Mark Zuckerberg’s congressional hearing only re-affirms why it’s so important for all of us to take a deep look into our Facebook Marketing Strategy. The business and data advantages are beyond anything we’ve ever seen in the history of consumer marketing and advertising. In fact, my only concern about this media frenzy is that all of us, myself included are not utilizing this incredible tool to its full organic potential.

As a life insurance agent, the 2018 version of “Word of Mouth” means being the first person or company that other people think of, when someone mentions “I Need Life Insurance”. Then, converting that thought, to getting your name tagged in the comments, which can lead to an appointment. Its the current way we instantly connect. I mean let’s face it, at this point in time, nobody is making small business recs by picking up their phone jumping up and down with the exciting news about who to buy life insurance from. You get tagged on Facebook when someone asks about it. In 2018, even your own mother is sharing everything from cat memes to business check ins. This isn’t coming. Its here!

Whether you’re looking to grow your agency or simply develop some new client leads for yourself, you can accomplish this solely by positioning yourself to be ‘Top of Mind’ for the audience that follows you. You do this by maximizing your networking presence and authority over your competition. This is NOT and overnight process. This is one long term farming strategy which we will discuss in the next article to come. For now, Back to tactical advice.

So how do you do this with very basics knowledge of digital marketing? You can start by going to where the people are, and finding a creative way to tell your story to them every single day. Put some thought into your Facebook page design. If you’re not that great with design work or page set up, reach out to me and I can help do this quickly for a reasonable cost. Fill out everything. Invite people to it. Send your clients there. Even your lead turn downs. Send everybody there. If they so much as mumbled the idea of getting insurance from you but didn’t, send them there.

This will allow you to flirt with them for a few weeks before asking again. flirting with relevant content. It works. But If you’re only trying to close meetings on the first conversation, you only are making yourself appear that you’re looking for the sales equivalent of a one night stand. Some people just require little romance to win the, over, and you’re going to do this with content. Organic Facebook is by far the best place on the internet for Word of Mouth. This argument is no longer up for debate. It’s over. Like my Cleveland Cavs if Lebron leaves.

However, it’s important to understand that organically, Facebook is not really a tool that’s intended to be used for daily transactional behavior. At least not to your direct following. In fact; Direct Marketing your following too much can actually get really annoying and result in driving people leave your page which then, Facebook punishes you for by deeming you low in relevancy to your audience, and then giving your content less exposure. But, That’s for another conversation.

Think of it this way. You would never sit around watching a television channel that consisted of the same commercial for the same company over and over again. So why would we expect our followers to do that for us? The answer is- We shouldn’t

Facebook is a place to brand our services, in the form of regular content which brings awareness around what we do, in exchange for the value we give our audience in return. That’s how this environment works. People come here for content and viewing pleasure. By shoving unwanted solicitations in their feed, only becomes an irritation because it’s not what the audience came to our pages for. Which actually counter productive because that’s how you brand yourself as annoying, not helpful. So blend into their content feed like a Chameleon.

Find a way to communicate your message in a way that’s interesting, compelling to read, or invokes thoughtful emotion and gets you a positive reactions when the content is consumed. People always love to read good stories, and content that’s relevant to them. Anything else just gets ignored. Which that is never good for your brand.

Building your Facebook brand is a process. You have to care about quality or you become just like everyone else. Irrelevant. You have to groom it over time, and you have to keep it up to date, as the daily interactive brand that you want to see. But doing so farms plenty of opportunity, and production nuggets that fall out of the sky when you least expect it. Just remember, you can never give too much value. It always brings awareness, and awareness is currency in marketing.

If you enjoyed this article, please accept this invite to my private Facebook group called Life Agent- Tips, Tricks, and Closers. Consisting 2,000 life insurance agents offering Free Daily interactive support and fresh content for agents of all experience levels. Come by and make some friends.

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So you finally passed your state exam and you’re ready to get paid, but you have a minor Dilemma that’s slowing you down. The first decision every new agent faces after getting licensed is; how exactly will you get your business started? This can be a terrifying thought for someone with virtually no experience in this industry, and minimal dollars to start with. You can relax. The good news is; many of us here have enough experience to get you headed in the right direction. Here’s 3 things you can immediately implement that won’t cost you a dime.

1. LEVERAGE YOUR EXISTING NETWORKS

Don’t be fooled by all the infomercial-hype recruiting you are going to see on here, and just about every other internet group created, trying to sell you “magic leads”. The old-school way of collecting business and referrals still works, and is proven tried and true, over and over again. Targeted Leads are a fantastic addition to your business, I use them myself. But going in debt to start up, is flat out stupid. If your up-line is advising this, then I highly advise you to find your self a new one.

Your friends and family are every day normal people that love their families like we do. They want them secure, and they have a need to protect them with a strong life insurance product from a capable agent like yourself. So why not you? You have their phone numbers, all you have to do is give every single one of them a call, text or email. NOT necessarily ask them to purchase insurance from you, but at the least just to recommend you to five at their closest family or friends. Once they do, just keep on continuing this referral snowball. It works great for starting up. Just make sure you save up those commissions so you can have marketing options to multiply that.

