As part of our issue on Planning for Success in 2009, we asked agents nationwide: What are your plans for success in 2009? Following are some of your answers.
I'm going to give my business life an80/20 checkup. I'm sure that I will find areas where 80 percent of my effort and time are generating 20 percent in return, and vice versa.
I'll wind up giving my son primary responsibility for the day-to-day insurance sales. This will free up my time to allow me to focus on SEO and my lead-generation business, and perhaps bring in a third agent and other lines of insurance.
My thinking is that if I hustle while the economy is down, I'll be in a good position when the economy turns around.
- Alston J. Balkcom, Bridgeport, CT
My license is in life and health, but my practice is mainly life and annuities for baby boomers and seniors. Two tools that I use to promote business are seminars and radio. I am in my 20th year on the radio; "My Money Show" is now syndicated around the country. I am expanding that platform in 2009 by offering my one-hour radio show to other agents with their personal information featured in the show. They pay for the air time; I create the show and direct prospects to call and email that agent in their region as "one of my partners." They pay me a percentage of their business.
The other thing I have done successfully is conduct educational seminars. Having spent 40 years in front of audiences, including two-and-a-half years with the Zig Ziglar corporation, I am expanding that platform in 2009. I make myself available as a third party to conduct seminars for other agents around the country. Many agents are good when they get one-on-one time with a client but are not necessarily good in front of a roomful of people. By having me come in and do the seminar and direct all their attention to that agent, it lends credibility to the agent and will result in more appointments and sales. In turn, I get my face in front of more people around the country, which lends credibility to my practice and expertise.
All of that helps me reach my goal of building an agency with at least two agents in each of the 50 states and D.C. That's what I am going to be doing in 2009 to expand my business.
- Ron Caskey, Westminster, CO
I have been in the insurance business for close to 30 years and have seen lots of presentations come and go and come back again. I plan to start doing what I used to do so many years ago: just sit with my clients and tell a story of my life. We have so many stories, and we just need to share them with our clients. Then, sit back and listen to them share their stories. When we do this, we become more than an insurance agent. We share in their successes and failures. Then we are in a position to give some solutions for the future -- the solutions that feed families or help make house payments. We need to get back to the basics of relationship building, and all the rest will fall into place.
- Herman Clark, Fort Myers, FL
My plans for 2009 are to get back to the basics and make sure I am in contact with each of my clients. In a time of such great uncertainty, and with the financial markets and public confidence at all-time lows, I will continue to emphasize the need for diversification and for all to avoid panicking and making rash decisions. Everyone knows they should buy low and sell high. However, statistics have shown that most people do the exact opposite. Now is the time to make educated decisions and deal with the professionals. For me, communication is the key. By continuing to review with each of my clients, I will be able to calm their fears and make them aware of new opportunities amidst what many see as chaos.
- Troy DeLair, Ogden, UT
In today's economy, our clients need us more than ever, so I will continue to stay in front of them as much as possible and give them as many options as possible (contribution strategies, HSAs, voluntary benefits, etc.). Also, ask each of your clients for referrals. There is no better way to grow your book than to be introduced by someone you already do business with. You also have to work smarter these days, not just harder. Managing your time is crucial, and balancing your business, family, and leisure time is so important. Clients and even prospects want more tools these days to help run their operations and communicate with their employees. We like to provide them with all the tools needed to run their business most effectively (HR communication systems, online enrollments, tying all carriers onto one platform and payroll system, etc.). There is so much competition out there you have to set yourself and your operation apart from the rest.
- Pete Jensen, Clearwater, FL
In the 21st century, the speed at which business takes place has increased exponentially. Clients, previously accustomed to receiving responses to their phone calls, emails, and faxes within days, now expect feedback within hours and even minutes. We must continue to adopt new technologies that allow us to provide rapid responses and connect with clients through multiple conduits. The cost of new technology must be viewed as an investment rather than an expense.
In today's digital age, traditional channels of marketing are falling behind, and new forms of subtle marketing are emerging. Social networking is becoming more and more prevalent. People no longer want to be sold to -- they want to be engaged when the time is right for them. I believe adaptation to new forms of social networking will play an important role in the growth of my practice.
- Jon Moss, Chattanooga, TN
I plan to focus on long term care sales. I am finding the market is virtually untapped and will be going through my current book of business and sending reminder letters about the product and how I can make it affordable to them.
Most people in their 50s are going through a long term care situation with their parents. Some are paying for it and realize what is going to happen when five times the current number of people older than 65 and needing long term care services hits the system in 20 years. Most people think Medicare will cover their needs and are surprised to find out that is not the case. LTCI can be a little complicated, and selling to a warm lead versus making a cold call is easier.
Long term care can be a great benefit for corporations and small businesses looking to keep their middle-aged management people happy. Unlike health insurance, companies can pick and choose who gets the benefit and not worry about rolling out a benefit to their entire employee base.
- Doug Schuetz, Lake Forest, IL
