Categories
Online Marketing

How Do I Know If My Website Is Working?!

How do I even know if it’s working do I you know, I’m not getting. You know tons of leads from it, but I don’t really know how to gauge and that’s what what I want to do for the next.

Several minutes is kind of break down and really answer the question. How do you know if your insurance website is working first off? I want to define what is working well, working would be. Is it providing you a passively flow? Are you getting people that are reaching out to you through your website? Are you providing your prospects with enough information and credibility to educate them to trust you enough to pick up the phone and call you and let them call you to potentially become one of your policyholders right? That is the goal of a website.

What we’re trying to do with the website is educate. You know pay for people to come to our website or whatever. We need to do to get them there and educate those prospects once they get there and then use that information to convert them into a prospect to try and get a meeting for us to sell to get a policy. It’s that simple, okay. So what I want to do is just walk you through. We know how to how to know if it’s working or not, okay, you’d, be surprised.

How many people don’t know what to do they’re just flustered. They built a website. They thought it was field of dreams. They thought, if I build it, they will come and all of a sudden, no one comes out of the cornrows right. So here’s what I want to do. I want to educate you on this, so the first thing you got to do is you got to make sure that you have Google Analytics on your website? Google Analytics is the industry standard, there’s other analytics tools, but I would just recommend Google Analytics when you build a website, it doesn’t automatically come with.

Google Analytics you’ve got to actually put the Google Analytics onto your website and you know make sure it’s the set up. The correct way it’s not super easy, but it’s also not rocket science. If you don’t have analytics on your website and your web developer didn’t help put it on there and you need help. We can help you with that, but it doesn’t matter who helps you with the analytics or you do it yourself or read the tutorial.

I don’t really care just get analytics on your website. That’s the key! Okay! So once you have Google Analytics installed, there’s a couple. You know analytics can be overwhelming, sometimes, especially if you don’t know like what you’re looking at there’s so many different views, there’s so much data. What do I know is good. You know, even if I’m looking at the data, what’s the industry standard without doing ten hours of Education on Google Analytics, I want to try and teach you guys some basics of some screens that I go to every single time.

I’r looking at a website with one of my clients for us to kind of check the vitals. So what I try to do is I try to kind of give a visual of when you go into a doctor’s appointment and you don’t know what’s wrong with you. You’re just saying doctor, I’m sick, I don’t know what to do right. Well, the doctor does certain things he gets his stethoscope out. He checks her ears whatever he does, you know he’s going to do the same thing over and over to start diagnosing the issues.

So I don’t want to walk you through is the quick screens that I feel like give us the best picture at a quick glance if our website is or isn’t working right. So the first thing that we do is we go to the audience overview? Page? Okay, the audience overview page is a general view of all the people that have been to your website in the top right of analytics. You can look at a date range, so you pick the date range that you want to work at work and look under you.

Can also compare and contrast, different periods of time you can compare quarter-on-quarter year or year a month a month. The best thing I like to do is compare a year over here, just because it gives you apples to apples comparisons right. So the first thing that I look at on the audience overview page is that top left number of users and sessions – okay, so 566. You know users and 543 sessions, I’m sorry 703 sessions and then 543 of those 566 or brand-new users.

That means these are people finding my clients website on Google or using paid or whatever they’re doing it’s, not. Just repeat people come to the website over and over right. So I try to pay attention to those over that top line. Number. That number is kind of like the biggest number that we’re going to look at, and I try to look at that as the first number that I compare a month over month. We cover week whatever and I start to see big gains on that number I’ll go.

Try and figure out why or big losses I’ll go, try and figure out why, as well number of page of sessions per user isn’t super important pageviews isn’t super important because actually just a multiplet number of the users and sessions along with pages per session. I would consider that a decently important number, if you can get your pages per session over to that’s the gold standard you want to be more than that.

If you can, but is, is fine, I wouldn’t say it’s a gold standard, but the bar that you want to set to try and get over is about two pages per session: the average session duration. This gives you a summary of how long individuals are staying on your website anything over a minute. Thirty, two, two minute. Thirty is kind of the range that you want to see on average, it also depends on traffic and if you have articles or whatever, but in general I try to see over two minutes now.

