Seminars, Workshops, & Other Events
Seminar: How to REALLY Increase Revenue Through Business Networking
Apr 26 (Mon)
6:00 pm - 8:00 pm
- Do you need help in creating marketing ideas and implemeting them into your business?
- Are you not sure where to go in regards to branding your product or service?
- Wondering how to really use networking to increase business?
When: Apr 26 at 6:00 pm - 8:00 pm
Where: Broward Chamber of Commerce, 2425 E. Commercial
Blvd.,
Ft. Lauderdale FL
How Much: $30 per person in advance, $35 at the door
Sponsors: Broward Chamber of Commerce, WebPromote.com,
StartupBusinessBootCamp.com, CountyLineChiroMed.com
For More Info & To RSVP: Call (954) 274-6007 or www.MikeOwenBiz.com/
FREE
Seminar How to Turn an Idea Into a Business in 1 Day
Apr 27 (Wed)
6:00 pm - 7:55 pm
Learn the "secret" tools and strategies to take your ideas for new
products, services or businesses and quickly and inexpensively launch, test
and market them in under 24 hours.
When: Apr 27, 2010 at 6:00 pm - 7:55 pm (More dates available online)
Where: Broward County Chamber(RSVP for address and
directions)
How Much: Free, includes free snacks, refreshments & handouts
Presented By: Startup Business Boot Camp
For More Info & To RSVP: Call 954-741-4111 or RSVP online
at www.StartupBusinessBootCamp.com/freeseminar
Expos & Trade
Shows
Broward
County Business EXPO & Seminars @ Bahia Mar Beach Resort & Yachting
Center
May 27 (Thu) 3:00 pm-8:00 pm
SPECIAL Expo Bonus SPEAKER PROGRAM - Many NEW Speakers and 18+ Informative
Seminars! Over
80 Consecutive Sold-Out Trade Shows, Over 15,375 Exhibitors, Over 304,000 Attendees,
Millions of Dollars in Transacted Business, Partnerships, Alliances, Contracts,
New Customers, New Relationships, and More.
Where: @ Bahia Mar Beach Resort & Yachting Center -
801 Seabreeze Blvd., Ft Lauderdale, FL
Presented By: South Florida / Broward County Chamber of Commerce
For More Info & Table Specials: Call (954) 274-6007 or
(754) 234-1018
Articles of Interest
The High-Quality Prospect
By Mel Schlesinger, RHU, REBC
It is better to have fewer appointments with high-quality prospects than to
have lots of appointments with low-quality prospects. But what constitutes
a high-quality prospect?
Typically, a high-quality prospect has the following
characteristics. Let’s examine these in detail.
He knows the exact idea you
will discuss at the meeting.
The best appointments begin with a specific idea
that delivers a benefit to the prospect. As an insurance agent, you may share
an idea with a wealthy prospect that guarantees that the prospect's assets
can be transferred to his grandchildren at death while minimizing estate taxes.
Some of you will wonder why I just don't say: "I would like to talk with you
about how a Generation Skipping Trust can help you transfer assets to your
grandchildren while minimizing taxes."
Whenever you mention a product or service,
you eliminate the potential for a meaningful conversation. Ideas capture imagination
and create a sense of urgency on the part of the prospect to want to know more.
It is also important to know that asking a prospect for time to stop by and
introduce yourself and your company is not an idea; it is a request to visit.
YOUR PROSPECT IS INTERESTED IF HE ASKS QUESTIONS OR WANTS TO MEET YOU TO DISCUSS
AN IDEA.
He has an interest in that idea. Isn't this self-evident?
If the prospect has agreed to an appointment based on an idea, then he obviously
has an interest. That is not necessarily the case if you had to overcome an
objection to get the appointment. If the prospect says that he is not interested
or asks you to send some information in the mail, then he is a low-quality
prospect and is not worthy of an appointment. Your prospect is interested if
he asks questions or wants to meet with you to discuss an idea. One of my newer
clients feared that when he quit overcoming objections for appointments, he
would have no one to see. What he discovered was that while he had fewer appointments,
he sold more insurance.
He is open to change. A retirement-planning appointment
in September with a prospect who says that he is willing to meet but only makes
changes to his plan in March after he gets a first look at his taxes means
that prospect is a low-quality prospect. This individual has already created
his escape from the sale. The chance of closing this sale is about the same
as the chance your child has of catching the tooth fairy. Since our goal is
an objection-free sale, why would you want to begin with a prospect who has
already stated the objection?
He can make the decision to implement change. Group health
agents are notorious for asking for the "person who handles insurance." Unfortunately,
they don’t get the decision-maker. In fact, they don't even get a person who
has strong influence. Before beginning your marketing program, you must identify
the person who has decision-making powers. If you are selling in the family
market, it is imperative that both spouses be present for the presentation.
If you are in the business market, it is impossible to close a buy-sell insurance
sale without all partners or owners present.
Plan for
success. Follow these steps to fill your calendar with the names of high-quality
prospects:
Step #1: Create a list of all your products and services
and write down each benefit for your prospects. The easiest way to do this
is to ask: What does this do for the prospect? Here is an example: Product:
Long-term-care insurance. What does it do for the client? It allows the prospect
to get high-quality, long-term care without depleting his spouse's assets.
Step #2: Create a marketing
idea. In this case, it's a strategy that guarantees that if your client needs
nursing home or home care for a chronic problem, he will not deplete your spouse’s
assets.
Step #3: Identify two to three marketing approaches. These may include
direct mail and telemarketing.
Step #4: Do not try to overcome objections to
appointments. It is critical to understand that a prospect who readily agrees
to an appointment has a very high probability of being converted into a client.
Of course, all of this assumes that you are engaged in an ongoing, consistent
marketing program. If you are only making calls one hour per week or sending
out 10 direct mail letters each month, it will be impossible to have enough
appointments to succeed.
Mel Schlesinger, RHU, REBC, has more than 25 years
of commission-only insurance sales experience. He began by selling life insurance
at the kitchen table and today has a thriving business marketing voluntary
employee benefits.
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Increase Your Marketing Footprint
Rather than cut your marketing budget, this is the time to either increase
marketing or, at minimum hold it steady. Let 'A Business Affair Magazine' and
Business Events Florida promote your business and services to local markets.
Visit www.BusinessEventsFlorida.com ; www.aBusinessAffairMagazine.com or
call 754-234-1018 for more info.
Advertise
in Martini Networking Business Events Weekly
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