sept 2018 g5 broker marketing makeover - laahu · 2018-10-26 · baby boomers control 70% of the...
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S E P T 2 0 1 8 G 5 B R O K E R M A R K E T I N G M A K E O V E R
WELCOME
President Owen Insurance Group(561) 323-3605
• 33-year Florida resident • Over a Decade in the insurance industry• 6.5 years with National Medicare carrier• Member of FAHU/NAHU (President-Elect PBAHU)• Leadership Club & Council with AIG/AGLA• Author of the G5 ‘Agent Marketing’ System• Graduate of The American College – LUTCF• Graduate Air University – Air Command Staff College• Founder & Host of ‘The QoL’ Radio Show• Former Search & Rescue Pilot, Commander and
Inspector General (USAF Auxiliary/CAP)• Life Member – USAF Association
Gary Owen, LUTCF
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OWEN INSURANCE GROUP … “Turning Obstacles Into Opportunities and Setbacks Into Comebacks”
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SEPT 21, 2018
5-Step Marketing Makeover
Feeling FINE?
SEPTEMBER 20183
Are you...
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DID YOU MAKE YOUR BED THIS MORNING?
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“ALL ROADS THAT LEAD TO SUCCESS HAVE TO PASS THROGH ‘HARD WORK BLVD’ AT SOME POINT”
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MAKE YOUR BED EVERY SINGLE DAY!“If you want to change the world, make your bed every single day…”
- Admiral Bill McRaven
You just accomplished your first task of the day Encourages you to complete another task… Little things in life matter To change (your) world…Start each day with a task completed
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“ACTION BREEDS CONFIDENCE AND COURAGE...GO OUT AND GET BUSY”
7 Reasons why 93% of Insurance Agents Fail6
1. Sky-high expectations2. Poor training and lack of mentorship3. Lack of planning – no Goals or Objectives 4. Lack of capital and reserves5. Ineffective marketing and prospecting6. Lack of self-motivation, work habit, and persistence7. Lack of professionalism (your image)
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“ACTIVITY BEGETS PRODUCTIVITY”
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5 Step Marketing Makeover
The 5 Steps for SUCCESSfor
Insurance Brokers
“TODAY IS YOUR DAY...OWN IT”
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OIG“SUCCESS IS NO ACCIDENT”
Getting Prepared
Education and
Training
Effective Goals &
Objectives
Add’l Revenue
Generators
Effective Marketing Techniques
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STEP #1GETTING PREPARED
“I WILL PREPARE AND SOME DAY MY CHANCE WILL COME”
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• Baby Boomers control 70% of the Nation’s wealth
Knowing the Facts & Statistics
• 76M Baby Boomers (1946-1964) are now between the ages of 53-70• Between 10k-11k turning 65 every single day and by 2020, roughly 15k turning 65 every day• 75.4M Gen X’ers (‘65-’80) with oldest at age 53 – projected to outnumber Boomers by 2028• Average life expectancy at birth in 2010 was 10.5 years longer than what it was in 1950• Over 328M are people living in USA with 15% making up the senior population (65+)• Another 40M Baby Boomers will be turning 65 over the next 10 years – are you ready?
• 25% of seniors live alone and 70% of those seniors are females (50 Great Mktg ideas #6)• By 2030, 1M+ CA seniors will need assistance with Care - Increased demand for Nursing Homes
“In The End, We Only Regret The Chances We Didn’t Take”
• CA population: 40M with 19% aged 60+ (7.6M) and 14% aged 65+ (6M)• CA senior population 65+ will DOUBLE over the next 2 decades
Statistics:Census.Gov / Aging.Ca.Gov / Public Policy Inst of CA
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OIG“STOP WISHING AND START DOING.”