The bounce rate is probably the most important thing on this page. Aside from the users and sessions, this tells us how many people went to our website and then bounced away without engaging into our further content. Finding a article, a testimonial and reaching out to us they just came to our website, didn’t like what they saw and bounced an acceptable bounce rate is anywhere from forty to sixty percent.

So your talk whenever you say percent, what I mean is is if you have a 40 percent bounce rate, and that means four out of ten people went to my website and bounced that without further engaging they’ll lower the bounce rate, the better right, that’s important! Okay, you can manipulate and control that bounce rate by having better website pages, more interactive content, better content, etc. Each of your different website pages will have different bounce rates, which gives you a good understanding of you know what page is being more engaged with over others.

Right, the next screen that I go to really quickly is just a geography you know footprint of where my traffic’s coming from. Typically, it’s a a good view, but it kind of gives us understanding of where our traffic’s coming from. Obviously, the bigger darker circles are the the center of our overall traffic and then the lighter smaller circles are are the smaller chunks of traffic. I like looking at that as well.

Most clients do as well the next page that I think is probably one of the most important pages that tells us the most. Is the acquisition overview page? Okay? So if you can find that you go find the date range you want to look at and there’s got a couple of different things that I want to walk through. Okay, what this does is this tells us the overall sources of traffic that equaled our total ethic.

For the month, okay, so what the total traffic number is is saying all of your website traffic came from all of your sources equaled this number. What acquisition overview tells us is okay. You may have had 600 people to your website this month, but here’s the five blogs that they came from and here’s how they interacted independent from one another. So this audience overview page. It gives us a really good understanding of where this traffic’s coming from all right.

So obviously, you have social organic search, direct paid, search, referral, so organic search, obviously is just someone going to Google and go into your website. Social would be social media them going from paid social to your website. Other I’m sorry direct would be. Someone goes into the the search bar of the like the URL and types in your exact URL and go straight to your website without a search engine, that’s direct.

That number is usually manipulated by the like branding that you have, or maybe you know you did an event where you called out your URL and people went to it. Maybe got TV, commercial, running or radio commercial come running and they have your URL on that page. So that’s how that works on the acquisition column. The next column is the behavior column back column is a really awesome bit of information that tells us the bounce rate of the individual traffic, so there’s different traffic sources have different bounce rates.

You always want to expect your paid traffic to have a higher bounce rate than your organic traffic in general. That’s usually an expectation that needs to be set now on the far right column. You have conversions now this is where it gets a little more advanced. You probably aren’t going to be able to figure out how to do your own conversion set up, but what this does is there’s different ways to set up your conversion tracking within Google Analytics, so that when, when your website, users take a specific action that counts as A conversion what I mean by that is, you know that would be like a lead or a phone call or a download a piece of gated content or whatever that looks like most people, honestly, don’t have conversion setup unless they’re working with digital marketing professionals.

But this is one of the main ways that you can tell if my website is working. If I’m getting conversions, let me explain what I mean with the next screen, so this next screen is showing our actual conversions for this particular client. If you’ll notice on May 31st, I think we just started tracking conversion, as of May obviously before that the client didn’t have their conversion tracking setup. So in this particular case, in the last 30 days, they’ve had 30 goal.

Completions go through. These are conversions. These are individuals that did what we wanted them to do on our website. That leads us to a goal: conversion rate, a four and a half percent goal. Conversion rate is just fine, it depends on the traffic. It depends on how many goals we have set up anywhere from four to fifteen percent is typically the range that I see on a conversion rate if you’re below that you need to kind of do some work to manipulate those numbers, because you don’t have enough goal.

Conversion points for them to convert on or you’re, not educating enough to actually get them to the point of conversion right, so you can also break down of the thirty goal. Completions I can label and set up what goal completions. They are because not all goal completions are created equal. So if we have a gated content guide that says your top ten reasons to you know apply for Medicare this year, because here’s the things that are changing or whatever I just pulled – that out of the air, but some type of piece of content, where someone has To give you their information to get their information to get the piece of gated information, then that would be considered a lead, but that’s not as hot as a lead as someone that contacts you through their website or your website.

That says, I want to talk more about your Medicare plan right. Obviously, one is hot versus others, not as hot, but there’s still goal. Completions won’t attract them individually. All right. The last view is just you know. One of the I just wanted to show you kind of how you’re able to work with the client work with the company as a professional to help manipulate and get their their website traffic.

