Insurance Newsletter has Prospects Call You
Stop This from Happening
You meet a prospect, but he does not make an appointment. Or you do meet with him, but he decides
not to take action. So you put his contact information into your tickler for a call in 90 days. When you
call him in 90 days, you find out he has just invested $100,000 into an annuity that would have grossed
you $8,000. But he had forgotten about you. In fact, he says, “Geez, Joe, I would have made this
investment with you, but the guy at the bank caught me when I was rolling over a CD.”
To maximize the yield from your seminars, direct mail or any other marketing program, it’s critical
to drip on people you have met but who did not make an appointment or become a client. Eventually
they will. You have to be in front of them:
1. At the right time, and
2. With the right message
And if you fail to maintain contact, the above scenario will happen to you again and again. Money,
transactions, policies and commissions will continue to slip through your fingers.
“The very best money I have ever spent in my business is the insurance newsletter I obtain from your firm … it never fails to generate $15-20k of commissions each mailing.” B. Broich, WA
This is where most financial professionals fall down. They waste significant prospecting effort
meeting people, yet never bring these people to full boil. They waste time and energy heating the water,
yet fail to keep the flame burning. Their hot prospects cool off and disappear. Read on and see how the
right insurance newsletter converts these prospects to clients.
Drip Monthly
The right monthly insurance newsletter will help you turn prospects into clients. Why monthly? Because people have a lot of distractions in life and they see lots of offers and advertisements. After 30 days, they barely remember who you are. But by having your silent salesman (your insurance newsletter) show up in their mailbox every 30 days, you stay fresh on their mind.
If you’ve been sending a quarterly newsletter, save your money! After 3 months, they don’t remember who you are and when they receive your newsletter they think to themselves, “Who’s this guy?” and they toss it out.
If you do not keep in touch with clients and prospects, someone else will. Another financial professional will invite your clients to seminars and keep pounding them with their insurance newsletter, and your clients’ assets and prospects will drift elsewhere. The only efficient way to stay in front of your prospects and clients is with a monthly insurance newsletter.
“Just a note to let you know that in the short time that I have been using your newsletter I have picked up an additional $300,000 in assets under management.” T. Treacy, NY
Target Your Audience to Generate Sales
Sending just any newsletter WILL NOT do the job. You’ve seen what most professionals send—some boring junk about a change in the tax law, the latest economic report, statistics from the Fed, political commentary… BOOORING!!!!
The prospect cares about only one thing: “What’s in it for me?” They couldn’t care less about some economic prognostication or the change in the fed funds rate. They want to know, “How am I gonna make more
money?” Or in the case of seniors, they ask, “How can I best preserve my principal and obtain more income?”
Your insurance newsletter, targeted at the affluent 50+ audience, addresses their concerns and solutions regarding investing for income, investing for growth, mutual funds, annuities, long-term care, estate
planning, and tax minimization.
So you send an insurance newsletter that tells them point blank how they can make money or save it. Every article answers the question, “What’s in it for me?” As a result, the newsletter generates business for you because people call you to learn more; it’s not just some low-key public relations tool. It generates commissions and fees! In the next post, I’ll explain why they call you from this insurance newsletter.
See a sample of the Insurance Newsletter
Listen to this post
Tags: insurance newsletter
April 16th, 2009 at 3:23 am
Very nice ideas on the mailing monthly, any more and they may consider you to be “spammy” and unhelpful.
Very nice example newsletter as well, some great tips and ideas. Many thanks.
Alister
May 9th, 2009 at 12:10 am
Offline mailing campaigns would be a good destributuin methode for the monthly newsletter. Our offline response rate is amazing.
May 20th, 2009 at 7:03 am
Newsletters, whether by e-mail or postal mail, are a must, especially in the insurance industry. Insurance is a complex subject for most people, and a newletter that can enlighten and educate turns readers into customers. Same holds true for auto repair, law, investing and most other service industries.
June 15th, 2009 at 3:44 pm
use to do seminars with a small group who marketing to the senior crowd. It was real slow and time consuming and I got frustrated and stop dealing with them.