STEP #1 – Getting Prepared• Understand the type of contract you have, vesting rights, Comp (growth opportunity)• Keep up with CE credits, certifications, and requirements (AHIP/LIMRA, etc)• TOOLS of the TRADE:
• CA Dept of Insurance License (w/Lanyard)• NAIC / NAHU Code of Ethics document• Design an appealing business card with pertinent info• Website for credibility – 67% of adults 65+ use the internet
• In 5 seconds, your website should show your customer 4 important things:1. An Offer2. Obvious calls to Action3. Images of Success4. Tag-Line
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www.OwenInsuranceGroup.net12
“LIFE IS BETTER TOGETHER”
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OIG“DON’T BE ASHAMED TO ASK FOR HELP”
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“INVEST IN YOURSELF”
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STEP #2Continuing Education & Training
“IF YOU’RE NOT WILLING TO LEARN, NO ONE CAN HELP YOU. IF YOU ARE DETERMINED TO LEARN, NO ONE CAN STOP YOU”
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“SUCCESS BELONGS TO THOSE WHO BELIEVE IN THE POWER OF THEIR IDEAS”
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Learn this Effective 5-Step Opening Sales Technique (asking for Referrals at the onset)
❶ THANK YOU❷ BACKGROUND-EXPERIENCE-EDUCATION❸ PROTECT CONFIDENTIAL INFORMATION❹ FIDUCIARY DUTY❺ FIND VALUE – REFERRALS
STEP #2 – Continuing Education & Training
“If you are not willing to learn, no one can help you. If you are determined to learn, no one can stop you”
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STEP #3Setting Effective Goals & Objectives
“STAY FOCUSED, GO AFTER YOUR DREAMS AND KEEP MOVING TOWARD YOUR GOALS”
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“DON’T LET EXCUSES COME BETWEEN YOU AND YOUR GOALS”
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GOAL: “I want to earn $200,000 in residual income within five years.” • Specific - Earn $200K• Measurable - Within 5 years• Achievable - 2 “F” Plans each week (+ take off 5 weeks/year = 47 weeks)• Challenging - Be engaged and work hard every day, Less TV, X-Box, NO slacking
STEP #3 – Setting Effective Goals & Objectives
• Goals are generally strategic in nature, that is, they have a far-reaching impact and normally are accomplished over a fairly long period of time
“I CAN and I WILL”
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OIG“FIND NEW FRIENDSHIPS”
OIG“NOTHING WORTH HAVING COMES EASY”
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OIG“Every Single Day Be Resolved To Accomplish The Work At Hand”
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NSSA® is the only Accredited Social Security Certificate program in the USAa) Establish credibility by being an NSSA certificate holderb) Build relationships with prospective clients before they turn 65 (at age 62)c) 4 programs per year x 12 participants/average = 48 potential Medicare clients
STEP #4 – Additional Revenue Generators
3 Types of Certification (8 hours):a) Live classroom training – provides 8 hours CE credit as wellb) Virtual classroom training – web based instructor led workshopc) On-Demand training – 19 module video based course
“SUCCESS IS NOT FINAL, FAILURE IS NOT FATAL: IT IS THE COURAGE TO CONTINUE THAT COUNTS”
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OIG“Remain Calm In The Face Of Life’s Ups & Downs”
“POSITIVE THOUGHTS GENERATE POSITIVE FEELINGS AND ATTRACT POSITIVE LIFE EXPERIENCES”
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“HEALTH IS THE GREATEST GIFT, CONTENTMENT THE GREATEST WEALTH, FAITHFULNESS THE BEST RELATIONSHIP”
SEER 18 Report 2007 – 2011, All Races and Both Sexes“Age and Cancer Risk was originally published by the National Cancer Institute.”
”IT’S UP TO YOU!”
