If you’re looking for ways to find new clients in 2017, hopefully you have a game plan already put into place. And if not? Have you considered these options?
Do you have a website? If not, are you building one for 2017?
Creating a website does not have to be daunting and expensive. Just having a landing page with your contact information can often times be enough initially. There are so many options for creating a web presence. It’s endless and you can have one in a matter of hours. WordPress, Squarespace, Weebly and Wix are all options that allow customers to build sites on their own without hiring a web designer. IXN Tech is a company we personally recommend for building insurance websites.
Do you have a Facebook page at the very least?
Not your personal Facebook profile, but an actual business page to let the world know you’re online, where they can come to your page and find relevant industry news, updates and contact information. Building a Facebook page is something everyone should absolutely do, and it can be accomplished in a matter of minutes. If you have a personal online presence, then it only makes sense to have one for your business and your brand as well.
Have you run ads on Facebook, LinkedIn or Twitter?
If you’ve never thought about running a Facebook ad or an ad on LinkedIn to find potential clients, what are you waiting for? You can run ads and target specific demographics to alert your potential client base that you’re on social media, and you’re keeping up with the times (and looking to grow your business). Both sites, as well as Twitter, have step-by-step directions on how to go about running an ad. You decide your budget and you decide how long you want your ads to run.
Take the time to research your advertising options on the social networks mentioned, and build that Facebook page today. In a matter of minutes you can have an online presence and you can use your personal contacts and existing clients to help spread the word about your business profile. No one will know you’re out there, if you don’t tell them.
If you don’t have an online presence, you’re missing out on an enormous opportunity. More and more small businesses are understanding the need for a digital presence, and although it may seem overwhelming and overly crowded out there on the Interweb, it’s absolutely necessary for your business to expand.
As TBR’s Medicare Supplement Marketing Manager, I am constantly asked by agents “PK, how do I increase my Medicare Supplement sales?”. Most agents go after the 65 year old open enrollments because they think this is the easiest group to market. While this may be the case, our best agents continue to find those healthy seniors who are looking to save money on their Medicare Supplements by switching to Mutual of Omaha.
As I have said before, an advantage that I have over you is that I get to speak to top producing agents everyday. I ask them the questions that you might ask. What’s working for you, and how do you grow your business? The answers are more simple than you might imagine, referrals and replacements. Getting Referrals and replacements will increase your Medicare supplement sales.
Always ask for referrals. If you are a Medicare expert and can give helpful information as well as present the product, seniors will appreciate the time you have spent with them. Hopefully you develop a rapport from the very beginning of your presentation, and build upon that rapport with useful information that you can share. Keep in mind that people buy from people they like. If you help them, it’s surprising how much they will want to help you.
I will never forget the day I called on a Long Term care customer who came to the door with her walker. Did I immediately write her off? No. It was a hot day and she invited me in for a drink, and I was more than willing to get out of the hot sun. Once seated inside, I told her that she could not qualify for what I had to offer, so I didn’t even get into the product.
There was one part of my presentation that always needed more work, and that was rapport building. It was funny how easy this was to do, especially since I wasn’t selling anything, or so I thought. Little did I realize that I really was selling something myself.
I looked around the house and started taking notice of everything around me. Besides the family pictures, I remember seeing empty cans of Diet Coke everywhere. We got off to a great start, and before long she was giving me names of neighbors and business owners who might be interested in what I had to offer. It’s hard to believe that my half hour “chatting” was probably the most productive half hour in my entire sales career. Did I turn those referrals into sales? You bet! I wanted to thank the nice lady, so I bought a case of Diet Coke and stopped by for another visit about two weeks later. I told her about my success, and she was glad that she was able to help me in such a big way. After celebrating with a couple of Diet Cokes, what do you think she did? She gave me even more referrals! Do you think I could go back today and get more referrals- you bet! She is probably waiting for me this very moment, who knows?
Ask your clients for the names of people who are over 65 and already have a Medicare Supplement. There a LARGE numbers of customers who had the cheapest rate four or five years ago from a less than “A” rated company. Guess what? They’re not the cheapest anymore! A lot of your sales come simply from timing. Lately, I am getting a number of calls from agents in VA and SC doing replacements on a company that just had a huge rate increase. It’s funny, but the same person who told you last month to “get lost” is now scrambling to find your business card because he just got a 20% rate increase!
Check out the SHIIP guide. Eleven months of the year, various Medicare supplement companies are announcing rate changes. Know your competition and take notes every time you visit a prospect. If your customer is with company A, and company A has a large in-force rate adjustment next March, you might want to call on that customer again. They will be happy to see you if you can save them money.
The key to success for Medicare supplements is working all of the “angles”, not just open enrollments. If you are not a Medicare “expert”, that is why we are here! To help you become an expert and make more sales. To get started, it’s as simple as attending one of our free online seminars, or attending one of our free Road Shows. Our newsletters, Mutual of Omaha newsletters, as well as their website- these are all excellent sources of information regarding the very latest in Medicare changes. All of this, and of course I am just an email or phone call away!
Posted by Paul Keller