Planning Sample Work Week 15 hours of marketing 25 hours appointment running and travel time 5 hours of paperwork and administrative follow up 5 hours of “waste and miscellaneous” 5 hours of education and meetings/personal study Total average work week for this goal would be 55 hours
  • 7. Activity Plan The activity plan is where specific activities are identified as necessary to achieve your agents goals. INTERNET NETWORKING REFERRAL TAKE ONE WALK & TALK WAVE MAILING TELEMARKET
  • 9. Agent Self Marketing Lead Resources Professional Referrals Cloverleaf Surveys Business Cards Advertising Newspaper Ads Free Lunch –business Trade Shows/Flea cards market Be creative Take-One boxes Happy hours Association Lists Local paint, lumber & Mailers
  • 12. HEALTH INSURANCE PREMIUMS MAKING YOU SICK? Very Affordable Health Insurance For Small Businesses & Self- Employed Includes: $5,000,000 Lifetime Maximum Benefit Per Person Sloan’s Lake or PHCS Network Co-pays Childhood Preventive Care Adult Well Physical Prescription Drug Benefit 24 Hour on the Job Coverage Dental Coverage Vision Benefit Example: Families Couples Singles 30M & 30F…$205/mo* 30M &30F 30M…$73* with 2 children $146* 30F…$81* 40M &40F…$271/mo* 40M &40F 40M…$102* with 2 children $211* 40F…$118* 50M & 50F…$343/mo* 50M=50F… 50M…$143* with 2 children $283* 50F…$148* *Examples based on healthy non-smokers
  • 13. For a personal needs analysis and quote do one of the following three things: 1. Fax this form to 515-942-5555 2. E-mail me at: blabla@hotmail.com 3. Call me at (515) 291-5555 local Name______________________________Sex_____Age___Smoker Y/N Spouse: _____________ _______________Sex_____Age__Smoker Y/N # Of Children: (ages not needed) _________________ Day Phone: ______________________ Evening Phone: ____________ City: _____________________
  • 14. The Math 100 + mailers sent per week 20 – mailers returned w/bad address _____ = 80 20 – can’t buy (group, disability, etc) ____ = 60 actual contacts 12 / months in a year ___ = 5 people who receive a rate increase
  • 15. Willingness is represented by activity Ability is represented by results You can please some of the people some of the time… But you can’t please all of the people all of the time.