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2020 January

The Benefits of Joining NAIFA

March 13, 2020 / Category: Uncategorized

Major carrier studies show that NAIFA members earn significantly more than their non—NAIFA counterparts.  Becoming a member of your local NAIFA association is not an expense, but an investment in yourself!

NAIFA (National Association of Insurance and Financial Advisors) was established in 1890 in Boston. At 130 years old, it is one of the oldest and largest trade organizations in the insurance industry.  Many of the industry’s leading companies support NAIFA membership by contributing toward the payments of dues.

As part of NAIFA-Broward you will find strength in numbers. By joining your local chapter, you will be able to strengthen your knowledge and commitment tor the common good of members and your community.

One of the most powerful ways to bring together a diverse group of individuals is to become part of a team and to build something together. The best way to strengthen your relationship among other team members is to intellectually and professionally grow together by studying together, meet to discuss issues and ideas together, and celebrate together.

NAIFA meetings are a safe place to learn from one another. Sharing success, struggles, failures, losses, and knowing that NAIFA members are always there for you.

Education teaches us that it’s never about being right or wrong, but about learning through someone else’s eyes. It is presenting an understanding and views that are completely different than what one may have originally thought.

As you consider the NAIFA-Broward chapter, you will find agents with 20, 30, and even 40 years of experience in (all facets of the financial services profession) including, life insurance, disability insurance, estate planning, business continuation, health insurance property and casualty plus much more.

Despite the diversity among those individuals, you will still find the following common values:

  • Personal leadership strength.
  • The desire to support each other.
  • The desire to assist each other to create unique solutions that are the best for individual clients.
  • The desire to pursue personal and professional excellence.
  • The desire to pass on new life experiences.
  • The desire to share experiences with the goal of learning from one another.
  • The desire to see you succeed.
  • The desire to lift each other up, for everyone’s benefit.
  • And much more…

As a member, you will have the opportunity to meet with our elected officials in Tallahassee and Washington in a group setting sharing our stories and helping craft good public policy, attend a legislative session in Tallahassee with hundreds of NAIFA members from all over Florida.

Imagine driving from South Florida to Tallahassee with three of the top producers with an average of 30 years of experience. You will be able to hear countless stories, and many suggestions on how to turn your prospects into clients, and your clients into raving fans.

Attend and LISTEN to giants in the industry such as Van Mueller, LUTC and many more giants.  The amount of information and materials you’ll come out from this event is priceless.

NAIFA has programs and services to help your bottom line. NAIFA also offers many continuing educational (CE credits) and training programs such as LUTC designation that has shown to dramatically increase production. You also have access to cutting edge sales and marketing resources which may not be available to you otherwise.

Find out if your company supports your membership in NAIFA-Broward. If they don’t, ask them, why not?

If this organization was a failure, do you think major carriers would continue to support this organization for the last 130 years?

If NAIFA survived this long, you should belong. Associations come and go, but only those that enrich their members’, create a better community, survive.

To know more about NAIFA-Broward, please visit our website: www.naifa-broward.org, call 954-753-2262, or email us at admin@naifa-broward.org

Join, be part of our team!

Differentiate Yourself From The Competition

January 06, 2020 / Category: Insurance Agents

agent-recruitment

Today, prospects seek personalization, and expertise in their advisors. Clients want to work with someone who they trust, who looks for the best interest of his clients.  An advisor who listens and understands the needs of his clients, and takes actions that will be for the best interests of his clients. As Zig Ziglar famously was quoted saying: “You can have everything in life you want if will just help other people get what they want.” Market yourself in a way that showcases your core abilities. Win your prospects’ trust and loyalty by surpassing their expectations.  That’s what top consultants do.

Create your own brand:

An image that associates YOU as having a superior level of quality, credibility, and satisfaction in the prospects’ mind. It’s not easy to stand out from the crowd unless you know the formula for success.

Your goal is to connect with your prospects and make them want to do business with you.  Think outside the box, offer creative solutions that will captivate their interests and keep them asking for more.

Successful advisors have several features in common.  They are focused, they have a clear vision; they are focused and motivated on achieving their goals and success.   

Having a clear vision prevents deviation. A good starting point is to define what area you will focus on as an advisor.

Quality of Products and services

The Ritz-Carlton, Rolls-Royce, Nordstrom, Northern Trust; all have one common denominator.  Their products and / or services are over the top when compared to their competitions. Not only the quality of your products and services must be superior to your competition, but the delivery of those products and services must be better, as well.