You know raised and more increasing from a top-line level and also increasing from a conversion perspective as well. So before I started working with this client, they had no idea if their website was working or not, they didn’t even know. They just only had a website and they had some stuff going on it. They just had no really what they were doing. They they would make changes, they didn’t know if it was working or not right.

So what we did is, I tried I tracked analytics and what we’re doing on this screen is we’re looking at the year-over-year comparisons of track website traffic, so this particular client is doing google adwords along with some social and then also search engine optimized so year every Year, they’re up a hundred percent, their goal completions, we don’t know exactly how much they’re up, because they didn’t have goal completions installed before I started work with them, but over time we’ll start to be able to develop that benchmark of success.

So this may have been a little advanced for some, maybe not maybe not advanced enough for others. That’s the beauty about digital marketing is that it’s an ocean and there’s always the next level to get to so it’s secure agent marketing. We exist to help the insurance industry, understand this stuff, console and coach along the way to make sure that you can answer the question. How is my website working contact us to our website and we would love to take a specific consultative approach to your specific need and talk about what your potential goals should be and help you set them up and start tracking and start getting to that return on Investment with the website dollars,


 

Categories
Online Marketing

3 Quick Tips For Your Insurance Website

I’ve been working with clients all day today on their websites and their marketing and I’ve been noticing some consistent themes that I’ve been helping. My clients through, and I want to just share those with you. So I want to shoot a quick article. It’s really simple! I’r going to give you three quick tips for your insurance website. Okay, so the first tip I want to focus in on is speed.

Alright, so that first important part is speed. Now we’re going to throw up a link on the screen, and it’s also in the description of this article, where you can go. Do Google speed tests all right on your website? All you do is go to that link you put in your URL and it’ll. Give you sort of a rating of one to a hundred on your mobile version and your desktop version. Okay, your website speed is incredibly important.

Okay, there’s a couple reasons: why one it’s going to drastically increase your costs on your marketing efforts if you’re driving website traffic tooth to the page, your Google, if you’re doing, search engine optimization, it’s going to hurt your SEO if you’re doing paid ads, it’s going to Hurt your cost per conversion because people are going to balance instead of actually convert. It’s a very costly mistake, and typically it’s not that hard to fix some people just don’t know that they have a slow website.

So if you go to this link, you type in your URL it’ll give you a rating out of 100 10. If you are looking at that number and it’s red or yellow it’s time for you to make some changes on on that site, speed and do what you can to increase that site, speed right. One of the things that I also want to go through and from a second-place is to make sure that your website is secure. Okay, now this is there’s a lot of you know things that secure could mean, but there’s one specific version that I want to kind of make sure that you’re aware of right.

So if you go to Google Chrome and you type in your URL and you go to your website on the top left, it’ll say not secure if it’s not secure, so if you put in your Google URL, it says not secure. That is a problem. That’s your SSL certification. You need to get that fixed, because Google is starting to highly highly reward secure websites over non secure websites. Also, it hurts all of your paid advertising, etc.

So if you know some people, don’t really know what that is or what that means. But if you see that little not secure before your URL in the search bar of Google, Chrome, you’re you’re in deep trouble, you need to do what you can to fix that. If you need help, we would love to help you out with that. It’s not rocket science to fix, but you could reach out to us and we can kind of talk through it all right.

So that’s the main thing I want to talk about unsecure. The third thing I want to go through is mobile friendly. This is where I’m going to spend a little bit of time on this article, all right, mobile friendly now everybody knows their website needs to be mobile friendly, but is your website mobile, friendly, okay? So we’re going to put a link in the description? That’s Google’s mobile-friendly test and what you need to do is go to that URL put in your website and it’ll give you different versions of different windows to determine.

If your website is mobile-friendly it’ll, give you a rating, etc. Mobile-Friendly is super important. Okay. The reason it’s important is, I just want to walk you through one of my clients, visuals on their Google Analytics to show you what I’m talking about. Okay. So in this, in this image that you’re looking at you’re, what you’re looking at is a 30-day view of one of my clients, websites, obviously not going to share who it is, but they happen to be doing Medicare and Medicare submariners etcetera.

So you would typically think that that’s an older demographic, so these numbers may shock you. It is still a highly a majority of their traffic is mobile as opposed to desktop. So if you look at this in the last 30 days, they’ve had 566 people actually go to their website and check out their services and look at their plans, etc. This is a Medicare, client, okay and they still had a majority 52 % of their website.

