E-mail is an imperfect medium. Our inboxes are full of both important messages and ads for spurious herbal remedies. And the tedious and time-consuming process of sorting the wheat from the chaff can result in accidentally deleting something important (such as that letter from your old college flame an InsureMe lead or other business-related message).

One imperfect but helpful method is to set up two e-mail addresses—one that you use for purchases and signing up for newsletters, the other for business and personal correspondence. Why do this? Well, because not everyone has a privacy policy that’s as good as InsureMe’s; when you sign up for a newsletter or buy something online, many will turn around and sell your address to a third party, which then often sells it to another, and so on. Pretty soon, everyone on the intarweb has your address and you’re up to your eyeballs in strangely worded offers for ED pills.

The two e-mail address approach can help in other ways, too. Some online services (like InsureMe’s) ask customers for a backup e-mail account, in the event that their primary one flakes out. (Known to happen; in fact, many InsureMe agents who use Yahoo free e-mail know first-hand the importance of having a backup e-mail.)

Posted by Jeb Foster at 03:12 PM | Permalink | Comments (0)
 

I came across an article by way of Lifehacker this week, which detailed the value and how-to of starting meaningful conversations.

In life you have to do this a couple times a month, maybe. In sales, you have to do this a few times a day.

And whether you're following up on an InsureMe lead or talking to someone on the metro, the opportunity for these conversations are everywhere.

Here are some tips for getting off on the right foot:

Don't be Negative Nancy. Sure, negative comments can break the ice, but given in a positive atmosphere (like a party or networking event), they can be a real turn-off. Even if the event is pitifully lame, a positive comment can improve the mood of the person you're talking to—and yours, too.

Ask the right questions. Asking questions is a great way to get people to open up, but no one likes a question master. Keep questions contextual and outside of the normal, "So, what do you do?" Author Ralph Jean-Paul suggests asking questions related to:

• Thoughts on the event or occasion
• Reasons for attending
• Who they are associated with (at the event) and how they are acquainted
• Past experiences at similar events

Find a common ground. Meaningful conversations don't happen unless two people find a common ground. The sooner you find that common thread between you, the sooner a connection can be made. The next time you're at a networking event, focus less on the number of phone numbers and business cards you get, and more on making a connection with a handful of people.

Be interesting and knowledgeable. I was a at a party this summer where I didn't know 90% of the people there. I struck up a conversation with one attendant about live music and indie bands, a passion of mine. Because I was knowledgeable about the subject, the other person felt compelled to continue our conversation, and so did I. I know the conversation was memorable and meaningful, because she has since asked our mutual friend if I'd be attending future functions.

Jean-Paul suggests these ways to keep on your toes in conversation:

• Read! Especially on topics pertaining to your hobbies and career.
• Stay hip to daily news, weather and sports. These topics almost always come up in conversation.
• Take information with you. Learn something interesting from one conversation? Share it in another!
• Tell a joke. They don't have to be complicated or provocative. Here's a favorite of mine: Q. What's brown and sticky? A. A stick.

Check out Ralph Jean-Paul's full article on having meaningful conversations and start incorporating these tactics into your sales toolkit!

Posted by Megan Mahan at 09:54 AM | Permalink | Comments (1)
 

Spared the wrath of Dean and Felix, the U.S. squeaked through another hurricane season without a major calamity. (Well, that's assuming no storms make landfall before Friday, the official last day of the season.)

But, as Claire Wilkinson of the III’s Terms and Conditions blog reminds us, while we can breathe a sigh of relief, there’s no cause for optimism. Hurricanes—including ones as devastating as Katrina and Rita—will be a routine part of the national drama for generations to come.

As if that weren’t enough, the latest report from the Intergovernmental Panel on Climate Change (IPCC) says southern coastal areas will also have to cope with more frequent and more deadly heat waves and will be “increasingly stressed by climate change impacts interacting with development and pollution.” Additionally, crops that are on the upper threshold of their temperature range will become untenable.

It's clear that something has got to give in the next 50-100 years. But what? Here are a couple scenarios:

• Massive demographic relocation away from coastal areas


• Complete industry pullout from coastal areas


• Both

Or am I simply a deranged doomsayer? I would like nothing more than to be assured that things are not as bad as they seem.

OK. I know that the holidays are stressful enough without having to read apocalyptic posts on the Agent Blog. If you need to self-medicate with some escapist humor, check this out.

