BETTER PROSPECTING
By Kim Magdalein
Why I’ll take tried-and-
true over the flavor of
the month
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.
fered 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
s Kim L. Magdalein is a producer and
owner of PresentYourPractice.com. He
entered the industry in 1985 and went
into private practice in 2001, serving
the Jacksonville, Fla., retirement
community. He has personally presented
hundreds of seminars and created a
thriving practice. He created Present
Your Practice in 2004 to serve producers
with seminar productions and methods
for optimizing seminar attendance with
qualified prospects. He can be reached
at (800) 909-9894.
“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.”
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 of-
products/concepts should be valuable
and have appeal. Of course, be sure
there are plenty of prospects available
who are accessible.
