Health Insurance Marketing

[AllenChicago]

After 20+ years in this business, the best ground-floor advice I can give is very simple. In fact, the "how to" book authors would be out of a job if every new agent followed this strategy.

ASSOCIATE WITH and EMULATE SUCCESSFUL AGENTS.

It's like we tell our children...Hang out with the good kids that are going places!

What Not To Do:
At our brokerage of 15 local agents, the majority are always in the office doing busy work, (ie studying, running endless quotes, sending e-mails, etc..), or sitting around talking about politics, baseball, or anything else that has nothing to do with generating an income in the business. A few of these guys/gals manage to hang in there for a couple of years, because they're retired from a regular job, or their wives are supporting the family. They come to the office to pass time together, or to give their wife the impression that they're really trying hard to make it. Eventually though, pressure from our MGA, or their need for an easier income causes this crowd to move on. Ninety to Ninety-Five percent of newly contracted agents will not be there two years later, despite being given a tremendous opportunity. In short, they associated with like-minded agents who are/were on the wrong side of the fence...the wrong crowd.

-Allen

 

[webprez]

Studies of purchase decision psychology and buyer behavior have shown that there are four basic communication obstacles to selling health insurance - or any insurance for that matter:

1) People Do Not Get the Problem

People do NOT make decisions to purchase insurance unless they understand that THEY have a compelling problem, and believe that YOU have a compelling solution. They must also feel the "pain" of the problem - personally - as well as the "relief" of the solution.

2) People Do Not Read or Listen Carefully

People are overwhelmed by information and sensory stimuli, which makes it difficult to get their attention and engage their interest – especially when they think they are being "sold". That's why they tell you they are "not interested" or make excuses and decline to write a check or transfer funds.

3) People Say "No" Before They "Know"

People make the wrong assumptions and jump to the wrong conclusions as an automatic defense behavior, because they have preconceptions in response to certain words, terms or concepts, and consequently fail to truly understand the problem, or the value and the advantage of the solution.

4) People Don't Trust People They Don't Know

People are naturally defensive with people they don't know well, and they do not trust anyone until they "like" them. So it doesn't matter what you tell them, because they are not receptive to your assistance or proposition, until they know you well enough to like you.

Selling insurance requires effective communication between you and your clients or prospects. That's why you need to construct your entire sales process and develop all of your marketing activities around overcoming or preventing these four communication obstacles - whether that be radio, pole signs, direct mail, email or any other medium.

 

[alexkane03]

raed up on methods of working leads BEFORE spending any capitol, you have be sure you are able to work those leads , I have agents that will take a bad lead and turn it into 4-5 applications , gotta start with basic selling skills , if you are marketing to avoid talking to people about buying things you are wasting time and money .get good at selling , get realy down to it, can you close , change ones mind about the value of what you are selling, see its not getting in front of people that hard, its being profitable . my best
ps the secret is to sit and stay there , when visiting with people , just hang out with them I mean realy visit with them . most the money is made in a 1.5 to 2hr appointments. insurance agents are good people and good people care , listen , and help.

 

[LuckyFace]

What do you recommend having (not having) on them?

I would highly recommend using them,
Alex

 

[juraganbernard]

how about internet insurance marketing?
is that really works?

 

[crons79]

how about internet insurance marketing?
is that really works?

I assume you mean "Does it really work?"

or could have meant "is it really work?"

I am not a grammar Nazi like some people on the forum, but lets proof read a little more.

 

[Mark]

Will anyone really be marketing health insurance in 5 years?

 

[juraganbernard]

I assume you mean "Does it really work?"

or could have meant "is it really work?"

I am not a grammar Nazi like some people on the forum, but lets proof read a little more.

ouch, i am sorry.. my grammar was very bad
thanks for your correction

 

[CHUMPS FROM OXFORD]

Get out of Indy health insurance. Now! Hurry! Everybody out, especially certain states.

 

[arnguy]

Name a state, Chumps!