Posted by Jeb Foster at 03:46 PM | Permalink | Comments (0)
 

James is right: One of the hardest parts of learning search engine optimization (SEO) is wading through all the information on the internet and figuring out if it's current or even correct information.

Thankfully, eVisibility Insider compiled a list specifically designed for SEO newbies to help you navigate the ever-changing landscape that is the internet. Check it out to learn which SEO-themed sites with which you should become familiar, which podcasts and videos can help you cut down your reading material (though don't think you'll get off scot-free here!), and which tools and plugins can help you on your quest for SEO greatness.

It doesn't take a genius to figure out that free web traffic is better than the stuff you pay for. And while you may have to invest some time, the benefits should be two-fold: Your stretched grey matter and better web visibility.

And don't forget to stop by the InsureMe Affiliate blog for more online marketing tips, news and commentary!

Posted by Megan Mahan at 01:31 PM | Permalink | Comments (1)
 

The HSA honeymoon phase is long over. Even the most enthusiastic of initial supporters—the ones who thought they, coupled with high-deductible health plans, would encourage patient responsibility and subsequently cure our national health care ills—can’t find too much to be excited about these days.

And HSA critics are taking ever tougher stances. According to the Wall Street Journal, Democratic presidential candidate (and current governor of New Mexico) Bill Richardson would abolish them altogether if he got the opportunity.

“These are a step backward,” he said at a Kaiser Family Foundation forum yesterday. “They put working families at risk. Most families cannot afford to pay the … out of pocket costs.”

While other Democratic candidates have not, to my knowledge, come out in favor of an outright ban, HSAs don’t figure prominently in any of their proposed health care fixes.

So is this the beginning of the end? Can HSAs ever live up to their promise?

Posted by Jeb Foster at 08:30 AM | Permalink | Comments (1)
 

If you haven't noticed, we're big fans of Lifehacker around here. That's because, from keyboard shortcuts to work productivity, this blog consistently delivers tips to help us do things faster.

So when they pointed readers to an article entitled "How to Shave 10 Hours Off Your Work Week," (written by Michael Hyatt, CEO of Thomas Nelson Publishers) you better believe I got to clicking.

Here are a few of my favorites from the list—which, coincidentally, are the ones I find the most challenging:

Touch email messages once only. The information hasn't changed—read it thoroughly and then take the appropriate action: "do, delegate, defer, file or delete it." (Read more on this.) My inbox would be a lot nicer to look at if I could get a handle on this.

Stop attending low-impact meetings. Low-impact meetings include those where the organizer isn't prepared, the topic isn't defined, or you yourself have no effect on the outcome. If the subject matter is irrelevant to you and your position, ask to be excused.

Try not finishing. Mama didn't raise no quitter, but Hyatt's got a point with this one: Not every project is worth finishing. If you get into something and it doesn't seem worth it (contacting a prospect who's playing hard to get, etc.), give yourself permission to throw in the towel.

Once you've cut the extraneous stuff out of your day, you'll have more time to do what you do best: selling policies.

Posted by Megan Mahan at 10:55 AM | Permalink | Comments (2)
 

Consider this an addendum to Megan’s post on the futility of Yellow Page advertising and the promise of online marketing:

Agents who incorporate new technology into their existing businesses will remain competitive. Agents who use the Internet to market their products will reach a broader client base and expand their businesses, but because most clients value their relationship with their agent, the Internet should not threaten jobs, given that many individuals still prefer discussing their policies directly with their agents, rather than through a computer.

We harp on the importance of online marketing quite a bit on the Agent Blog, but it's not out of simple fascination with the new. (We'll be the first to admit that some of the old-school methods can't be beat.) We advocate using new technologies because, well, they usually work.

And the best kind of technology is the kind that helps deliver better customer service:

Agents who offer better customer service also will remain competitive. Call centers are another important way carriers and agents are offering better service to customers, because such centers provide greater access to their policies and more prompt services.

Source

Posted by Jeb Foster at 03:35 PM | Permalink | Comments (0)
 

Yesterday afternoon as I filled up my coffee cup, a colleague said to me: "You won't believe what I was on my doorstep when I got home yesterday. Another phone book. For the third time this year!"

The conversation grew to include four people and I listened as each of them complained about the frequency of deliveries, the bulk of each new phone book, the complete waste of paper, etc. Soon, the conversation turned to our customers—insurance agents—and why many of them were still wasting money on Yellow Pages ads.