Traffic was a mobile, friendly, 40 % was desktop and then tablets was was, let’s see, 8 percent now tablets obviously are like iPads and Chromebooks, etc. Okay, now, what I want to do also is walk through these other columns that you’re that you’re looking at okay. So the next column over is new users. So what you want to look at is you want to make sure that those users are new, because that’s what we’re doing with our marketing efforts? You want new people on our website, not just the exact same people going in over and over / right, but what I want to focus in on is the next column over past sessions, where it says bounce rate on the behavior section.

Okay, if you look at their average bounce rate, it’s 56 percent for these last 30 days, I will tell you that the bounce rate range of being safe is anywhere from forty to sixty percent. I would consider forty percent in a + and sixty percent C. Okay. It’s hard to influence the bounce rate it takes time, but really all the bounce rate means is, is how many individuals came to our website landing page and then bounced out without going through further pages.

So if you’ll notice, the mobile traffic and the desktop traffic have different bounce rates, okay, so the mobile bounce rate was 63 percent, while the desktop bounce rate was 48 percent. What that means is, is that always tells us that when people are looking for googling and googling terms and shopping on their phone, they are very interested in quick responses on their phone, because they’re just going to close out the app or whatever the web browser and Go to something else or back out or whatever so your site, speed and being mobile-friendly is incredibly important and here’s numbers that prove it, and this is actually a very large local medicare agency in the southeast of the country.

Right, you’ll also notice that the average session duration on the far right is vastly different between desktop and mobile right. You’ve got one minute on average of this client that I’m sorry this website is the average duration of the session is one minute on mobile versus three minutes on desktop. So this is telling us that this client really needs to work on their site, speed and their mobile version of their website big time, because clients are going to their website on their desktop and they’re.

Not spending or they’re spending way more time with a desktop than they are on their mobile. These are some red flags we can start working on. This is some of the things that we need to start working on together to improve our overall website engagement rate along with lead flow on this particular client. What was you know, frustrated with the amount of lead that they’re getting from their website, and so we just went to some of these places I showed him comment was going on and now we have an action plan to do that right.

So the main thing I want you guys to really follow through with is those things right: speed, security and mobile friendly. Alright, I hope this article was able to help you guys out. If you get stuck in any of these issues that you don’t really know what to do, you know reach out to us. The courage of marketing is built to help you with these things we do consulting. We do web development, everything and also just for a word of encouragement.

Typically in the industry, people are redesigning their website every four to five to six years, anyways. So a lot of times. These issues can be solved just by redesigning a website, because it’s just time to do so. Your website should be a living breathing thing that you want to reinvest in constantly and it is very standard to be redesigned an entire new website every five to six years. So thanks for your time guys, I appreciate your attention and I hope this helps you guys be successful in your passive lead flow through your website.


 

Categories
Online Marketing

Email Marketing Basics for Insurance Agents

Okay. The first thing you need to understand is: when you have an email marketing plan, you need to make sure that you have some sort of email system. That’s helping you manage these databases. Mailchimp is free, Constant Contact, there’s some more advanced ones like HubSpot. You know those types of deals right. You always want to leverage your email marketing.

When you have a customer base, that’s ready for more information, that’s already your customer, but you can educate, foster their relationship. Potentially cross-sell some other opportunities get in front of their friends. Referrals, send them articles that you’re producing whatever it is. Really. Your email database is a free way to contact your customers and get them the information that they want to see and that they could potentially use to.

You know work with you on a different type of product. That’s how you best want to use email marketing once again, it’s free, it’s one of the best ways to get things moving with your brand


 

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Online Marketing

Are You Ready To Become A Content Monster? [Insurance Influencers]

Most people like Eric was just told that he needed to do more, branding, wise and and content wise. So one of the things I always think through in our business is that one of the things that we do is yeah. We post a lot on Facebook. You know post a lot on YouTube yeah.

I post Instagram and Facebook stories 10 to 15 times a day. Sometimes more, but I was looking at our week. I think it was Sunday or Monday. I was looking at last week and last week we had 13 Facebook posts last week. Okay, eight of those and that’s almost two a day. Most people are not that active. Okay, eight of those were articles. Three of those were live articles and two were graphics. Now our contents always going to be focused on article because people respond to people like the educational content, we’re like a insurance TV in a box right we’re educating 13 on Facebook YouTube, we dropped 13, so we must not have dropped them all on to Facebook.