I have been saying for the longest that drip mail on your data base is the best way to gain credability with clients who have not doen business with you yet. But you have to stick with it which I am worikng on.
Kim Murrays last blog post..Annuities – Get The Honest Truth
June 20th, 2009 at 3:29 am
Being offline mail marketing is more involved work than online mail, its result is also better than online mail. I think offline mail is better due to its simple and easy to read. But online mail is still working and do not consume our time as offline mail.
July 6th, 2009 at 12:24 am
It is the best way to yield from your seminars… Definitely I am going to have a try on this newsletter.
July 6th, 2009 at 3:03 am
Monthly emails can be regarded as spammy but the articel gives great tips on creating valuable content for these newsletters. We live by translating the “What’s in it for me” rule for our customers, it works!
July 7th, 2009 at 3:36 am
Nice ideas on the mailing monthly, and i agree newsletters are a definate must. Good post
July 16th, 2009 at 4:42 am
Of course newsletter are nessesary for insurance industry particularly. It can help people to understand and make the right choice. Nice post.
July 21st, 2009 at 8:46 am
Newsletters, whether by e-mail or postal communication, are a staleness, especially in the protection business. Protection is a interwoven issue for most fill, and a newletter that can learn and educate turns readers into customers. Duplicate holds real for machine improvement, law, investing and most opposite force industries.
July 27th, 2009 at 1:12 pm
Very good ideas about sending monthly. So they do not consider it spam.
Very good example of the newsletter as well as some great tips and ideas.
Congratulations on the excellent site and forgive me for English.
August 9th, 2009 at 2:32 pm
I 100% agree… Newsletters definitely work.
August 12th, 2009 at 12:39 am
i agree with ganhe, it would be better to send monthly.
a very often reciving mail is very anoying for some people.
August 21st, 2009 at 4:16 pm
How true! Turning prospects into clients takes time and patience. We’ve found email is a great source of solicitation, but it takes the personal contact to close the deal. We have an excellent system in assisting estate planning attorneys reach their goals. The American Academy of Estate Planning Attorneys (AAEPA) breaks Law Practice Management Systems for estate planning attorneys into a variety of areas as outlined in the Academy’s “Practice Building Handbook” which is an important cornerstone in the creation of both client and law firm business plans and estate plans.
August 31st, 2009 at 8:33 pm
Very good post about sending monthly emails, so that they wont consider as spam, Seminars is also one of the best way to get good results. I think we can move in this way also. As per me mails, newsletters and seminars will yield high results. Thankyou for the nice post!!!
September 1st, 2009 at 9:26 am
Newsletters are like direct mail. Constant contact never seems to bring in much for me. Its better when they are looking for you.
September 9th, 2009 at 11:12 pm
I have just found this site and its filled with some great information.
This is a fantastic idea and I would have to agree that a monthly news letter would be the best. Keeps one more up to date.
September 10th, 2009 at 2:38 am
This is great information, but it is often hard to balance the “harassment” factor over the “remembrance” factor. While most people will perhaps not be annoyed with monthly newsletters there are many that still are. If only we could get people to understand that as there are only 12 months in the year you are actually only hearing from me 12 times!!
December 14th, 2009 at 11:14 am
The newsletter approach should definitely work. But the biggest effort will be to create multiple newsletters in order to target your audience. That will generate more sales.
January 14th, 2010 at 10:31 pm
I have been hearing webmarketers preach newsletters to increase sales for years now, but I am just now starting to catch on. Its taken a while (I hate that!). Thanks for the helpful insight.
January 27th, 2010 at 3:42 am
i belive people love free newsletters. When people visit site they want information and via a newsletter you give thme NEW information every month
January 31st, 2010 at 4:22 am
Insurance newsletter will not only help in giving you the latest updates on certain issue but will also solve your problems of risks in future.
February 5th, 2010 at 1:51 am
I think offline mail is better due to its simple and easy to read. But online mail is still working and do not consume our time as offline mail.
February 15th, 2010 at 1:30 pm
Offline mailing campaigns would be a good destributuin methode for the monthly newsletter. Our offline response rate is amazing.