"We use the internet to find everything," one colleague said. "And who's going to pick a random insurance agent out of the phonebook and give them their business? Whenever I've moved, I've asked for agent referrals from friends and coworkers."

She's right. So why are insurance agents still dumping money into the Yellow Pages? As far as I can tell, it's out of habit. It's been done for years and years and, come on, it's not that expensive.

But how many businesspeople—especially small business owners—are cool with dumping money into poor-performing, zero ROI-bringing prospecting methods? Probably not many. And if Yellow Pages advertising falls into that category for you, you've got to ax it.

The fact of the matter is that web prospecting is where it's at. And we've got the facts to back this. On Monday, the Interactive Advertising Bureau (IAB) in conjunction with PricewaterhouseCoopers announced that online ad spend had hit a new high in Q3 of 2007—bringing total ad spend in the first nine months of the year to a whopping $15.2 billion.

Says an exec at IAB,

The continued robust growth of the industry indicates that marketers increasingly understand and appreciate the benefits of interactive advertising. Marketers large and small have come to accept digital media as the fulcrum of any marketing strategy.

But this probably isn't news to you. So the big question is: how can we help you better incorporate the web into your business/marketing practices? How can we address your pain points?

[via]
[photo source]

Posted by Megan Mahan at 01:07 PM | Permalink | Comments (3)
 

Productivity blog Zen Habits has an inspired post on reducing stress. The key? Get one important thing done per day:

[Do] less but do more important things. When I say important, I mean things that will have a huge impact on your life (personally or career wise) over the long run. Not things that need to be done today or else. Here’s why: If you get something important done, something that will help you in the long run (even if it’s only a step towards a major accomplishment, it’s important), you will feel great! You’ll feel a sense of accomplishment. That makes any day a great day.

“If you cut your list down and do only half the things you want to do for today, you’ll have a much better day," says Zen Habits author Leo Babauta. "You’ll thank me.”

Let that message soak in, Agent Blog reader. This is subversive stuff, but it's the most important thing you'll read this week.

When it comes right down to it, much of our stress can be eliminated through simple accounting and proper perspective. If you’re perpetually not getting things done that you set out to do, you’re probably trying to do too much. Or you’re stressing over little things that won’t matter in the long run.

This isn’t rocket science here, folks. Sometimes increased productivity isn’t the answer. (We can only be so productive.) Sometimes doing less is the answer.

So do less, do it better and be happier.

Link: 10 Simple, Sure-fire Ways to Make Today Your Best Day Ever
Via: Lifehacker

Posted by Jeb Foster at 01:35 PM | Permalink | Comments (0)
 

Grim news regarding California's top insurer, which set financial goals and bonuses based on money saved from dropping individual policyholders.

The LA Times reports that Health Net, Inc. avoided paying over $35 million in medical expenses by rescinding roughly 1,600 policies between 2000 and 2006. Documents disclosed on Thursday, November 8 also revealed that Health Net paid its senior analyst $20,000 in bonuses, which were tied to her meeting or exceeding annual goals for policy revocation.

The information regarding bonuses was uncovered in an arbitration hearing brought by Patsy Bates, a hairdresser whose coverage was rescinded in the middle of chemo treatments for breast cancer. (Bates is suing for $6 million in compensation, plus damages.

Big stories like this aren't good for the health insurance industry, especially in an election year. If Americans can't trust private health insurers to look after their well-being, they're going to gravitate to other alternatives, such as the universal health care some presidential candidates are encouraging.

What's the solution? How do you as an agent quell the fears of individuals who are on the fence about private health insurance?

[via]

Posted by Megan Mahan at 12:55 PM | Permalink | Comments (2)
 

A couple cool items of business this Friday:

1. Some of us in the office returned from a great mission trip in Juarez, Mexico this week, where we built two houses for two families in need. It was definitely an eye-opening, bonding experience for those of us who went. Here's a photo of some of the awesome kids who will benefit from the houses.

To learn more about the organization we worked with on this project, click here.

2. We hit our 500th Agent Blog post yesterday! I'm pretty excited about this milestone, and really appreciate all the effort that goes into keeping this thing up and running. It's fun for me to see what vittles Jeb and Maribeth have written on their posting days, as well as the feedback each of you leave on our posts.

So, as we embark on the next 500 posts, my question to you is: What would you like to see us cover on the Agent Blog?