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“WHEN YOU WANT TO SUCCEED AS BAS AS YOU WANT TO BREATHE, THEN YOU’LL BE SUCCESSFUL”
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A friend and fellow BNI member…
“Don’t Be Afraid Your Life Will End, Be Afraid That It Will Never Begin”
“SUCCESS IS THE ABILITY TO GO FROM ONE FAILURE TO ANOTHER WITH NO LOSS OF ENTHUSIASM”
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Step #4 – Additional Revenue Generators
iBennie is a lead generation, customer loyalty turn-key system for agents Access to 1500 Memberships ($30K value) for only $499/year Co-branded email marketing promoting YOU and the savings YOU provide Co-branded website and mobile app – clients will always see your branding Turn-key marketing designed to enroll business and non-profit organizations
for free, allowing you to capture the leads ‘Refer a Friend’ tab for your friends, clients, prospects, etc. It’s designed to
capture lead data when they invite others to join iBennie
www.iBennie.com/Rewards
“The Measure Of A Man Is The Worth Of The Things He Cares About”
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Touch your clients at least 3 or 4 times every year with greeting cards
STEP #4 – Additional Revenue Generators
Recommend 2 ways:
1. Basic membership is $39/month, includes 100 points per month2. Basic greeting card = 3 points or roughly 33 cards per month3. Average cost to automatically send 33 cards/month = $2.17 each
1. No membership fees but have to manually send out cards2. 3 or 4 ‘Turning 65’ card designs3. 6-pack = only $1.50 (+ $5.50 s/h)…$99 Free S&H 4. Average cost to automatically send cards = $1.67 each (incl postage)
Send out Cards (www.sendoutcards.com/OIG)
Stockwell Greeting Cards (www.stockwellgreetings.com) Disc Code: OIG5
“The Difference Between Ordinary and Extraordinary Is That Little Extra”
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STEP #5Effective Marketing Strategies
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OWEN INSURANCE GROUP
“Difficult Roads Often Lead To Beautiful Destinations”
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OWEN INSURANCE GROUP
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www. MedicareAngelTeam.comOWEN INSURANCE GROUP
“Be An Encourager…The World Has Plenty Of Critics Already”
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STEP #5 – Effective Marketing Strategies
What is your Brand and what does it say about you? Definition of BrandingThe marketing practice of creating a name, design, symbol, or other feature that identifies and distinguishes an organization or product from its rivals in the eyes of the customer
Powerful and Effective Branding Examples
Be certain that your Message and Branding is everywhere!
OWEN INSURANCE GROUP
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STEP #5 – Effective Marketing Strategies
Building A Brand – Build & Strengthen Your Brand Loyalty by…
Be Honest-Reliabe-Reputable Offering Great Customer Service Providing a Positive Experience
Brand Loyalty Builds Credibility (sense of loyalty and trust)
Credibility Creates Authority
Credibility takes months and years to build
OWEN INSURANCE GROUP
“Success Is Not Final, Failure Is Not Fatal: It Is The COURAGE To Continue That Counts”
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“SUCCESS COMES FROM HAVING DREAMS THAT ARE BIGGER THAN YOUR FEARS”
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“Failure Is Not The Opposite Of Success, It’s Part Of Success”
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“YOUR ATTENTION PLEASE: No one is coming to save you. This life of yours is 100% your responsibility”
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Additional Resources Available 5 Ways To Maximize Your Medicare 7 Reasons Why Over 90% Insurance Agents Fail 50 Best Sales & Marketing Ideas 2018 Agent Weekly Planner Goal Setting Worksheet 2018 A&B Chart NAIC Code of Ethics Document Weekly Training Calls and Monthly Mentor Calls
www.OwenInsuranceGroup.net
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“Don’t Be Afraid To Start Over…It’s A Brand New Opportunity To Rebuild What You Truly Want”
Medicare Help Centers™
Can be specially created for agents who want to tell prospects they specialize in Medicare. The first Medicare marketing tool is a personally customized online Medicare internet brochure (website) with your customized domain.
Medicare-Help-Centers• Toll Free: 800-642-5919
Email: [email protected] for Order Form
• Website: www.MedicareHelpCenters.com
• $295 ... NAHU MEMBERS RECEIVE A 15% DISCOUNT
MEDICARE HELP CENTERS
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Thank You for Coming!
“The most important key to achieving great SUCCESS is to decide upon your goal and launch, get started, take action, move!”
~ Brian Tracy
GARY WILLIAM OWEN, LUTCF