Insurance Newsletter Brings Business in 5 Ways

In case you want to be seen as an insurance specialist or financial specialist (or any kind of expert), you must introduce tips to your clients and potential customers which they don’t know already. Being a source of information is the number one method to acquire credibility by simply appearing educated. It’s not that you must know information that everybody else does not. Since you study journals that the general public does not read (or else you better be if you are genuinely a professional), you know about issues two or three months prior to the same issues show up in the daily newspaper. These will be the sorts of topics that ought to be in your insurance newsletter. 

In case you want referrals, your clients need to believe in you. Believe this or not, a few clients have completed business with you but still don’t possess 100% trust in you. In order to develop that trust to the 100 % level, you need a regular flow of interaction that boosts your credibility. A regular monthly financial advisor newsletter can do just that. Your clients will certainly recognize that your are as wise as they previously believed you could be. 

What about dozens of potential customers you’ve talked to and also met face to face, those who never purchased anything? Do you think that they’ll out of the blue think about you, find your business card as well as contact you the moment they have cash in their bank account? Unlikely. (Would they still have your business card)? The one who will probably obtain their business is the one that is in their face around the very same moment these people have a desire to buy. You could be that individual if you provide your e-newsletter every month since you will then get their“share of mind.” 

Are you certain your customers understand all the services you are offering? Take a poll and you will be surprised. Actually, your clients might at present buy products and services that you offer somewhere else simply because they don’t realize you offer these things. In your own e-newsletter, you’ll be able to introduce the products as well as services you know about and provide by giving informative and never sales driven content. Of course, in a good newsletter, the end of each post will make an offer which urges your reader to action without setting up asales pitch. 

It is said that in matters of love, absence makes the heart grow fonder. In business, it is just the other way. In your absence, prospects just forget about you. If you want people to recommend you and bring their new business to you, you must be in continuous contact and a simple method of doing that is using the silent salesperson known as your own month to month e-newsletter.

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ProspectMatch on How to Build Trust


Selling your products and services means first selling yourself, building trust. While most junior-league sales people think this has to do with generating rapport, building trust has nothing to do with that (please read the best books on sales).

Her’s what we have learned at Prospectmatch. In selling yourself and your financial products and services, know that we live in a culture where people form an instant impression of you.  And that instant impression is the difference between sales success and sales failure.   Investors and insurance buyers love to form opinions with almost none of the facts.  Just listen to any economic prognosticator on television or your clients’ opinions about the economy to see what I mean regarding people dismissing the facts.

This instant prejudgment forces you to make your best first impression in the first seconds of contact, whether it be in person, in writing or on the phone.  Let me give you some specific examples:

When sending direct mail, do all of your envelopes get opened?  I doubt it because you allow the recipient to prejudge the contents without opening the envelope.  You have a return name on the envelope and you may also have a printed message on the outside of the envelope.  So if your company name is ABC Insurance, the prospect immediately knows that inside is an insurance pitch and they don’t open the envelope. You have a meter stamp and maybe a bar code or carrier route sort indicator.  All of these scream “JUNK MAIL.”  You will never get to communicate your message because the envelope gets tossed in the trash, unopened.  You have allowed people to prejudge you because you have made a poor first impression.  ProspectMatch Marketing Tip: mail items to strangers in a plain business envelope with a first class stamp, no messages, no bar codes, no return name and with the recipient’s address laser printed on the envelope or through a window envelope.  It’s impossible to prejudge the contents of a blank envelope and the recipient must open it.

The item in the envelope must have a super-compelling headline and it must be the first thing the recipient sees when they pull the information from the envelope.  The first thing that the prospect sees must answer their most important question, “what’s in it for me.”  If the first item the recipient sees does not grab their interest in seconds, you’re toast. ProspectMatch Marketing TIP: include a big compelling headline and fold the page so that the headline is the first item seen when opening the envelope flap.  Make sure that headline answers their most important question.

When sending information requested by a prospect or to a referral, include your picture and biography.  (I have my picture at the bottom of every letter I send to the right of my signature). Remember that you are a stranger to the prospect and people are conditioned to scared, or at least wary, of strangers.  By including your picture and biography, they get to know you.  When you call, your prospect feels like they know you because they know how you look.  ProspectMatch Marketing Tip: find the best commercial photographer in town as a good picture can open the door to win new clients.