Posted by Megan Mahan at 03:05 PM | Permalink | Comments (0)
 

In other news: "Whistling a little ditty and drawing bemused stares from his fellow roughnecks, the oil-stained and surprisingly lithe roustabout gamboled in a most idiosyncratic manner, bounding about energetically despite his rather hefty avoirdupois."

Posted by Jeb Foster at 01:27 PM | Permalink | Comments (0)
 

A day after my 18th birthday, as the jentacular sun graced the sky, my dad and I pulled into the Volkswagon dealership. I had been driving my parents’ rusted, red mini van for two years, and was looking forward to no longer being mistaken for someone’s mother each time arrived at a social event.

We were met by an eager, if not wet-behind-the-ears sales guy, Todd, looking to land his first deal. Salutations had barely been exchanged, when he dived head first into his sales shtick without really testing the waters.

My dad grew up hard knocks in a blue-collar, Michigan town with seven siblings. He began working at his dad’s bakery in third grade, forced to roll into class with the pungent reek of yeast clinging to his hand-me-downs. A real pull yourself up by the bootstraps kind of guy, he can be well, intimidating. (That is if he isn’t your dad who you have wrapped around your pinky finger.)

Todd didn’t know this. He didn’t realize that my dad would only be insulted by his canned sales spiel and think he was trying to “pull the wool over his eyes.” Poor Todd.

What transpired was awkward to watch and I would imagine painful to endure. Todd stammered as my persnickety father spewed forth abstruse questions and unfeasible scenarios. But I think my dad taught Todd something that one could only learn on the front lines—your sales strategy should not be one size fits all. Each personality deserves a tailored approach.

The professor. The facts
• Give them the information and make specific comparisons backed up with statistics.
• For them, your word is paramount, so if you cannot deliver on what you promised, let them know immediately.
• Answer their questions directly and succinctly.
• Like that research paper you wrote in college, have a structured presentation with an obvious beginning, middle and end. Do not summarize the product in your opening or leave the basic information to the end.

The executive. The options
• Provide an overview before you begin. Keep these big-picture thinkers relaxed and tuned in by giving them a framework of what you will talk about. Focus on how your product fits into the marketplace and how you compare to your competitors.
• The question this personality type asks most is “what if.” Continue to answer that question throughout your presentation.
• Learn to take constructive criticism. They may seem difficult, like my dad likely did to Todd, but they are prodding to find out if you are competent to decide if they should buy from you. To impress, engage in dialogue and persevere under pressure.
• Ask what they think is best, and be prepared to consider alternatives to your initial proposal. They will make the final decision, not you.

The yoga instructor. The service

• Loyalty is important. Don’t put down your competition. Do something to show them they are important to you as a person, not just a sale. They are more interested in discovering if you are trustworthy than ensuring you have all the facts.
• This personality type is a people person. Make note when they mention family and friends. When they make a final decision, it will be based on how your product affects them and their loved ones.
• Keep it simple. Show them how your product simplifies their life.
• This personality type prefers a hands-on approach. If you can show them something tangible, it’ll help your sale.

The iconoclast. Their dreams

• Be a solicitous listener. Pay attention to their doubts and help them see the answers. Ask them “what if” question to help them visualize how your product will protect them and improve their life.
• Brainstorm. Show them how your product can help them realize their dreams. Let them bounce around thoughts and ideas with you, and then you can present the final solution.
• They are good at spotting insincerity. So, don’t play games.
• This personality type is more unconventional and thinks free form. Let the conversation flow. Don’t present a structured case to them or they will be turned off.

Hat tip: All Business

Posted by maribeth neelis at 04:30 PM | Permalink | Comments (4)
 

A Cautionary Tale

In the spirit of National Novel Writing Month (NaNoWriMo)

Chapter I
Roger just insulted a prospect. A very promising prospect...

He innocently referred to the old lady's lap dog as a ‘drop-kick dog,’ and the joke that drew guffaws at the bar last week now draws only cold septuagenarian eyes.

And this after he had twice called her Maude, despite her insistence that he call her Mrs. Tuttle. Each time she corrected him, Roger felt like he was being slapped on the wrist with a cold metal ruler.

Mrs. Tuttle had approached Roger wanting a panoply of expensive insurance products—life insurance, long-term care, annuities. You name it. His pupils had turned into dollar signs.

Then he insulted her prized pooch (a Lhasa Apso) and Roger found himself, well, screwed. What was going to be his biggest commission to date was now a Greek tragedy in the making. Only in this story there wouldn’t be a deus ex machina to untangle the nasty plot turn.

