Sales. How to Sell the Lead Remotely. Panelists Jonas Roeser, Katie O Rourke Moderator Phyllis Shelton

Transcription

1 Sales How to Sell the Lead Remotely Panelists Jonas Roeser, Katie O Rourke Moderator Phyllis Shelton 1

2 Meet Jonas Roeser President of Roeser Resources, LLC a full service branding & boutique marketing agency. Member, judge and finalist of the ECHO Academy of Direct Marketing Arts & Sciences First recipient of the John Hancock Bright Idea Award. Founder and President of the 3in4 Association One of the founders of LTC Financial i Partners, LLC LTC Financial Partners board member Reverse Mortgage Direct Board Member Xerox Pixi award jonas@roeserresources.com

3 Meet Katie O Rourke 22 year veteran of the LTCi industry Managing Partner of California Long Term Care Insurance Services and Northstar Network Insurance Agency Has filled salesperson, trainer and manager roles; Speaker at local and national insurance forums for long term care planning Works with consumers, businesses and associations Trains insurance professionals on the need for long term care planning. Katie@CLTCinsurance.com

4 Meet Phyllis Shelton President, LTC Consultants, t 22-year-old company specializing in long-term care insurance sales training, consumer education and marketing materials. Author of Protecting Your Future with Long-Term Care Insurance (2013), The ABCs of Long-Term Care Insurance (2012), and Phyllis Shelton s Worksite LTCI Toolbox (2011). Co-Founder of LTCiTraining.com Over 75,000 producers have experienced live or webbased training since 1991 Currently providing employee education for State of Tennessee employees and retirees and conducting internet selling for referrals. phyllis@ltcconsultants.comcom

5 LTCI Buyer Demographics: Age 82% of individual buyers are < age 65 Over half are under age 60 Only 3% are over age 75 (AHIP, 2012) 2011 LTCI Sales by Age Individual LTCI Insureds Group LTCI Insureds In 2011 the majority of individual LTCI buyers were at least 50 years of age with an average age of 58. Most group buyers were in their 40 s or 50 s with an average age of 48. LIMRA 5

6 How Do You Sell Younger People? First you have to find them. Why are banks robbed? Because that s where the money is!! AT WORK AND/OR Where are the younger people? ON THE INTERNET!! 6

7 How To Sell Leads Remotely How to Develop Internet Leads Social Media Website Best Selling Techniques Same Message, Different Methods How to Prepare for Remotes Sales Tools Presentation Techniques 7

8 Website Must Have For Online Sales 1. Credibility 2. Personal Branding 3. Lead Generation 4. Online Library 5. Social Media Hub 6. Video 7. Create Authority With Customers and Businesses 8. Target Specific Neighborhoods/Cities 9. Appointment Setting 10. Area to Post 8

9 Educational Component The Offer Supports credibility Provides responder a neutral educational fulfillment item Supports follow up call or Samples Shoppers Guide 3in4 LTC Planning Book Own Your Future Materials 9

10 Lead Resource Social Networks 10

11 Your Social Network Your Social Network Family Friends Acquaintances Business Associates Clients Colleagues Vendor Competitors 11

12 Sphere of People Civic Organizations Rotary Chamber of Commerce Faith Based Church Bible Study Professional Associations 12

13 Online Social Networks Different ent Communities = Different ent People LinkedIn = Professionals Facebook = Family & Friends MySpace = School Age 13

14 Why Social Media Work Web based data Profiles are records in a database Records are connected by invitation Your ONLINE network emerges from these connections. Referral opportunities are endless 14

15 Social Media Stats 5 million affluent investors use social media to research decisions. (Business Insider) 26% of the ultra net-worth investor use a social networking site. (Northern Trust) 50% small business owners reported gaining new customers through social media. (Northern Trust) 15

16 Social Media Stats 58% of Fortune 500 companies have a corporate Facebook page. (Viral Blog) 40% of LinkedIn users are financial customers who have earned an annual income of 100K (Northern Trust) In the United States, there are 270 million internet users and one-third of them are from the Baby Boomer generation (AARP) At the rate social media is going, 25.8 of the world population will use a social media network at least once a month. (Money) 16

17 Why LinkedIn Is #1 for Professionals 17

18 Training - Action Items 1. Complete Your Profile 2. Connect to Everyone 3. Request Recommendations 4. Signature Line 5. Join or Form Target Groups 6. Optimize Your Search Ranking 18

19 Tips for Meeting Professionals on LinkedIn 1. Develop a social media strategy. 2. Follow your clients and prospects on social media channels. 3. Follow your competitors online. 4. Look for someone needing help online and help them. 5. Make sure your online profile is complete. 19

20 Tips for Meeting Professionals on LinkedIn 6. Select the best channels for your audience. 7. Develop content continuously. 8. Add social contact information for your clients and prospects to your sales and marketing database. 9. Make yourself available to customers on social media channels. 10. Put your social media contact information on your business cards. 20

21 Attitude Adjustment Why Sell Online? More Prospects will set Appointments More efficient, less pressure for Prospects Couples can be in different places Save Money, Save Time, Save Gas No geographical boundaries for you or leads More time for other Presentations More for Phone calls & s More time for Family & Fun! Biggest Challenge Your Attitude Do you buy online? 21

22 Tools Needed To Sell Online Screen Sharing Service: Glance, Join.Me, etc Printer, Scanner and PDF Software: You will need to save as PDF, and scan information to your clients. FedEx Account: Use FedEx for your applications. Priority mail can work too. Toll Free Phone Number: For out of state clients Conference Call Line: For spouses in different locations 22

23 Virtual Briefcase Presentation Folder: State and Product Variations of your PowerPoint templates for Confirming Appointments, Thank you notes, etc Software Folder Quote Software for all Carriers Product Folders Brochures, Underwriting Guides, Outlines and Applications for all Carriers and States Resource Folders - Cost of Care websites, LTCi Tax Guide Clean up your Desktop! 23

24 The Online Presentation Always offer Online Meeting - 25% more appointments! Have a Pre-Presentation Checklist Run Quote & Save Customize Presentation Open Application & minimize Send Confirmation Confirm your guest can see your screen/slide Turn off your and Instant Messaging to avoid pop-ups Include your photo in one of your introductory slides Have a polished, scripted introduction and ending Pacing don t spend too much time on less vital info and then rush the important stuff later Be careful not to move your mouse too much. It may look jerky on their end and be distracting 24

25 The Online Presentation Duplicate your In-Person Process Maximize interactions Ask for Input: Based on what you ve seen so far, what are your questions? Emote! Put energy and passion into your voice. Consider standing up and smiling Set expectations with an agenda. 25

26 The Online Presentation Use images as much as possible instead of words. It keeps people focused. Never read the slide. Use a Script or Outline. Practice with a friend. Record one of your presentations. Listen to your tempo, pauses, ums-ahs. End with a clear call to action not Q &A because you lose momentum. 26

27 Next Steps Set 2 nd Appointment Send Quotes & Thank you or Send Application with flags in Return pile Send Brochure, Outline in Keep pile Track Application and follow up accordingly then Send What Happens During Underwriting (Options: E-app, Fillable App & Scan Signatures Pages) 27

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