Understand your audience and their expectations

Once you have selected your areas to focus on, it will be easier for you to define your targeted audiences.  Prospects listen to only one station, WIIFM (What’s In It For Me.) You must see issues through your prospects’ lenses, not yours.  Understand their pains and concerns from their perspective, and help them to come up with solutions to advance their cause(s). Once you have acquired the knowledge to answer their concerns, meet their expectations, you will become their trusted advisor.  Delivering to your prospects what they want, meet their expectations and serve them with complete satisfaction, is the key to becoming a successful and trusted Advisor.

 Make sure to sell not only to the decision-maker but to the influencers as well

As salespeople, we tend to focus directly on the decision-maker.  After all, he/she holds the purse and writes the check. Today a lot of decisions are made by committees of one, two, and more.

Gatekeepers:

DON’T underestimate the power of the gatekeepers.  There is a reason they are called gate-keepers, and they often are an important integrated part of the decision-maker inner-circle. 

  •         Do your homework; learn as much as you can about the gatekeepers.
  •         Find something in common with the gatekeepers, establish credibility.
  •         See if you can find info through social media and other avenues.
  •         Use the gatekeepers as an ally.  Ask relevant questions to show that you value this person’s position vis-a-vis the decision-maker.  

o   I see that:

  • Your company launched a new product/service, what do you think about it? And how involved were you in the launching of it?
  • A member of management has been promoted, how long has that person been with the company, can you tell me about him/her…?
  • How long have you been in your position (with the company?), and what is your position regarding…… (If the gatekeeper has been in the position for a while) the gatekeeper may have an opinion.  People like to be listened to. By listening, you’ve become a great conversationalist (even though you might have said nothing.)

Influencer(s):

Their positions are more concealed than that of the decision-maker, but they have a tremendous amount of influence on the final decision. Influencers very often are the ones needing your services.  They may not sign the check, but they have the power to delay, to resist, and to break the deal. Don’t neglect them.

  • Meet with them; ask probing questions as if you were selling them your services.
  • Show them how your services will solve their concerns.
  • At a meeting, engage with them.

o   Questions to ask:

  • How this service would affect you and your department?
  • Is there something you wish for me to go over particularly that would affect your department?
  • Everyone in any company is concerned about making the wrong decision.  People tend to take the path of least resistance and decide not to make any decision.  Ask the influencers if your services will increase their (Return on Investment, ROI), and more…

Years ago, I was involved with a prospect, and he decided to invite several people at the meeting, his assistant, and his employee manager.  After some pleasantries, I started to engage with the Decision-Maker and completely forgot to engage the assistant. I lost the deal. Why? I did not engage with the assistant during the meeting and did not realize that the assistant knew more about insurance and how to run the company financial issues than the owner.   

Respond to your prospect’s concerns? 

  • What type of assistance do you bring to the relationship?
  • Prospects care only about themselves (WIIFM what’s in it for me)
  • Prospects come with pre-determined ideas; demonstrate how your products and services will improve their present condition.
  • Emphasize your products or services as an investment.
  • Convince not only the decision-maker but any influencer.
  • Don’t forget your clients after the sale (stay in touch with them.)
  • Your best customer is someone else’s best prospects

 Continue to upgrade your credentials

To stay competitive and ahead, continue to upgrade your credentials. This helps build credibility. The more credentials you have, the better of an asset you are to your clients.

Share your knowledge

Know your targeted industries thoroughly; be willing to share your knowledge.  Expand your knowledge among your target markets, enhance your education, increase your credibility, and trust, you will eventually convert prospects into raving fan clients and sources of referrals.

Wishing you the best closing opportunities.

The Reward of Being a Life Insurance Agent

December 30, 2019 / Category: Insurance Agents, Rewards of Being an Insurance Agent

Rewards of Being an dIns Agent

 

Looking for a rewarding career? Love to take on challenges? Pursuing a career as an insurance agent is both challenging and rewarding. Unlike other industries, selling insurance is the Holy Grail, and that is not an overstatement. Continue reading to find out how rewarding selling insurance is.

A client purchased life insurance 20 years ago.  Suddenly he passed away from a motorcycle accident, leaving a wife, and children. Family, guests, friends, come by to console the bereaved.  One week, two weeks, three weeks pass, the widow and children are at a most vulnerable time and literally alone to pick up the pieces, ONLY the insurance agent is there to help.  WHY? The agent is the only person to bring something concrete to the bereaved, the family to help put the pieces back together, a Death Benefit Check which brings a bit of financial stability.

