The Advisory Edge

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“When I was a young man, I observed that nine out of the ten things I did were failures. Not wanting to be a failure, I did ten times more work.”

Theodore Roosevelt

The Experienced Insurance Agent

Every good insurance agent knows that one of the keys to a thriving insurance practice is consistent prospecting.  Basic sales training for agents always involves asking prospects for referrals and generating “warm” leads by word-of-mouth connections.

While this type of prospecting may suit young agency trainees, elite agents possess greater marketing savvy.  Sophisticated agents

In the Global Information Network, members help other members first.  In other words, members seek to do business with other members first.

understand that people often feel uncomfortable providing the names of personal and business contacts only, in their minds, to have them hounded by an overaggressive agent.

The best agents don’t seek referrals from a prospect until they have demonstrated significant value to the other party.  Thus, the agent earns the right to request referrals.  However, when referrals are sought prematurely, the agent undermines the trust she is building with a prospect and risks rupturing the business relationship altogether.

Too many agents make the mistake of trying to extract leads from a prospect before demonstrating sufficient value.  The best agents don’t even mention referrals with a prospect until after the prospect has become a client.

In truth, the best agents don’t rely solely on warm referrals from clients to market their services.  They join networking groups, civic organizations, country clubs, and other associations that give them access to people who would be suitable prospects based on their income level and net worth.

Elite agents are always looking for new sources for prospects in order to generate new business and organic growth in their practices.  The surest sign of a dying insurance business is an agent who relies on renewals and policy replacements to generate revenue, instead of prospecting for new clients and writing new business.

Grow with the Global Information Network

As a relatively new and rapidly growing organization, the Global Information Network provides an excellent pool of potential prospects for insurance agents. Whether you are a life insurance agent or work the property and casualty side of

the business, members in the Global Information Network will need your services and counsel to determine the best ways to mitigate risk and to protect the economic value of their most important assets.

When you join the Global Information Network as a member, you will be able to market yourself to other members and gain a wider audience for your services.

Key employee coverage, funding for buy-sell agreements and stock redemption programs, estate planning uses, and charitable planning sales are a few examples of the ways in which life insurance can be utilized to meet the needs of GIN members, particularly as their net worth increases over time.

In the same way, property and casualty agents can serve the GIN membership by their expertise with various types of liability coverage, policies for business owners, and other contracts designed to protect the insured against personal and business risks.

As a bonus, GIN’s affiliate program allows you to earn additional money by simply referring friends and colleagues to the Global Information Network and having them register as new members.  To learn more about the benefits of membership in the Global Information Network, click the “Access GIN” button below.

  

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