This is how Mark Rosenthal Sells Ins.

Insuranceman · 11-05-2008, 07:18 PM

I have been advertising free living will kits mailing out business reply card mailers. I have just finished up with my first test mailings and have over 5% response rate offering free living will kits. I take the leads and show up at the door with the will kits in hand. I ask them if it would be alright for me to go over the will kit with them, make friends with them and then start talking about insurance. I must say that this is by far the best marketing approach I've ever used generating sales and referrals.

patch36 · 11-05-2008, 09:20 PM

I give living wills to my clients, but I never use them as a reason to see me or set an appointment. It is simply a service, but one they will remember. I bring it up as I am talking about all the other estate planning issues. I am a notary so I nortarize them and help them fill them out. I use a simple 1 page front and back health care directive and HCPOA that the local hospital also uses.

I don't like using them as a way to set an appt. or presenting them as anything special. It is a favor I do for appts, and one of many I hope they remember when they tell friends about me.

somarco · 11-05-2008, 09:42 PM

Quote:

A one page form that has 26 pages of instructions.

Here is a shorter one if you prefer.

http://www.gabar.org/public/docs/For...HealthCare.doc

The Hunter · 11-05-2008, 10:45 PM

I know mark personally as well as his father. They are honest people and will help you anyway they can.They are great recruiters because of the products they offer and their willingness to share good information.

tjackson · 11-06-2008, 09:31 AM

We live in a "me too" world. Everyone is desperate for their piece of the pie, but you know... there are different ways to slice a pie. You can stand over the pie and hoard it and protect it with your life... or you can cast your pie on the water, knowing it will come back to you.

If more of us would learn from Mark and genuinely put other's interest ahead of our own, I believe people would follow us and buy from us in droves.

Does it really matter Rob who offers higher commissions, daily pay, or prizes? If you want my opinion (which I'm quite sure you don't), I think agents (people!) are sick of gimmicks and get whatever quick. Agents today are looking for someone to follow who really cares about them. Some folks (like our current pres elect) are really good at convincing people that this is true.

For others, like Mark, it is a proven lifestyle, manifested in their generous spirit and substance that stands the test of time.

Thank you Mark for imparting this wisdom. May your tribe increase.

And for you cynical fools whose first reaction to everyone and everything is unfettered mockery... no, I am not contracted with Mark to sell anything (although that will change in the hours and days to come).

Tony Jackson

somarco · 11-06-2008, 04:37 PM

Quote:

May your tribe increase

Sounds like some of that spam email I get.

Seriously, it is good to share ideas and Mark opened up in a way that was meaningful to him and (I am certain) the folks he meets as well. Life insurance isn't my bag, but that does not mean I cannot appreciate a good marketing tool.

Keep sharing.

robliano · 11-08-2008, 12:43 AM

Hi Tony,
I'm not sure why you even addressed me in this post. Maybe you're reading into it differently than it was implied, even Mark said to me "thanks for the plug," so whatever you're assuming, is just that, an assumption.

And of course it matters who offers higher pay as well as additional benefits!! All too often agents are getting screwed making others rich!!

I think it sounds like a good opportunity with an experienced, successful advisor, and that has tremendous value (thus the plug). I was screwed over at not one but two agencies and I know many others who had horrible experiences also. This is refreshing. Many, many agents ask my advice on finding a home and I rarely recommend anyone based on bad experiences, either my own or repeated complaints that lead to one common denominator, it's the agency, not the agent!

Lighten up Francis!

Quote:

Originally Posted by tjackson

We live in a "me too" world. Everyone is desperate for their piece of the pie, but you know... there are different ways to slice a pie. You can stand over the pie and hoard it and protect it with your life... or you can cast your pie on the water, knowing it will come back to you.

If more of us would learn from Mark and genuinely put other's interest ahead of our own, I believe people would follow us and buy from us in droves.

Does it really matter Rob who offers higher commissions, daily pay, or prizes? If you want my opinion (which I'm quite sure you don't), I think agents (people!) are sick of gimmicks and get whatever quick. Agents today are looking for someone to follow who really cares about them. Some folks (like our current pres elect) are really good at convincing people that this is true.

For others, like Mark, it is a proven lifestyle, manifested in their generous spirit and substance that stands the test of time.

Thank you Mark for imparting this wisdom. May your tribe increase.

And for you cynical fools whose first reaction to everyone and everything is unfettered mockery... no, I am not contracted with Mark to sell anything (although that will change in the hours and days to come).

Tony Jackson

Markingriffin · 11-08-2008, 09:47 AM

I've had a lot of people ask me where do I advertise the free living wills. The answer is everywhere. Put it on your business cards, on your car magnets, on your website, and hell where a big button with the picture of Terry Schiavo face on it. Someone is going to ask you about the button and you will be ready to talk about what happend with her, and starting talking about a living will. Everyone still has her image of her face in their minds.

tjackson · 11-08-2008, 10:25 AM

Quote:

Originally Posted by robliano

Hi Tony,
I'm not sure why you even addressed me in this post. Maybe you're reading into it differently than it was implied, even Mark said to me "thanks for the plug," so whatever you're assuming, is just that, an assumption.

And of course it matters who offers higher pay as well as additional benefits!! All too often agents are getting screwed making others rich!!

