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I think a goal of every agent who buys leads should be to figure out how to need fewer and fewer purchased leads each year. (This assumes that they are not expanding.)
I'm probably an old school agent to most of you but a newb to a few of you. I've been in this game for 30 years.
Some of the methods that worked in the 80s still work today especially when combined with some of the newer ways of marketing.
I know how to generate leads from my websites which I mostly code myself. I say that only to prove that I'm not a luddite ("someone who is opposed or resistant to new technologies or technological change" per Dictionary.com)
I'm not opposed to new technology. I'm just opposed to having a high CPA (cost per acquisition of a new client).
Weaning yourself off lead buying cannot start too early in your career. Buy leads if you have to, but have a goal of reducing your CPA over time by combining new and old school methods of working and reworking your list.
Here is my strategy:
Save all the data you can. I use an MySQL database, but you can do this is on your laptop using any one of dozens of programs. You will want to save contact information and the product they expressed interest in as a minimum. Plus dates of birth, x-dates and notes from your conversations if applicable.
Save this in an electronic format that will allow you to print labels, do a mail merge, upload to a direct mail vendor, or spit out an email list. If the program you use has an option to export the data in CSV format you can use it for all these purposes.
Be the best agent possible. Assume that every client will be with you for ten years and will refer you to ten people if you treat them the right way. There are a lot of things you should do to be considered a professional. If you maintain the right attitude you won't need a list.
Confidence building tactics are the icing on the cake. You have to consistently do the right things or it is just icing with no cake under it. That being said, this tactic seems to work for me:
[client] I would like to get a quote.
[me] Ok. My name is Alston, your name is?...
[client responds]
[me] Tell me your situation and I will do my best to help you...
[client responds]
[me] What questions do you have for me...
[client responds]
[me] Any more questions?
[client] No.
[me] OK. I have a few questions for you.
After asking questions to make sure that the product they expressed interest in is a good fit for their situation, I often notice the client's attitude change. Sometimes it is subtle. Sometimes there is no immediate or perceptible change. However, I often take a step away from being a just sales person in their mind. I also take two steps toward being an advisor they trust, want to do business with and feel comfortable referring to friends and family.
Stay in touch. Use the phone, email and direct mail (I like oversized post cards) to work your list. Over time, you will be able to generate your own leads at a lower cost than you can buying leads.
You eventually want to have a different message for your existing clients, prospective clients and clients who have expressed interest in different products.
If you have DOBs you can send birthday cards.
An old school idea: Handwritten notes are super powerful. I use them to thank people for referrals (whether or not the person buys). I use them to contact the prospects that I made a connection with but wasn't ready to buy yet.
I used to use blank notes with matching envelopes from a "dollar store."I think there were 8 in a pack for $1.00. I now have stationary with my picture on it, but I used the dollar store note cards for years and made a lot of sales because of it.
I have too big of a book to send every prospect a handwritten note but I would if I were a newb with more time on my hands than money to invest.
This really works, so I will just say this in advance: "You're welcome."
A new fangled idea: If your clients visit your website, remarketing (aka retargeting) with Google, Bing and FB has a very good ROI.
https://support.google.com/adwords/answer/2453998?hl=en
I'm writing this to help the newer agents and also to get ideas from established agents. It seems to me that a combination of high tech and high touch is the right way to go, but every one does it differently and I'm sure that I can learn something from other agents about the they way they are combining different strategies and marketing methods.
I'm probably an old school agent to most of you but a newb to a few of you. I've been in this game for 30 years.
Some of the methods that worked in the 80s still work today especially when combined with some of the newer ways of marketing.
I know how to generate leads from my websites which I mostly code myself. I say that only to prove that I'm not a luddite ("someone who is opposed or resistant to new technologies or technological change" per Dictionary.com)
I'm not opposed to new technology. I'm just opposed to having a high CPA (cost per acquisition of a new client).
Weaning yourself off lead buying cannot start too early in your career. Buy leads if you have to, but have a goal of reducing your CPA over time by combining new and old school methods of working and reworking your list.
Here is my strategy:
Save all the data you can. I use an MySQL database, but you can do this is on your laptop using any one of dozens of programs. You will want to save contact information and the product they expressed interest in as a minimum. Plus dates of birth, x-dates and notes from your conversations if applicable.
Save this in an electronic format that will allow you to print labels, do a mail merge, upload to a direct mail vendor, or spit out an email list. If the program you use has an option to export the data in CSV format you can use it for all these purposes.
Be the best agent possible. Assume that every client will be with you for ten years and will refer you to ten people if you treat them the right way. There are a lot of things you should do to be considered a professional. If you maintain the right attitude you won't need a list.
It is true, it costs less to keep a client than to find a new one.
Plus long-term clients are more likely to refer you.
Plus long-term clients are more likely to refer you.
Confidence building tactics are the icing on the cake. You have to consistently do the right things or it is just icing with no cake under it. That being said, this tactic seems to work for me:
[client] I would like to get a quote.
[me] Ok. My name is Alston, your name is?...
[client responds]
[me] Tell me your situation and I will do my best to help you...
[client responds]
[me] What questions do you have for me...
[client responds]
[me] Any more questions?
[client] No.
[me] OK. I have a few questions for you.
After asking questions to make sure that the product they expressed interest in is a good fit for their situation, I often notice the client's attitude change. Sometimes it is subtle. Sometimes there is no immediate or perceptible change. However, I often take a step away from being a just sales person in their mind. I also take two steps toward being an advisor they trust, want to do business with and feel comfortable referring to friends and family.
Stay in touch. Use the phone, email and direct mail (I like oversized post cards) to work your list. Over time, you will be able to generate your own leads at a lower cost than you can buying leads.
You eventually want to have a different message for your existing clients, prospective clients and clients who have expressed interest in different products.
If you have DOBs you can send birthday cards.
An old school idea: Handwritten notes are super powerful. I use them to thank people for referrals (whether or not the person buys). I use them to contact the prospects that I made a connection with but wasn't ready to buy yet.
I used to use blank notes with matching envelopes from a "dollar store."I think there were 8 in a pack for $1.00. I now have stationary with my picture on it, but I used the dollar store note cards for years and made a lot of sales because of it.
I have too big of a book to send every prospect a handwritten note but I would if I were a newb with more time on my hands than money to invest.
This really works, so I will just say this in advance: "You're welcome."
A new fangled idea: If your clients visit your website, remarketing (aka retargeting) with Google, Bing and FB has a very good ROI.
https://support.google.com/adwords/answer/2453998?hl=en
I'm writing this to help the newer agents and also to get ideas from established agents. It seems to me that a combination of high tech and high touch is the right way to go, but every one does it differently and I'm sure that I can learn something from other agents about the they way they are combining different strategies and marketing methods.