2. UTILIZE YOUR FACEBOOK AND INSTAGRAM

In 2018, literally EVERYBODY and their grandmother is utilizing social media for business and entertainment alike. This is single-handedly the best market place to advertise your services and connect with your target client if you cannot pay for direct response leads. This will be your secret weapon that gets business sent to YOU.

The first thing you should do is start a separate Facebook page that’s dedicated solely to your business and marketing. Add your friends and family, and when you do obtain a new client or referral, ask them for a photo or video testimonial. After they agree, add them to your Facebook page, and then ask them to share the page with their friends, and in the caption to give you their endorsement. For every one person that does this for you, should generate 1-2 more appointments. The trick is is giving them a reason to do this for you. That part is on you. Get creative! ✔️

3. SHAKE 1,000 HANDS. ��

Now this one may sound a little far-fetched, but hear me out. The idea here is activity when you’re new in this business, especially as an independent agent, you have more of one of two things. Time or Money. If what you have is more money, great! Then you have the luxury of purchasing leads, or utilizing marketing services such as mine. But if you don’t, you still have time operating as your biggest business asset.

My theory is, if you introduce yourself to 1000 people and tell them what you do, at least 25 of them are going to give you an opportunity to at least have a conversation with them. This may sound extreme to some, but to others, this is really an average months worth of activity. Shake 1,000 hands, you’re bound to stumble into something. To just get to your first 1,000.

Remember, not every instruction needs to end in a sale. Sometimes, it requires a little flirting before you get them in the sack. Give them your card, have them follow you on social media and get permission to follow up if they don’t agree to an appointment right away. This is called a lead, and you didn’t need to pay for it.

For the purpose of being fully transparent, I do use targeted Leads and paid advertisement. They are great. But personal networking can get the job done if you cannot afford it yet, or are not willing to give up half of your commissions for the help. You have options. So explore them wisely.

If you have any questions, feel free to leave a comment below. Hope this helps.

If you found this article helpful, please accept this invite to my private Facebook group. Life Agent- Tips, Tricks, and Closers. The internet home to over 2,400 life insurance agents offering free, daily interactive support and fresh content for agents of all experience levels. Come by, join us and make some friends.

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Creating and designing an effective sales presentation is a fundamental tool needed to succeed, when starting out in the life insurance industry. A strategic presentation that has been mastered and perfected against the right lead system could really be your ticket to the top 1% of your industry. These 5 Steps will help you get started.

Step 1 : Report and Introduction

This part of your presentation is what sets you up to control the pace of the appointment. This is where you establish control of the environment. This is the time to talk about their hobbies and projects and their grandson’s soccer game (remember this for referrals). Once you have lowered their guard, you can then proceed into the introduction of yourself, through a personal value statement of some sort, and how your visit today is going to help them. When introducing yourself professionally, its important to exhibit strength and confidence. You must be prepared and ready to ask some some personal questions that require professional confidence to make your potential client comfortable answering. Keep in mind, at this point, they’ve only known you for about 10 minutes.

Step 2: Get the Facts

Once you complete step 1, and they seem receptive enough to move to step 2, this is when you begin to collect the necessary information that you need to expose the problem that you’ve been called on to fix. When fact finding, you will find out things, such as other insurance, income levels, basic household debts, etc: as well as a quick pre-check for any medical conditions that would immediately exclude them (check your underwriting guides). Immediately after this, is when you put together some sort of sales plan, and a back up, just in case your first one doesn’t close.

Step 3: Expose the problem

This part of your presentation could easily be considered the most important. Without a problem, you have no cause to sell. Using your fact-finding methods should generate at least 2 to 3 problems (funeral costs, loss of income, mortgage balance), you should be drawing a lot of attention to, as the main purpose of your visit. During this part of the process, yourself is the agent who should be making sure that the following along – and agreeing that this problem exists. Once you have that agreement, and there’s a clear understanding that it exists, you now have been given an open window to come across that problem with a favorable solution. This is when you strike.

Step 4: Crush it with value

Crushing the problem with value is the number one piece of your presentation that must be delivered without any hesitation or insecurity. This is your opportunity to be the clients saving grace. Reiterate exactly what these benefits will do for them, how they will give them peace of mind, and reassure them why this was such a smart decision to have this meeting in the first place. Its important to use their names, make strong eye contact and sit straight up when you make your final recommendation. Nobody wants to buy from a slouch.

Step 5: Assume the close

Going in for the close can be the most nerve-racking part of sales, but the truth is it’s the most necessary. It’s crucially important at this point of your presentation, that you at least appear to be cool, calm collective and assumptive. Being assumptive in your closing will give the client a feeling that you commonly do this and buying insurance from you is the norm. When you get the end zone, act like you’ve been there before. Because, if you feel uncomfortable and insecure, you will instill that same feeling into your prospect like a mirror effect. Then guess whats next? They will tell you they need to think about it, and you’ll never hear from again. But close with confidence and you’ll have them follow your lead all the way from signing the check, to giving you the family referral tree. Just remember. The best way to be confident is to know what the hell you are talking about. Be a student.

If you found this article helpful, please accept this invite to my private Facebook group. Life Agent- Tips, Tricks, and Closers. The internet home to over 2,400 life insurance agents offering free, daily interactive support and fresh content for agents of all experience levels. Come by, join us and make some friends.

https://www.facebook.com/groups/2025546564384441