I think it sounds like a good opportunity with an experienced, successful advisor, and that has tremendous value (thus the plug). I was screwed over at not one but two agencies and I know many others who had horrible experiences also. This is refreshing. Many, many agents ask my advice on finding a home and I rarely recommend anyone based on bad experiences, either my own or repeated complaints that lead to one common denominator, it's the agency, not the agent!

Lighten up Francis!

My public apologies to you Rob. I completely misread your post. The funny thing is... you were plugging Mark, when I thought you were promoting yourself. Herein lies one of the downsides to technology... we often write before we think. Again, I am sorry.

Also, I did not intend to imply that "higher commissions, etc." don't matter at all, but rather that they are not the most important factor in choosing a mentor. You are exactly right about "agents getting screwed to make others rich." Many FMOs and Agencies certainly adopt the burn through the greenies mentality and it is rather sad. However, as I intended, bells and whistles by themselves are not enough. Without the substance behind them (responsible, ethical leaders, who really do care about thier agent's success), all of the perks are worthless. 110% of no sales is still zero.

Tony

robliano · 11-08-2008, 11:08 AM

Hey Tony,
Thanks so much for the post, sometimes it's tough to read into the emotion of an email,text, etc. Sometimes it's harder to express yourself correctly and that can lead to issues.

Thanks again, no worries!

Quote:

Originally Posted by tjackson

My public apologies to you Rob. I completely misread your post. The funny thing is... you were plugging Mark, when I thought you were promoting yourself. Herein lies one of the downsides to technology... we often write before we think. Again, I am sorry.

Also, I did not intend to imply that "higher commissions, etc." don't matter at all, but rather that they are not the most important factor in choosing a mentor. You are exactly right about "agents getting screwed to make others rich." Many FMOs and Agencies certainly adopt the burn through the greenies mentality and it is rather sad. However, as I intended, bells and whistles by themselves are not enough. Without the substance behind them (responsible, ethical leaders, who really do care about thier agent's success), all of the perks are worthless. 110% of no sales is still zero.

Tony

Markingriffin · 11-08-2008, 09:23 PM

Quote:

Originally Posted by Melmunch3

I think mark's posts are more informative than most and while they may not help someone who mostly sells health and they may not be needed for someone who is already successful, they do help a lot of people who are looking to get started or to add something new to what they sell etc... If he can drum up business for himself while adding value, good for him.

Just my opinion, but I think they are what is RIGHT with the forum.

Thank you so much for that comment. It is always nice to hear that someone likes my post and thinks they add value to the forum. I'm going to try my best to help anyone that wants help from me. I did learn a long time ago that I can't make everyone happy all the time, but I hope that most of your respect what I'm doing.

Mark Rosenthal

rlggray · 11-09-2008, 11:29 PM

Mark, you should write a book. Seriously, I would buy it.

tjackson · 11-11-2008, 09:57 AM

Quote:

Originally Posted by Melmunch3

I think mark's posts are more informative than most and while they may not help someone who mostly sells health and they may not be needed for someone who is already successful, they do help a lot of people who are looking to get started or to add something new to what they sell etc... If he can drum up business for himself while adding value, good for him.

Just my opinion, but I think they are what is RIGHT with the forum.

I absolutely agree. What Mark is giving (other than specific marketing ideas) is something many insurance agents need... a dose of creativity. For example, in my own area of expertise (Medicare), I have taken Mark's idea of the Living Will and turned it into a direct mail piece to seniors with a little plastic tube hot-glued to the top of the letter (feeding tube). The letter then talks about Terri Shiavo and the need for a Living Will.

Keep it coming Mark!

Tony

buckwaller · 11-11-2008, 08:22 PM

As a new agent it this has been one of the most refreshing and profitable threads I have read. Kind of nice when folks can have a misunderstanding & work it out....instead of having a childish tit for tat that would win a place on the Jerry Springer show.

Mark, thanks for all the help. I may be contacting you soon.

Reuben · 11-13-2008, 06:02 AM

This topic is an excellent one, thaks Mark.

Is there any certification required to either promote, sell, or distribute this to the public?

Markingriffin · 11-13-2008, 10:05 AM

Quote:

Originally Posted by Reuben

This topic is an excellent one, thaks Mark.

Is there any certification required to either promote, sell, or distribute this to the public?

You need to check with your state laws on living wills. On the link that I provided, when you open up each state's living will, it will show the state law for that state on the first couple of pages.

North Carolina for example requires two different witnesses and a public notary when the client signs the living will. In this state you can help him fill it out and tell him to go to a notary when he is ready to sign it.

Don't sell the living wills. This is a free service that you should offer to everyone. Also most of the free living wills that you can get are not allowed to be sold. They are copyrighted against the use of selling them.

There are tons of places to get free living wills to give out to your clients. I would never sell the living wills. It should be one of your free services for your clients.

Before you start offering the living wills, you should learn more about living wills and how they are used. Fill out one on yourself, and really think about what you are doing. Each time you help a client fill out a living will, remember that this is a real person and you what to do what is best for the client, not you.

I will give you an example of how in detail you should get with the clients. When they tell me that if they become brain dead to unplug them, I make them take the time to write down their definition of what they think brain dead means