But, I am sorry to say, it will not be the “Golden Age” for many advisors and agents. Sure, they have access to the finest products in history, great compensation and top notch service from most IMO’s. So, where is the disconnect? It is simple. The majority of agents don’t have enough qualified prospects to see and they don’t have a plan for obtaining them in the future. Talk about income inequality. So, is there an answer? Of course there is- and it is simple to provide the answer, but it entails some commitment on the part of the agent... both sweat and financial investment. You see, until prospecting becomes a process it will always be a problem. Let’s continue.
So, you say...”Ray, we know that we are stuck and we don’t have enough money for internet or radio and TV leads. So, what else is available?” We have a Micro-Marketing Program that is reasonably priced, has a history of success and is easy to implement. We even provide the back office so you can do what you do best... sell. We would be happy to speak with you about this, but the purpose of this commentary is to implore you to take action.
The train has left the station, and you need to have a process that eventually gets you to a point where 50% of your prospects are referrals. Look, I don’t need to tell you that you have a problem (if you are one of the agents I am addressing). There are answers, and every IMO has a financial interest in seeing you succeed. If you don’t make money... we don’t make money.
So, you might say that it’s easy for me to write about this because I’m not out pounding the pavement every day. Fair enough… but I did . I am a life member of MDRT and started qualifying while I was in college. I have developed marketing programs in Milan, Stockholm, Muncie, Indiana and South Carolina... and all parts in between. How did we do it? With a finely targeted Micro-Marketing Program that had to be worked every day. Yes, every day prospecting is the mission you have to seize.
As I said, there are organizations that can help you as we can. As long as you have the attitude and aptitude you can fill your prospecting funnel. If you don’t, unfortunately prospecting will continue to be a problem. Make it a process and take advantage of the “Golden Age”.
Until Next Time ... Good Selling!