That would you put on YouTube: we dropped 13 articles on YouTube, weather or articles podcast, long articles, educational articles, tip articles interviews or even shows right. So we did so. We dropped 13 articles on YouTube. If you think about that, you take a step back and you look at over the next. It’s like 52 weeks, okay, even 50 weeks. Actually, if you look, you know what let’s look at, I mean I mean if you look at 13 you’re at at 50 weeks.

You’re at 650 articles, if you take it times 52 weeks, you’re at what an extra 26 so so 676 676 total articles dropped over the course of 52 weeks a year from an SEO standpoint and a Content standpoint, you are going to lead the pack number one. Okay, you’re going to lead the pack welcome to insurance influencers you’re, also going to have that much content. That’s out there and available from an SEO standpoint, what most people don’t understand and what they don’t realize is.

I mean, for instance, assurance IQ is just sold to Prudential for 2.5 billion dollars. I guarantee you a lot of what they were doing was SEO based and traffic based to that site, getting people to let them shop, their term health, insurance, Medicare ho ho monado right, and so what most people don’t think about? Is the long term play everybody’s? Always thinking about the short term and and when you think about the short term, you don’t produce content, you don’t do articles, you don’t have a article team, you don’t even outsource it to someone like us with our media department, because you’re thinking so short term, but If you’re ever wanting like build a brand, have prospects reach out to you, build a team, sell anything that helps insurance people or grow a telesales operation.

Any of those you need a personal brand that drives people to you now, if you’re, not in that group – and I don’t know who isn’t – I guess I mean – maybe maybe maybe there’s you know the agent that just wants to sell insurance forever and and that’s you Know none of those other things are important to them. Then a brand is an important content as an important article is important, but if any of those five things I mentioned are really really really important to you, then having a personal brand, pushing out content being an influencer in your space is extremely extremely valuable and important.

So that’s one of the things that, like we don’t talk about and our industry doesn’t talk about our industry almost frowns on it, because it’s like oh that’s, person’s, fake and they’re, just trying to put out stuff and they’re trying to get attention. Well, no crap they’re! Just trying to get attention right in our world nowadays, it’s all about attention. Whoever has attention gets paid for it right.

We get paid decently well and do a lot of business with agents, because we are a Content leader. We put out more content. Anyone else in our space we produce more articles by far than anyone else in our space, and I’ve been doing it for almost four years, and we’ve got a trail of twelve thirteen hundred articles on YouTube that people are always reading. So when you think about it eventually, your goal is to be an in actual influencer, and if any of those things are that we talked about those five areas, if you’re ever wanting to be any of those, then you have to establish a Content schedule and put Out content, we could do more right, we’ve spent, I’m guarantee you when you add everything up.

We’ve spent over six figures on this room, this studio, because it’s a long-term play for me. There’s I mean most people. People wouldn’t have a marketing staff of one two. Three: four: five: six: seven, eight, nine ten, eleven twelve people, but we do just on the marketing team, because I’m thinking long term right most of the people on the marketing department, don’t drive short-term revenue. For me, let me say that again most of people on our marketing team aren’t driving short-term revenue.

They are built. They are helping us build and grow our message and our following by producing a crap ton of content, which is unique and rare, and some some can say: hey dude, you just learn to do this by reading Grant Cardone. That’s absolutely true. He’s an influencer in his space and I realized that he did all these shows not because those shows have the best content in the world ever, but he puts out so many articles and does so many shows because he’s got like and he’s got like almost he’s Got over 4,000 articles on YouTube now, so it’s hard to not have a massive following when you put out that much content, the content could suck and you would still have a following just because you are consistent and religious with it, and some people will hate your Content some people love it.

Some people resonate with it. Then they’ll keep reading it. So if you ever wanting to like that’s what we’re adding a media branch to our team and how we can actually come on site and blow up your brand record articles of you build articles for you, edit record upload even manage your YouTube. Most of the YouTube blogs in our space are not good, or they have 32 subscribers and and in 12 articles or 200 articles with 400 subscribers and no thumbnails, no tags, no descriptions.