Brian Tracy, well known motivational educator says, “the reason image is so important is because people are primarily visual and they form their first impression of you by the way you look on the outside.  If they do not like what they see on the outside, they very seldom take the time to probe any deeper.  In any field of sales and marketing where the impression you make on others is important to your success, it is absolutely essential that you look the part that is consistent with the financial product or service you wish to sell.”

What the previous paragraph means is that your dress, your hairstyle and other items of appearance are not for your liking. If you want to make a lot of money, these elements better be for your prospects’ liking. Your best sales tactic is a great first impression. Since Americans prefer someone who is clean-cut you better shave the facial hair, get rid of the ponytail and buy a quality suit.

As to your biography, DO NOT write a “me” biography.  A “me” biography is where you talk about yourself “I graduated from ABC College…”, “I am a Certified Fund Specialist,” etc.  ProspectMatch Marketing Tip: Write it in the third person and before mentioning your position or credentials, have three to four sentences about what you can do for them:

“John Doe has assisted over 800 Pennsylvania investors grow their retirement income up to 50% and reduce taxes up to 80%.  In some cases, investors have used John’s advice to eliminate taxes on social security income and eliminate estate taxes.  You may have seen his informative articles on ways to reduce stock market risks in the Philadelphia Inquirer.”

Only after you have established why you are valuable, do you mention where you went to school and your credentials.  Potential clients are interested in “what can you do for me?” before they want to hear anything about you.  And when you do talk about yourself, keep all sales language out of the biography.  That means you do not say “John is a registered rep with ABC securities” (unless your broker dealer requires it).  Not only do 90% of investors not know what a registered rep is, the other 10% of the people know that you just want to sell something.  Sure, everyone knows you’re in business to make a living, but never push any sales language in their face in a biography.

And obey some common courtesies so that people do not prejudge you negatively:

1.    On your first telephone contact, do not interrupt prospects.  It’s a problem that some of my hard-driving East Coast friends have.
2.    Do not close to an appointment without identifying their motivation so that you can offer a potential benefit.  When you try to close for a meeting and the prospect’s desires have not been isolated, you will appear pushy.
3.    When mailing, do not take a 4-panel letter-sized brochure and stuff it into a business envelope.  Use a 9 x 12 envelope so that the brochure can lay flat and the mailing looks professional.

Focus on those first seconds of communicating with the prospect to gain your opportunity to present who you are and what you can do.  If you fail in the first seconds, you may not get a chance to go forward.


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ProspectMatch How Money Managers Invigorate


You’ve heard it a million times—we’re in a relationship business.  But most brokers don’t act like it.  They still think there business is managing portfolios rather than correctly understanding their job is managing clients.  If you want to really have relationships that last, get all of their financial business.   That includes all type of insurance.  If you want to know why you have shied away from offering insurance and how to add it to your business, read on.

The first year I joined the wire house, my gross was $325,000.  However, ONE life insurance sale accounted for $40,000 of that gross.  I was lucky to meet an insurance agent who wanted to meet my richer clients.  I learned from him the outrageous income that insurance generates.  I also realized that by ignoring the insurance, I would be doing my clients a disservice. If I did not supply their insurance opportunities, they would get inconsistent advice from me and the insurance agent rather than the coherent plan that one professional can provide.  Most importantly, I was leaving the door open for the insurance agent to steal my client.

The reason most brokers don’t get into insurance is the thought that insurance is difficult or messy or hard to understand.  In fact, insurance is just like securities—the client gives you a check for an expected future benefit. Isn’t that what you sell when a client starts a portfolio with you —an expected future benefit? Moreover, insurance products provide some guaranteed benefits which stocks or funds do not. Finally, the commission is outrageous.  It is common for the commission to be 50% to 90% of the first year premium.  The client gets a policy with a $50,000 annual premium and you could get $25,000 to $45,000 of gross for one ticket!

The other reason I see stockbrokers/money managers resist insurance is due to a scarcity mentality.  They don’t want the insurance expert at their firm or an independent insurance agent to talk to their client.  That foolish scarcity mentality will lose clients in the long run because someone will meet all of their needs and the account will leave.  Such a stockbroker could be potentially splitting commissions with an expert (and learn everything they need to know by watching the expert) but he gives up the chance at this income and education.

So how do you learn to present insurance?  The best way is to make friends with a local successful life insurance agent with 20+ years of experience and sizable production.  You can find an agent in the yellow pages or inquire with the local chapter of the Estate Planning Council (  Let him tell you the profile of the client to look for.  Then set up some appointments with the agent, yourself and your clients. (Every broker dealer has different compliance rules regarding fixed insurance so check with your BD before transacting business or splitting fixed insurance commissions).