No one can bring back loved ones, but the insurance agent is the only one able to ease some of the financial burdens. 

Meet with senior agents in your office, ask them to tell you stories about when they met a bereaved family, bringing them a Death Benefit check.  

It is extremely important as an agent to communicate with the right side of the brain which is the emotional side, the decision-maker side. People love to hear stories they can relate to.  Stories are one of the connectors. Tell people stories about how insurance has helped families in your community.

As a life insurance agent, be proud of the services and products you sell.

Broadcast Your Products & Services Benefits

December 30, 2019 / Category: Insurance Agents

Definition:

Benefit: Desirable outcome or result that provides an advantage FOR OTHERS.

Noun: Something that promotes or enhances well-being; a benefit.

Insurance agents must uncover and understand prospects’ concerns, answer the objections so as to transfer them to transition statements.

The following points represent your answer to your prospect when you are told: “I don’t need to protect myself.” ” My employee is going nowhere, he/she has been with me for years.” “Why should I need this for anyway?”, and so on.  There are more responses of course.

Insurance Covering your Key employee:

Cost: Insurance is an expense that works against profit objectives.

Benefits of key person insurance to you:

  1. It gives you peace of mind that your employee is not looking to defect.
  2. Retains the employee so he/she does not look somewhere else.
  3. From the employees’ point of view: Peace of mind that his/her family is protected in case of a catastrophe.
  4. Your business continues to move forward while looking for a replacement.

Intangible benefits are “feel good, satisfactions, emotional benefits.

Show your prospects how tangible and intangible benefits will impact their bottom line.

Remember to become a trusted advisor is to find out: What‘s in it for your prospects!!!

Email Marketing Strategy for Insurance Agents

December 04, 2019 / Category: Insurance Agents, Marketing

Web Design & SEO

Our program is designed for agents who are looking to increase their sales exponentially.  It requires persistence, consistency, and the desire to work smarter.  We use this formula for ourselves.  By using a CRM a lot of the work can be automated, making it easier for you to increase your appointments and closing sales ratio.

We’ll tell you how we do it.  If you want to copy our system, go ahead, “Imitation is the sincerest form of flattery”, Charles C. Colton.  You wish for us to help you.  We’ll be glad to do so.

  • You must have a CRM. If you don’t have one, get one. There are many programs on the market and it will make your life so much easier.

Make sure your CRM does the following:

Import from Excel and Export to Excel in XLSX, or CSV format.

  • Reason #1: Email marketing campaigns will want the data to be imported in XLSX format.
  • Reason #2: Email Scrubber will want the data to be imported in XLSX or CSV formats.
  • Reason #3: Phone DNC will want the data to be imported in CSV format.

Record history for each prospect:

Reason: While speaking to a prospect, you will have historical information about campaign(s) for that particular prospect.

  • Ability to segregate the by history, Names, Company, City, Zip, etc…

Reason: Based on how you wish to engage with your targeted market, you want the flexibility to use your data, and more (that is the basic).

Some stats to help you:

  • 79% of leads fail to convert without CRM (Pardot)
  • 65% boost in sales quotas is realized by businesses with CRM (Innopple Technologies)
  • 60% of the time, CRM is used for email marketing by small businesses (MarketingCharts.com
  • 47% of the time, leads nurtured in a CRM system is converted (Annuitas Group)
  • 41% revenue increase is attained with CRM (Trackvia)

Today, agents must work smarter to find targeted prospects and win their trust.

Email marketing campaigns are a great strategy to develop your lead list and engage your prospects.  How it is done makes all the difference in its effectiveness and results. To create a strong online identity, you must create a winning strategy with the right mix of proven email marketing strategies that work best.

Using Purchased Lists: Start by purchasing a list of local businesses you are interested in targeting.  The list(s) must include names, addresses, company name, contact person, phone numbers, and email addresses in your local market.  Make sure the list(s) can be imported in XLSX or CSV. Make sure to scrub your email addresses and offer an opt-in/opt-out.  Most email company providers have all this setup.

If the e-mail is returned, you can always call and set up an appointment or just go to their place of business. Look to do business with your neighbors, before venturing out of the area.

Be Consistent:  The key to successful and effective e-mail marketing is CONSISTENCY.  Remember, Rome was not built in a day, nor will your business.  Result-driven e-mail marketing is consistent and engaging.