The titles suck – and you know like if some way, if someone’s titling something you know Medicare QA, and it’s not a title right. The point of titles is to find the core message of that article, the most attractive part, the most clicked baby part. If you want to call it that and then title the article that so people want to click on it and read it right, so the podcast yesterday we did we released yesterday.

The day before was about how to write 6000 maker policies in a year. That is a catchy title and it wasn’t. We didn’t talk about that the whole whole time in the podcast, but that was the core piece of the podcast right. So most people are not doing enough. There’s people that I know that are in my network right now and Dylan. I almost want you to use this as a separate little clip. There are people in my network that could be owning their space and 10 Xing, the traffic that they are getting to their brand, but they aren’t and if that’s what, if you’re one of those people reading you’re like do, I know who you’re talking about me.

Then We Need to Talk because yeah we may talk all the time, but if you aren’t leading from a Content perspective in your space, we can help right. If you want to leverage Dylan and key that nobody else in our marking, department and leverage me and the brainstorming, that’s one of the things that we’re focused on doing is helping other people blow up their brand in our space blow up their YouTube, blog, etc, etc, Etc: okay, any other thoughts or points you want to add Dylan at the end of the day, like it’s all about, if you’re ever wanting to build a team, every wanting to grow a brand, an online brand, a call center sell a product to anybody.

You know have prospects coming to you for whatever you sell, then you need to produce content. You need to become a legit freakin influencer. Most of the people there in our industry are not doing it good enough. Okay, so let’s do it better and let’s realize you know we put that we point up. We pumped out 13 articles last week, but Dylan we had what a month ago where he put out like maybe a month and a half before three weeks ago.

Whatever we put out 21 articles in a week right everywhere, yeah, where every about 15 articles a week on YouTube, that is a freaking crap ton of articles right over the course of 52 weeks. We are on pace to put up 780 articles a year over the course of three years we’re putting up over 3,000 articles. That’s a lot of stinking articles right, which is why you need to be thinking about how you can leverage what you’re doing, how you can get more attention, how you can monetize it, how you can stop thinking so short-term start spending, some money and thinking long term And put out content help people, okay, people work with people to educate them, start educating people thanks for reading to influencers.

I love this show. When I keep doing it, I want to keep educating you on how you can blow up your brain. Get more attention turn yourself into a brand. You are a brand and how you can start to help more people by thinking of yourself differently, okay and by putting out a lot more content. So thanks for reading every weekend,


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Online Marketing

Covid-19 And FE Sales – Tips And Advice with David Duford and The Lead Jerk

Thank you so much for reading this quick article Matt at the lead. Jerk asked me to create this quick article for those of you out there. That might be a little worried about selling Final expense with this whole kovat 19 coronavirus crisis. In full force and the reason I’m putting this article together is to otherwise encourage you to not only continue to sell final expense but to ramp up your efforts, because I believe now versus all the time that I have been in the business selling final expense.

Is the single best time, at least since 9/11, to to get people interested in buying burial insurance, whether you sell them face to face or over the phone? So what I’m going to do in this quick little article is explain. Why that’s the case and to encourage you to go ahead and buy leads from that to get your business up and running and to continue selling, because people really are going to need it so right now, if you’re concerned about selling face to face, you should be.

I just got word from the Pennsylvania Department of Insurance that the ability to sell face to face for insurance agents has been restricted. That probably will follow suit for other states as well. So moving to a telesales platform is a logical solution. The good news is that again because of the circumstances surrounding the outbreak, more people now than ever or a at home, be there’s less telemarketing and B there’s more interest, because a lot of the people that have kicked the can down the road for buying insurance.

All these years now wish they would have done it. So, for those people who get in front of those clients are the weather over the phone or face to face are likely to see much higher conversion ratios, even if you’ve never sold over the phone before. So. What I want to kind of describe to you here is again not just encourage you that you’re going to see some results, good results in the final expense space.

I also want to give you some tips that I think would be useful to consider. As you place, your order with Matt, so the first one on the list here is, I believe, a local lies. Lead generation strategy is going to be your best bets. Explain what I mean. So a lot of you probably worried about making the transition. I’ve never done. Telesales so you’re not sure quite to what to expect is it’s the same.

Is it different? It’s different for sure, but you’ve got all these added advantages right now, with the our clients, literally being the ones at highest risk to to die from the stuff they’re going to be a much level higher level of concern to have it covered. So what I think is good to start your transition not to do this long term, but I think it’s good to start with is target your lead orders with Matt and somewhat of a extra local semi regional basis, maybe say a two-hour radius around where you live In that case, what you can do is as you’re calling your clients, your future clients or prospects.

