Getting Referrals from Those They Trust Most

The Medicare market is demographic based (Life insurance, annuities, etc have their own pecularities). Those turning age 65 will purchase a Medicare Plan or continue with their work insurance.

Obtaining demographic data and then telephoning, post carding or various advertising is an effective sales technique for those deciding on their 65th birthday.

Is there another effective prospecting technique and how can I identify those who are coming off their work insurance at staggering times?

• During your telemarketing of those turning 65, people will talk to you. Keep good notes and use your calendar in your CRM.
• Coffee Mugs and Candy.

Life insurance and annuity sales are often times referered by CPA's and Attorneys. Make friends in these professions using similar techniques.

• Google "promotional coffee mugs" and buy a whole bunch. Imprint your contact information (including web site).
• Google "wholesale candy" and buy a whole bunch.
• Google "business cards" and "desk top business card holders" and buy. Even pay more for a personalized card holder.
  www.mapleleafpromotions.com/Business-Card-Holders.html
  www.displays2go.com/Product.aspx?ID=14009  43 cents/each.
• Buy a duffel bag to hold 1, 2 and 3.
• Visit doctor offices. Introduce yourself to the office manager and explain how you are an expert who can help their patients (which also helps the doctor).
• Repeat step 5 every 2 months.
  

Referrals from doctor offices may end up being your most effective selling technique. The doctor referred prospect will quickly sign up for whatever you recommend. This will enable you to maneuver the conversation to ancillary products such as final expense, long term care, annuities, etc.

For additional selling tips attend the Monday to Thursday Noon & Weekends 2pm ET conference call.

^*The information provided is intended for licensed insurance agents only. It is not intended for the purpose of advertising the insurance products to the general public.