Track your success: Track how successful your e-mail marketing campaigns are.  Check how many prospects you are converting into appointments, how many of those appointments have turned into clients as a result of your e-mail campaigns.

Check out our course at https://kailyconnect.com/benefit-value-sales-training

 

Determine your Target Market

July 07, 2017 / Category: Business, Target Market

“Jack of All Trade Master of None”

As an entrepreneur or small business you must determine your target audience. Once you come up with a product or service, not everybody is going to want it.

First: Define what benefits your products or services will bring to a target audience. Obviously, selling winter apparel in Florida is a sure recipe for disaster. Selling boat insurance to Floridians would provide more benefit.

Second: How your products or services bring value?, how do they help your target audience resolve their problems and challenges?. Keep your focus on the customer needs, rather than on being successful. In finance it’s called Fiduciary Responsibility, the customer benefits comes first.

Third: LISTEN, it means: be SILENT. Listen to what your client has to say, and keep detailed notes. You want to be able to go back to your client with no misunderstanding, and knowing that his needs are well understood.

Fourth: How do you compare yourself to your competition?. What make you stand out?. Every client perceives value differently. Find out what values your client are looking for. Some clients frequent face to face meetings, while others prefer electronic communications. Some clients value civic involvement, while others value social events.

Five: Turn the IMPOSSIBLE into I AM POSSIBLE. Always look into making it happen for the clients. Clients count on you to lower their expenses, increase their Return on Investment (ROI), and increase their income. Be a source of innovations energy to your clients. Don’t be scare to come up with suggestions, even of the cuff. It may work.

If we can assist in any way, do reach out – we are always here. We look forward to speaking with you on how we can help you make your business grow!

 

KailyConnect.com

 

When Should I Make Calls?

July 07, 2017 / Category: Business

As the NIKE slogan goes “Just Do It”

There is an investment strategy called Dollar-Cost- Averaging. This Investment strategy suggests buying a fixed dollar amount of investment at a scheduled date regardless of the share price, and doing it continuously.

The same strategy should be used when making prospecting calls. Choose a day of the week, a specific time of the day, block that time (1 to 2 hours) and just to make prospecting calls.

If you make 40 calls per day, for five days, that’s 200 calls per week. If you call for 48 weeks in the year, you will have made 9,600 calls per year. Assuming that you closing ratio is 2% (which happens to be a very conservative number), you will have earned 192 more clients per year.

You may not start with 40 calls per day; you may only make 20 calls per day, but at least you started. As the days become weeks, and weeks become months you become more skilled and comfortable on the phone, and your appointment settings will increase as well as your closing ratio.

If you are too busy, unable, or unwilling, to prospect daily we can help you achieve these numbers by working with you on letter / email campaigns and follow-up with phone calls. We have the calling experience, and comfort level on the phone. We are here to help you become successful.

If we can assist in any way, do reach out – we are always here. We look forward to speaking with you on how we can help you make your business grow!

KailyConnect.com

 

Keeping your Prospects Pipeline Full

June 30, 2017 / Category: Business, Target Market

Successful people keep their prospecting pipelines continuously and constantly full. Once you stop prospecting, your volume of appointments will begin to decrease with time. Once you are out of prospects or people to meet, which will take Between 2 to 4 months until you will notice your pipeline to be critically low or empty. Your income will have dwindled, you’ll become desperate. This will show in your voice, behavior, and attitude. You will become irritated, blame others, be frustrated, and create unreasonable expectations for yourself and others.

DON’T DESPARE

We can help you!

  1. Recognized the issue
  2. Get back into prospecting (like horseback riding, if you fall from the horse, you must getback on the saddle immediately).
  3. Recommit yourself to prospecting, block of time every day to call, set up letters and emails campaigns, with a follow-up date to call those people back.

There is no secret, no magic bullet, no “easy button”, being persistent and prospecting daily is what will get you more appointments.

If you are too busy, unable, or unwilling, to prospect daily we can help you fill your pipeline by working with you on letter and email campaigns and follow-up with phone calls. We have the calling experience, and comfort level on the phone. We are here to help you become successful.

We are a local marketing company located in Pompano Beach. We are dedicated to your success. You succeed we succeed, that is straightforward and very simple. We only work in Broward, Dade and Palm Beach counties. We work with large institutions, medium size businesses, and small companies. We also work with non-profit organizations, and civic institutions. We look forward to speaking with you on how we can help you make your business grow!

KailyConnect.com