BLUEPRINT TO FREEDOM

PART IV: IMPLEMENTATION

You’ve taken the finals steps to freedom, and now it’s time to capitalize on your pre-planning efforts. By identifying those clients who make up your target market, you’ve begun building your awareness and branding yourself as “the expert” – two steps that are essential to growth. It’s at this point that you can start diving into the tools, programs and resources offered by CreativeOne to assist you with obtaining referrals, developing quality lead generation, expanding your reach and positioning yourself as a trusted professional within your community. If you hit the ground running, there’s no limit to how much success you can achieve in your new career as an independent agent.

OVERCOME “AGENCY EQUITY”

Some clients purchase a policy because of the carrier name and won’t want to transfer business. In these cases, the only real way to influence their decisions is to provide significant policy savings. It may make more sense to refocus your efforts elsewhere rather than spending lots of time and energy targeting these individuals.

BUILD CLIENT LOYALTY

Send weekly updates that include information such as positive market news, retirement planning solutions, life insurance statistics, business valuation expectations, executive retention strategies, etc. that provide added value to clients, and position yourself as the trusted advisor. At minimum, you should connect with clients and prospects once a month to maintain top-of-mind awareness. Ask current clients for referrals, and encourage participation with an incentive program. Call your CreativeOne Life Sales Team for a complimentary consult to acquire higher quality referrals.

GAIN CREDIBILITY

Building credibility can come from joining groups or showcasing your knowledge. Associations to join could include chambers of commerce, rotary clubs, civic associations and advisory boards. You may want to write featured columns for your local newspaper or magazine to expand your reach. Be sure to include your contact information and your website with any material you create, and repurpose the content by posting the piece on your website once it has been published.

GENERATE POSITIVE FEEDBACK IN YOUR COMMUNITY

Get involved and be part of something bigger. Consider volunteering time and/or resources to a community project, charitable organization or other good cause. Maybe you already serve on a committee for a local organization or contribute monetarily each year to support causes that are meaningful in your life. Or, partner with other local businesses such as golf courses, spas, junior league, private schools, churches, jewelers, full-service car detailers, valet services at a local restaurant, tailors, wineries, business development centers, lawn care services, dry cleaners, nanny organizations, etc. to take advantage of cross-marketing. Create a press release around your cause and involvement to share with local newspapers, and post on your website, Facebook, LinkedIn and Twitter.

PROMOTE YOUR ACCOMPLISHMENTS

When newspapers, magazines or television stations pick up your content, make sure to get copies and use as a recruitment tool to showcase your expertise. Use these to validate you and your brand by showing others your services are highly sought. Utilize the live links to this content on your website and social media to improve your search engine optimization (SEO) at the same time.

DETERMINE WHICH MARKETING STRATEGIES WORK

Ask your clients how they found you for organic feedback on which marketing initiatives are generating buzz and interest. If you don’t ask, you’ll never find out. Once you have an idea of what’s working and what’s not, tweak your marketing plan accordingly.

GAIN HIGH-QUALITY REFERRALS

Leverage relationships you’ve built with your best clients and strategic partners to expand your client base. Through actionable scripting, templates and videos, you’ll have all the tools you need to improve your “refer-ability” quickly and with minimal effort. You may also want to join a referral association to further network with business professionals in your area to increase referral potential.

THINK OF VENDORS AS PROSPECTS

Hand out your business card to every vendor with whom you’ve worked while opening up your new business. These individuals are your new prospects, and may know additional prospects who want and need your services.

LOOK FOR LEADS IN UNCOMMON PLACES

Find a business with similar clientele and open up dialogue about the possibility for strategic partnerships and cross-marketing. You may even want to barter with one of these business owners by trade expertise or leads for office space. Before going down this path, make sure you know the value of a good lead and next steps for turning leads into clients. Higher net worth clients are more approachable and willing to engage in new friendships at social events. Use not for profit events as a way to expand your network and “likeability factor.”

GROW MORE RAPIDLY

As a life insurance agent, are you leaving money on the table? Depending on your interests and how much you are willing to learn and expand your services, consider selling annuities and/or getting securities licensed. Become a more comprehensive retirement planning expert or a Certified Financial PlannerTM with the right training and designations.

DEVELOP A SUCCESSFUL REFERRAL SYSTEM

Referral programs are a dime a dozen, but not all are created equal. Furthermore, some agents don’t need a pre-built program, but rather can develop their own. If you’re not sure what’s right for your business, you may want to create centers of influence with wealth managers, accountants, attorneys, funeral homes, mortgage companies, real estate agents, bankers, assisted living homes and other businesses run by individuals who advise your clients. Regardless of how you go about generating referrals, it’s imperative that your service shine and you do what you say you’ll do. Offer to meet with clients every three to six months to review any life changes that may occur. This will help you develop lifelong relationships built on trust and like that reflect how much you care about those you serve. Build valuable relationships and win the next generations’ business too! Remember to be patient, as credibility tends to increase with time.

When you come on board with CreativeOne, you join a team of seasoned life insurance professionals who are truly excited to work with you. Since 1984, we’ve focused on helping life agents reach their goals and grow their business. Our team of experienced, knowledgeable individuals can help you meet the needs of even the most discerning clientele while streamlining the process from application
through placement..

Download the PDF version of the Blueprint to Freedom on Execution now!

Read the first part of this four-part series Blueprint to Freedom – Evaluation >>

Read the second part of this four-part series Blueprint to Freedom – Preparation >>

Read the third part of this four-part series Blueprint to Freedom – Execution >>

 

 

Here’s how we can support your life business:

• Back-office support, including case design, development and preparation, as well as carrier coordination

• Application submission support, including illustrations, proposals, APS request coordination, scheduling assistance, application review and case follow-up

• Underwriting support, including a concierge in-house underwriter with over 40 years of experience

• And some of the most exciting, beneficial incentives available in the business

How could your practice benefit from a partnership with a team that’s consistent, accountable and committed? Work with us and find out how to get even your toughest policies placed.