You can say something like hey. This is David. Do Ford I’m calling because you had requested information on the phone about final expense coverage and I’m sure you’re, like a lot of clients that I’ve talked to that are concerned about coronavirus. They don’t want to get sick and die and leave their final expenses to a loved one. So I’m calling because normally I’d meet you face-to-face, but I want to serve you the right way and see if I can help you over the phone and before we get started.

What’s going on how how’s things going for you or you have you been impacted by this at all? Is there anything I can help with what this does? As far as the script goes, is it sets the stage to humanize the call? If you call in somewhat of a local area, you can tell them as much hey I live in Chattanooga. I see you look down in Dalton Georgia. People know about those two towns and both of the towns.

So there’s like that local feel, plus, if you’re sincere about the effort to offer to help them. You might help some people out in ways that you know they couldn’t get from an irregular telemarketer who’s. Just going to read down the script, not really take into account like the things that are top of mind for these prospects, so most people won’t take you up on it, but the big advantage is it’s going to build a level of trust and rapport.

That’s absolutely necessary in order to successfully sell over the phone. So that’s my recommendation as far as telesales go is buy leads format on the basis of a more local lized approached tryout statewide. If you like, there’s nothing wrong with that to kind of buying over a larger threshold or area, I just think it’s a bit easier, initially making the change to do that. A couple other ideas here: if you have to be in a situation again this this is day by day by the time you see this.

This could be an invalid sales technique, so understand, I’m not saying this is hard set in stone. This is all changing in the sensitive day to day on what we can do face to face if you are able to sell face to face. Obviously, when you talk to clients and they’re concerned, you could sell them over the phone up to the point where they need a signature on an app or to do a digital application. Then you can drive out to see em slide.

The paper under the door make sure you use hand sanitizer before and after and then send in the app that way. It sounds cheesy, but there’s agents who are doing that. That’s a valid method as well. We have been not mean necessarily, but others have been suggesting. You know bring a lawn chair with you park in their driveway. Do the sales presentation from the car might work? That’s probably going to be less and less of an option going forward, so the better bet is to just focus on telesales use.

Matt’s leads to focus on getting people to talk to, to have conversations over the phone to help, and I think, if you practice this now and start this transitionary process, you’re going to find that the business of selling insurance has not changed the method of how it’s Done has but the principle the fundamentals are the same. More people now than ever are wanting to buy burial insurance. More people now than ever sitting around the house got nothing to do and there’s less telemarketing calls being made, because a lot of these call centers across the nation are shuttered, because there are groups and trying to restrict the potential for an outbreak within that group.

So anyways, that is my advice to you. I think you should continue to go forward. I hope this gives you some perspective and encouragement on how to proceed. Thank you so much for reading and we shall see you next time. Bigger


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Marketing & Branding in 2019 For Insurance Agents!

Today, I am in my hotel room in Phoenix Arizona, just finished the retreat just coming off. The retreat had an amazing time, and today I want to talk a few minutes about promotion, branding and advertising, and that’s something that we went through a lot of on this retreat like SEO like how to promote yourself right how to brand yourself how to advertise yourself In 2019, how to get leads, how to get customers all of those things are things that we went through high level deep dive, all of it for several days.

So one of the things that you need to know when you’re reading insurance agent training today alive is we talked about one thing: everyone always talks about how everything I wear just about is branded. I’m telling you, if you’re not doing this, if you’re not branding yourself right, number one and if you’re not always wearing and promoting your brand, then what are you doing now? I’m not talking about just always throw it in people’s faces right, the hey! I sell insurance house Hill insurance, hey, I sell insurance right, I’m not always throwing in people’s faces.

Hey I trained agent say I trained agent, say I trained agents right or hey, I’m market for agents or hey. We build sites for agents right or hey. You know we generate leads for agents right or hey. I coach, insurance agents we’re not always or hey. We threw a conference for agents, we’re not always putting that out there and throw it in people’s face. So you guys see me do it through article. You see me do it through swag right even on my Apple, read a CA logo, all of it right.

