Financial Services Marketing and Sales

Brokerville Top Financial Advisors Give Clients A Better Answer

Top Financial Advisors Give Clients A Better Answer Than “Just Be Patient.” The bear market has taken its toll on many portfolios. And every day you probably speak with clients who ask what they should do. Do you respond like most of the other advisors in town and tell your clients that they should just sit tight because better times will come? If that’s the best you can come up with, then what separates you from the other guys? Why not take the proactive approach and standout from the crowd? You will never be a top financial advisor, or even better than average, if you don;t have a philosophy, a discipline and approach, that differs from everyone else. Clients are looking for help and top financial advisors provide it. But what kind of help do they want? Maybe they’re bored, angry, or frustrated by the high expense ratios, style drift, and tax-inefficiency associated with their mutual funds. Before the big market drop, just about anyone could make money in stocks, and some investors may have felt that they didn’t need you. Now they’re scared. Economic uncertainty is as great as it’s ever been. The need for top financial advisors is [...]

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Posted by bobrichards - July 26, 2011 at 12:48 am

Categories: insurance sales Tags: brokerville, financial sales, financial services marketing, life insurance leads, prospects, prospeting

Brokerville Do Your Prospects Procrastinate? Here’s How to End It

Would you like to close more sales and close them faster? Then my experiments over the last 20 years as to why prospects do and don’t buy will interest you. Most of what they tell you at the insurance company, insurance agency or investment firm about closing business does not work. In fact, it leads to more prospect procrastination. This is what they teach you: 1. Use a fact-finder to learn about the prospect’s situation and ask the right questions 2. Explain the prospect the features and benefits of your product that fit their circumstances 3. Add an element of urgency (e.g. the insurance premium increases if you wait) 4. Close the sale When you understand what’s wrong with the above approach, you’ll see the easy changes you can make for a significant increase in sales results. Use a fact-finder The fact-finder provided to you by a financial services firm is off the mark. It probes for facts about the prospect’s life such as the ages of their children. Once you learn that they have a child that is eight years old, you’re supposed to talk about your college funding products and services. But your prospect may have no interest [...]

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Posted by bobrichards - July 26, 2011 at 12:44 am

Categories: brokerville sales tips Tags: appointment setting, broker ville, brokerville, sales tips

Brokerville Referral Success with Insurance Prospecting

“Brokerville has provided me with an exceptional amount of prospects in a short time, but the leads are of a high quality. I have worked the program as my Brokerville consultant has suggested, and have closed sales within 2 weeks of receiving my 1st batch on insurance leads.” —Thomas G., Brandon, MS With the Brokerville™ program it will not take a long time to convert your investment to commissions. At the beginning, expect to convert one of your first ten leads to a new client within two weeks and have a closed sale. By the end of thirty days, you expect that for every ten leads, two become clients. Of course, the other prospects can also become clients when you drip on them as we teach you.We will teach you a proven system for setting an appointment over the phone and show you tools for drip marketing (letters, client newsletter), so that you convert a noticeable percentage of your leads to closed sales. Brokerville does the insurance prospecting, you simply set appointments and close sales. Remember that not every insurance prospect is ready to buy immediately. Drip marketing is essential if you want to convert the maximum number of prospects [...]

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Posted by bobrichards - July 26, 2011 at 12:40 am

Categories: Uncategorized Tags: broker ville, brokerville, financial services marketing, insurance leads, insurance marketing

Brokerville How To Sell Annuities to Prospects That Really Do Not Want Them.

Investors seeking to invest money usually don’t look for an annuity. What investors want are the benefits that the annuity delivers. Similarly, people don’t walk around wanting a root canal. What they do want is relief from tooth pain. This most important distinction between the product and it’s benefits means that if you start talking to people about annuities rather than the benefit of annuities, you will forfeit a lot of sales. Our company Brokerville matches prospects with financial professionals and we have always found been dismayed that financial professionals only want leads of prospects seeking information on the products and services sold by the financial professional. In other words, the average annuity agent only wants us to match him with prospects that have expressed interest in annuities (annuity leads) , people that can be an annuity sale. Other prospect types have interest in financial planning, mutual fund investments, life insurance, etc. yet most annuity agents are not interested in these other prospects. This is frankly not very smart. Investors frequently don’t want the securities they buy; what they truly desire are the benefits of their choices. No one goes looking for life insurance, annuities, root canal, brain surgery, etc. [...]

