Why I’ll take tried-and-true over the flavor of the month

Written by Kim Magdalein for Life Insurance Selling Magazine.

Emails clog my inbox from marketing organizations that claim old methods don’t work anymore. I disagree. Prospecting methods have always been hard work. I believe we are being told that hard work is not necessary, and we are buying into that philosophy.

The correspondence and phone calls I receive regularly confirm that the laziness and entitlement in our society have creeped into the world of achievement.
Mailing out letters using a drip mail system and follow-up call still works, but it’s not easy to discipline yourself to address and stamp 50 letters a week for several weeks and then make a call. That’s work!

Delivering a seminar that may cost $4,000 to produce can be scary, but it still works at a 5-to-1 return on investment. I prove that every month.

Working a referral system with necessary calls and using a “one card” system is difficult, but it’s still worth it.

Two years ago, I was asked to make a presentation on seminar prospecting at a national conference. The speaker before me opened his presentation by stating: “Seminars are dead.”

He then proceeded to introduce his online marketing system, which looked great on the screen. He offered e-newsletters, e-mail marketing, Web site design, compliant news releases, product offerings and much more. Literally dozens of people bought his materials and signed up for his program.

Now, two years later, I haven’t met a single person who has benefited with a significant amount of business from his program. Yet, he bashed another method to promote his.

If you would like to take a look at some innovative methods that you can develop for today and tomorrow, take a look at my previous articles in past issues of Life Insurance Selling. Whatever prospecting method you use will depend heavily on the value of your product/concept offers. Be very particular in choosing products/concepts that have great marketplace value. The products/concepts should be valuable and have appeal. Of course, be sure there are plenty of prospects available who are accessible.

So-called “methods of the past” may have great value today and tomorrow. Don’t overlook methods that are obviously tried and proven. Even though our world is changing, the needs of consumers don’t change. People will want to retire someday.

They will die someday. They will get sick along the way. They need us, so we are not allowed to be discouraged just because consumers don’t beat our doors down. If you sell cars, they’ll love you now and hate you later. If you sell houses, they’ll love you now and hate you later. If you sell insurance, they’ll hate you now and love you later. It’s worth the effort.


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