So you guys see me, but also through Instagram stories. Facebook stories random articles right, personal page, I’m not always throwing in people’s faces that hey you need to buy stuff from me. I am focused on educating and providing value. It’s one of the things that we talked about at this retreat. This weekend pay attention now. This is good people do business with people that educate them, who educates you better than anyone else.

The insurance industry and a lot of you do business with us, because we focus on educating you and bringing value to you. Instead of I’m going to shift to give you a little little better lighting here, instead of simply just always preaching, instead of always selling, instead of always pitching instead of telling you’d always buy stuff from me. Instead, I’m telling you the content approach, the marketing approach for 2019 and Beyond is a value first approach, and, if you’re not doing that with the branding of yourself, with with the with with all your social media, with everything that you do, you need to be.

It’s a value, first approach: it’s an educate, first approach and it’s a sell last right. It’s it’s all about! Nowadays, it’s all about how much can I give away for free so that when someone thinks about that topic, they think about me. Most people are backwards like the old way we talk about this a lot at the retreat. The old way is hey, keep everything close to the chest. Don’t tell anybody your secrets, don’t think about everything.

Don’t tell everybody too much right. That’s the old way: the new way is hey. Here’s all that I’m going to provide for free like we do. These shows constantly in articles constantly everything we do. We see how much we can give away and in turn I give so much value so much content that a couple things happen and you can do the same thing in your business and we talk about this a lot at the retreat and if you missed it, I’m telling you I get another one in June you got to be there see, that’s a soft sell in the middle of providing value and that’s okay.

The way you got to approach this today is how much can I give away right? Am I putting emphasis on educating people along the way? Do I provide and bring enough value so that they care and when they think of the services I offer? Will they think of me now they’ll only think of you, if you’re educating them in the right way and providing more value than anyone else in your space, like I feel like, and that’s why we had life insurance agents, Medicare agency owners, P & C agency owners Carriers etc, pay to be on a retreat with us, because we provide the most value from a content and training perspective as much as anybody in the industry.

I give away so much stuff for free because I enjoy it, and I understand that marketing in 2019 that that’s part of it and because of those things, guess what the first in educates them is the person that they think of that they think about training them To think about, buying leads from they think about doing business with. So are you putting the right structures in place? This is insurance agent training.

This is live training on the spot. Are you right now thinking about educating, first, providing value and giving away as much as you can for free? If you look at the course of the 1,200 articles that we’ve put out to the general public to the insurance world over the last three and a half years, no one else has done that. Find me someone. That’s provided more free content to insurance agents, agency owners, IMO’s carriers call centers etc than we do.

But when you that’s, why you? But that’s how you need to think? What do you think about growing your business when you think about when you think about putting your message out there to the world so that when they think about something you have to offer, they think of you think about that approach? How how can you give away so much content, so much value and so consistently, then, when they think about life insurance, Medicare, joining an agency right, recruiting, building a call center right when they think about buying home and auto insurance car insurance when they think about you Know purchasing an annuity when they think about in testing when they think about you, know: ni UL, whatever college funding college planning in any of it when they think about any of these things, who do they think about? Who do you think about who comes to mind? First, when you think about when you think about Medicare and selling Medicare supplements, who comes to your mind first well, what are they doing so that they come to your mind first, and how can you also do those exact same things that they are but better more Value spend more money, pump it out more and do it more consistently so that when someone thinks about Medicare’s subtly Medicare supplements, they don’t think about them.

They think about you. So today I want I want you. I want this to be a thought-provoking episode of insurance agent training that gets you thinking about. How do you advertise market brand and promote in 2019 so that later on, in the later on in 2019, 2020, 2021, 2020 to 2023, 2030, 2040, 2050, even 2060? They think of you right so that that’s the message for today hope you receive it. Well hope you have an incredible rest of it hope you have a dominating week think about the things that you can do to be top of mind and help a lot of people, and the first way is to get around people that inspire you.

That motivates you that challenge you, that you can learn from pay to learn the things that you need to know. That’s one big takeaway, big secret. I that I put out to the world all the time, because I paid to learn the things that I needed to know to scale my business. That’s why this retreat! That’s why the five people that paid to be on this retreat took away so much value. They were blown away so think about how you can implement this in your business right now and forever, so that you dominate your niche of this industry for many years to come.

Thanks for reading interest into training, I hope you have an incredibly an awesome day. We’ll see you tomorrow for phone phenom appreciate you guys,

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