After a few of these meetings, you’ll be comfortable selling insurance yourself and amazed at how simple insurance sales can be.  And you don’t ever need to mention insurance until after you gain a new client and set up a portfolio.  Then, you can bring up the insurance conversation.  Just a few policies a year can double your current production.  Here’s a few client opportunities to watch for—

Did you know that insurance can be purchased in qualified plans, and that when an insurance policy is distributed from a plan, it is taxed at a low value which can be as low as 50% of the account value?  In other words, the client pays tax on only 50% of the value he distributes from his plan.

Any business owner or professional must have disability and life insurance.  What happens to the value of his practice when your doctor client becomes disabled or dies?  You can either let an insurance agent sell the disability and life  insurance to him or you can.

For those clients with sizable estates, they need insurance to pay estate taxes.  The cost of the insurance is often less than 20% of the estate tax.  In other words, you can offer an “80%-off” sale.

Variable life insurance can make a very sensible sale for the younger client who needs the insurance coverage and the tax deferred (and possibly tax free) growth.  For the older client, say the grandparent, variable life can be a very powerful way to accomplish college funding.

For any client over age 60, you need to understand and offer long term care insurance.

There are books and web sites about any of the above topics.  Your choice is to spend more time gaining incremental stock market knowledge or invigorate your practice and your gross with the many opportunities of insurance.


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ProspectMatch Lead System Update

James M.“I believe any producing insurance agent, when they follow the ProspectMatch System, will find they can produce as many “warm” prospects as they desire. Within 4 weeks of starting, I made enough money to pay all of my prospecting expenses for a year. The ProspectMatch lead system took me about six hours to learn (my advice is to put in the time if you really want to profit) from stem-to-stern and now takes me literally only minutes a day. Additionally, while I can cut off the supply of leads when I wish, the ProspectMatch system provides the consistent and regular prospecting that all insurance agents need. 

The booklets are useful as contact pieces when I pre-approach for referrals, and quite useful with my existing clients prior to our annual reviews. Over the time I have been in the insurance business, I’ve tried and paid for a lot of different prospecting systems. Most were disappointing, expensive and failed to deliver what they promised. No lead system will deliver 100 percent sales but what ProspectMatch does is provides a turn-key method to contact warm prospects on a very favorable basis where I have established creditability.

I have also found asking for and getting referrals has been easy because I have something of value to offer the prospect’s friends and they are not afraid of turning a “salesman” on them.The support and training has been much better than I anticipated. I had some difficulty setting up one of my booklets – you know – user troubles. I emailed and within 30 minutes they had me up and running and the support has been excellent. It’s nice to have this kind of backroom support available.”
—James M., Portland, OR

James is a realistic guy. He knows that no lead system delivers 100%
results. And he is also rare in that he invested 6 hours to totally learn the system, unlike many insurance agents who want results without the effort. In fact, any prospecting method you use that gets you 2 appointments with every 10 prospects is a good prospecting system. James also understands the value of the booklet to position himself as a financial professional–whether for use with the ProspectMatch lead system or for gaining terms: prospecting system
For a prospecting system that delivers results, call 866-452-8354
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ProspectMatch Lead Generation Like None Other

ProspectMatch Lead Generation Like None Other


William W.“This [ProspectMatch] lead generation program is like none other…qualified leads show up daily ready to be contacted…with over 15 years in the advisory business this is the best program of its kind I have found.”
— William W., Charlottesville, VA – Wells Fargo Advisors


To gain clients easily like William, call ProspectMatch 866-452-8354
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ProspectMatch Lead System that Works

“As a new Financial Advisor getting started in the financial services business the hardest part of this job is having enough qualified prospects. ProspectMatch substantially cuts down the need to cold call prospects with no desire to buy from a complete stranger. ProspectMatch is not just any other lead system; it is more of an approach that allows me to warmly introduce myself to prospects which has increased the amount of appointments quite noticeably.”
—Javier L., Pelham, NY

To set appointments with ease, your calls must be warm calls. You need a lead system that works. Professionals don’t make cold calls because it’s a waste of time. When you have a lead generation system that works and a system to warm the prospect before you call, appointment setting is easy. That’s what ProspectMatch does for you.
To meet motivated prospects and have a lead system that works, call ProspectMatch 866-452-8354

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Prospectmatch Senior Finances

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