While every agent has his or her own sales process, they all generally contain some variation of 4 important actions:
1. Introduce yourself to the client.
2. Create value in the relationship.
3. Build trust.
4. Individualize your sales pitch.

Email marketing has been around for 10+ years now, but email open rates remain a point of contention among marketers. Some consider them irrelevant, others live and die by their open rates. Some marketers disregard them as pointless. Like anything there’s a happy medium to be found somewhere.
Methods to track open rates remain basically the [...]

You probably don’t realize just how valuable your insurance newsletter is when it comes to prospecting, making sales and client retention. Let’s look at each stage to get an idea just how much difference an insurance newsletter can make.
Prospecting
Prospecting is never a fun task. Trying to find qualified leads, marketing yourself and buying lists can [...]

Whenever you consider adding another marketing method to your agency’s marketing plan, you must consider the method’s value proposition. A new marketing method that offers little value beyond those which you already use might not be a good addition—but a marketing method that has a greater value proposition could be a gold mine.
Email insurance newsletters [...]

The internet is beginning to really change the face of prospecting. And while it might make that process easier, it doesn’t change the fact that selling comes from building trust between you and your prospect. After all, the best sales environment is one in which the client trusts you and your judgment and has a [...]

If you’ve been in the insurance industry for any length of time then you know that there isn’t always a direct correlation between the amount of marketing you do and the sales you close in a week. You don’t get one sale for every phone call you make or flyer you send, which means you [...]

The ideas we’ve gone through so far are the cornerstones of branding and marketing. But in 2010, why not take it a step further? Why not take your marketing to the extreme? Here are some additional brand awareness ideas:

It’s time to enter the 21st century, even if you have to do it kicking and screaming; and by that, we mean it’s time to get a Twitter account. Wait! Before you start thinking that Twitter is only useful for finding out how Ashton Kutcher and Demi Moore’s relationship is going, you need to understand [...]

In case you haven’t heard, the internet is making waves in insurance prospecting. Not only is it widening your network of referrals and prospects but it can put you in touch with an entire generation of uninsured individuals that rely on the internet for much of their shopping and researching.
In 2010, these are the web [...]

The first step in developing the print portion of your marketing campaign is to determine what print items you want to have. Leave behinds? Postcards? Brochures? Seminar materials? Here is a list of some of the materials you can include in your marketing arsenal:

Letterhead

Envelopes

Sales flyers

Business cards

Blank cards (for thank you notes)

Address labels

Newsletters

Calendars

Brochures

Post cards

Business reply cards

Seminar [...]