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Posted by bobrichards - July 26, 2011 at 12:35 am

Categories: Uncategorized Tags: broker ville, brokerville, how to sell annuities, insurance prospects

Brokerville Makes Prospecting Fun

“I would like to make over $1,000,000 net the next three years and that is my goal…Thus far, I am very pleased with the response I am receiving from the [Brokerville] prospects as I never expected it to be this enjoyable. I sincerely hope it continues so that I can increase the radius of operation. — Martin G. Port Saint Lucie, Fl To make your business and prospecting more enjoyable, call Brokerville 888-893-2990 Learn more about insurance prospecting

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Posted by bobrichards - July 26, 2011 at 12:27 am

Categories: Uncategorized Tags: broker ville, brokerville, insurance marketing, insurance prospecting

Brokerville Delivers New Clients Fast

“The brokerville program has helped me build a local mailing list…so far it has… resulted in one new client, a good one. That client has given me one referral……who has (also) become a very good client.” — John, Plymouth, MI Gain New Clients Quickly, call Brokerville 866-452-8354

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Posted by bobrichards - July 26, 2011 at 12:24 am

Categories: Uncategorized Tags: broker ville, brokerville, business decline, insurance agentt, insurance sales

Brokerville How to Set an Insurance Appointment

How to Set an Insurance Appointment Before you can make an insurance sale you first need to make another sale called the insurance appointment. Realize that setting the insurance appointment has all the importance of the sale and must use all the skills, tactics, techniques and talents employed when closing a sale for money. The prospect is naturally resistant to setting an insurance appointment because they have a fear of being sold during the appointment. There is a natural resistance in America to place oneself in a sales situation. Therefore, if your insurance appointment setting call is pushy, expect your prospect to become defensive. So let me suggest that you make your insurance appointment setting call the opposite – make it “pully.” Rather than pushing yourself on the prospect, pull the prospect to you. You do this by asking questions to engage the prospect in what’s important to them. Let’s assume you are calling the prospect and this is not a cold call. You’ve either been referred to the insurance prospect, they have returned a response card, they filled out something on the Internet, they attended your seminar or they have in some way expressed interest in your products and [...]

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Posted by bobrichards - July 26, 2011 at 12:21 am

Categories: Uncategorized Tags: broker ville, brokerville, insurance selling, prospecting, qualified prospects, sales rejection

Brokerville Helps Rookie Advisor Survive In Todays Economy

“I have only been in the financial planning business for 2 years. I was struggling to find qualified leads and used many lead generation programs. Brokerville has been a very reliable and predictable source of qualified, motivated leads. I received 38 prospects my first month and am now more confident than ever joining Brokerville was a great business decision.” — Joe F., Crestview, FL To gain success early in your financial planning career, call Brokerville 866-452-8354

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Posted by bobrichards - July 26, 2011 at 12:14 am

Categories: Uncategorized Tags: annuity sales, broker ville, brokerville, financial services marketing, insurance prospecting

Brokerville 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 Brokerville. 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 [...]

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Posted by bobrichards - July 26, 2011 at 12:10 am

Categories: Uncategorized Tags: broker ville, brokerville, financial services, high quality prospects, long term care lead, prospecting, qualified prospect

Brokerville Facts About Seniors on the Internet

Facts About Seniors on the Internet If you are in financial sales as a financial adviser or insurance agent selling to seniors, these facts are essential to your best marketing efforts. 22% of Americans 65 and older use the Internet At first, this statistic may seem like a negative factor because it means that 78% of seniors don’t use the Internet. But what if the 22% who use the Internet are the wealthier seniors? That’s exactly the case as you can see from the table below: Income All seniors Internet Seniors Under $30,000 63% 24% $30,000-50000 21 33 $50,000-75000 8 19 $75,000+ 8 25 Education Less than High School 29 4 High School Graduate 34 21 Some College 20 30 College Graduate or more 16 46 Some financial advisors incorrectly assume that the Internet is not a good tool for marketing to seniors but this could not be further than the truth. The Internet separates the poor seniors (not on the Internet) and leaves the wealthy ones easy to target market with electronic marketing. Internet Usage is Growing Faster Among Seniors There is a burgeoning group of Americans who are slightly younger than retirees and who are vastly more attached [...]

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Posted by bobrichards - July 20, 2011 at 8:08 pm

Categories: Uncategorized Tags: broker ville, brokerville, life insurance leads, prospects, prospeting