Chapter II
Sitting across from Mrs. Tuttle, Roger wants to disappear into his chair. But in a moment of gathering resolve, he realizes that he has got to get his act together and write the ending he wants, the one where he walks of into the sunset with Mrs. Tuttle’s money.

But how? Flattery?

His fulsome praise seems to only harden Mrs. Tuttle’s steely gaze. She’s not buying it. She knows he doesn’t give a hoot about her Burberry hand bag and whether it matches the dog’s coat. She knows he’s scrambling to save face. Still, she gives him one last shot…

Chapter III
Roger falls on his sword.

“I’m sorry, Mau—Mrs. Tuttle,” he says. “I want to apologize for calling your dog a … a ‘drop-kick dog.’ Please understand that it was a lame attempt at humor, and I would never ever actually do—or encourage anyone else to do—such a thing.”

She looks at him with bitter skepticism, but it’s an improvement from the pure disdain of seconds earlier. He takes it as his cue to keep talking.

“I, I started us off on the wrong foot and hope you can forgive me. If you’re still interested—and I understand if you want to turn around and march out of here with Fluffy—if you’re still interested I would love to make it up to you by helping you get the insurance you need at a price you can afford.”

Chapter IV
She looks at Roger, still not uttering a word. But he detects in those eyes an almost amused look. A look that says, “You’re not out of the woods yet, young man, but keep talking and maybe, just maybe, I won’t tell your parents about this little episode.”

Roger exhales.

Morals:
Don’t insult your prospect
Don’t give up when it looks like all is lost
Know when to own up to mistakes

Posted by Jeb Foster at 01:41 PM | Permalink | Comments (3)
 

The most common and feared objection: price.

The price objection has left its share of sales people feeling haggard and hopeless, so figure out how to overcome it, and slay this sales dragon once and for all.

Sometimes a prospect says they can’t afford the product.

Because insurance is not a glamorous purchase, individuals often rationalize that they don’t actually need it. Your job is to show them that they do and that they can afford it, if they spend responsibly in other areas.

Time to clear the cobwebs from the now defunct Insurance blog to take a look at Jeb's article where David F. Woods, president of the non-profit Life and Health Insurance Foundation for Education (LIFE), answers the price objection squarely and with a hint of acerbic wit.

"When someone says they can't afford life insurance they are saying they love things more than they love their family," Woods wrote in a post on LIFE's blog, The Insurance Word. "What would your family rather have in the event of your death - 365 empty Starbucks coffee cups or $500,000?"

Often a prospect has seen the same product elsewhere for less money.

Competing on price is a slippery slope. And although many sales people aver that all sales come down to price, the rampant consumerism in America says otherwise. People choose Starbucks over convenient store coffee. Tylenol over generic aspirin and bottled over tap water. Every day people make choices that flout this contention.

They are compelled to spend their money on things they believe in for one reason or another. Like the coffee or aspirin, your product is probably not drastically different from your competitors. So sell them on your personality and trustworthiness, their family’s safety and future and a whole slew of other intangibles.

Ultimately, if a prospect believes what they are buying is worth the price (no matter the price), they will pay it. It’s your job, as an agent, to facilitate this price discussion smoothly and most of that involves having the right replies to the dreaded price objection.

Posted by maribeth neelis at 03:55 PM | Permalink | Comments (0)
 

Yet more good stuff from Gretchen Rubin, author of the Happiness Blog:

“Tips for making phone calls that you don’t want to make:”

• "The night before, make a list of the calls to be made, along with names, phone numbers, and any other necessary information."


• "If you’re making some kind of pitch or argument, rehearse in your mind what you want to say. Have an outline to make sure you hit the important points once the call begins."


• "If you want to set up appointments, have some convenient times in mind."


• "As soon as you get to your desk in the morning, pick up the phone and start dialing. No procrastinating, or you may never begin."


• "Stand up while you talk."


• "Smile and use a friendly tone."


• "If you have more than one call to make, don’t hang up the phone when the first call is over. Keep the phone at your ear and use your finger to disconnect the call."

My favorite quote on procrastination wouldn’t fly with the productivity gurus, and it flies in the face of the advice given here, but we do value irreverence here on the Agent Blog, particularly the Twainian variety, so here it is:

Never put off until tomorrow what you can do the day after tomorrow

– Mark Twain

Posted by Jeb Foster at 12:03 PM | Permalink | Comments (0)