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Forum: Offline Marketing 15th November 2015, 06:39 PM
Replies: 12
Views: 1,416
Posted By Rearden
Re: Youtubers make how much?!?

YouTube has been responsible for an exponential growth in my life insurance recruiting business.

Thanks specifically to Claude for suggesting this one idea in his book, as it wouldn't have...
Forum: Offline Marketing 25th October 2015, 08:04 PM
Replies: 62
Views: 3,579
Posted By Rearden
Re: Qualifying Questions Thread

I'm reading this guy's story here (http://www.jamesaltucher.com/) who seems to be a repetitive screw-up, but has somewhat "Zen'd" up, after leading a life of high highs, and low lows.

I'm about...
Forum: Offline Marketing 25th October 2015, 12:17 PM
Replies: 62
Views: 3,579
Posted By Rearden
Re: Qualifying Questions Thread

Here's a video I did on how I teach my final expense life insurance agents how to effectively pre-qualify.

My findings are that pre-qualification is the most overlooked step in the sales process I...
Forum: Offline Marketing 27th July 2015, 08:09 PM
Replies: 11
Views: 1,411
Posted By Rearden
Re: You people come here all the time

Ain't that the truth - I know from personal experience:

Alabama Redneck Threatens My Life - Still Sell Him A Policy

Final Expense Funny Appointment | Alabama Redneck Threatens My Life, Still...
Forum: Offline Marketing 30th April 2015, 08:31 AM
Replies: 46
Views: 2,384
Posted By Rearden
Re: Do you just hang up?

Hi Claude,

Describe what happens when you have a solicitor walk in cold to meet you.

Are you as terse, or a little more forgiving and open to give the solicitor some time to explain why he's...
Forum: Offline Marketing 24th November 2014, 06:24 AM
Replies: 41
Views: 1,496
Posted By Rearden
Re: Objection - "Everything works perfect. I don't believe you can add value to that"

What is your unique selling proposition?

Why would a customer want to do business with you?

It's obvious you need to identify that.

That was my problem in the uniform business.

I worked...
Forum: Offline Marketing 24th November 2014, 05:46 AM
Replies: 3
Views: 1,289
Posted By Rearden
Re: How To Overcome The Objection "We already have a supplier for that"

Too wordy for my taste:

"That's fine Mr. Prospect and what's strange is most of my best clients said the same thing before meeting us. I'd like to introduce ourselves and what we have to offer in...
Forum: Offline Marketing 24th November 2014, 05:42 AM
Replies: 41
Views: 1,496
Posted By Rearden
Re: Objection - "Everything works perfect. I don't believe you can add value to that"

It really depends on the industry you work in.

Are you prospecting residential? Small Business? Medium/Large/Corporate Entities?

My best uniform prospects were the ones already paying the...
Forum: Offline Marketing 23rd November 2014, 06:54 AM
Replies: 41
Views: 1,496
Posted By Rearden
Re: Objection - "Everything works perfect. I don't believe you can add value to that"

Depending on where you are in the sales process dictates how you would answer that objection (if that is what it really is).

If you are prospecting for an appointment, that is just a knee-jerk...
Forum: Offline Marketing 2nd August 2014, 09:41 AM
Replies: 27
Views: 1,500
Posted By Rearden
Re: Selling Questions for Claude

A few bullet points:

1) You are working for a churn-and-burn. Burial insurance is BEST sold face-to-face with FRESH leads, not worn-out aged leads.

If you prefer to sell over the phone, I can...
Forum: Offline Marketing 27th July 2014, 08:01 PM
Replies: 20
Views: 1,214
Posted By Rearden
Re: Are objection handling skills the key to sales success?

Tactical execution trumps strategery in sales.

IE -- I don't care about what objections stumped you, until you answer the question, "How many sales calls did you make this week?"

When the...
Forum: Offline Marketing 9th July 2014, 06:09 PM
Replies: 12
Views: 1,275
Posted By Rearden
Re: Best sales jobs out there?

Social:

You have enough experience to get an entry-level B2B job.

You need to build your resume for a few years before recruiters will take you seriously for the higher-level, more lucrative...
Forum: Offline Marketing 28th June 2014, 01:04 PM
Replies: 202
Views: 17,526
Posted By Rearden
Re: John Durham back at it....

Please refer to Claude Whitacre's bank robbery analogy above.

I think everyone here possesses grace and would accept an apology if done the right way.

Lord knows everyone at one point or...
Forum: Offline Marketing 28th June 2014, 10:53 AM
Replies: 202
Views: 17,526
Posted By Rearden
Re: John Durham back at it....

Stockholm Syndrome anyone?
Forum: Offline Marketing 23rd March 2014, 05:24 AM
Replies: 55
Views: 5,005
Posted By Rearden
Re: Your No #1 Ultimate Favourite Way To Get Leads In 2014

1) Old-fashioned telemarketing lead generation, and,
2) Old-fashion business-reply mailer direct mail lead generation.

My prospects are working class seniors, so I'm lucky to rely on...
Forum: Offline Marketing 5th February 2014, 07:48 PM
Replies: 18
Views: 1,806
Posted By Rearden
Re: How would you sell me a pack of burned matches?

The new and improved smoking cessation program!

Replace your fresh matches with our certified burnt matches!

Don't spend $100 and more on pills powders and potions that cause hallucinations!
...
Forum: Offline Marketing 19th January 2014, 03:53 AM
Replies: 31
Views: 1,958
Posted By Rearden
Re: When Education Based Marketing Doesn't Work

I am all for education-based sales and marketing, if I am targeting an open-minded group.

That is and has always been the lynchpin.

I can convert a Lutheran to a Presbyterian, but it's a...
Forum: Offline Marketing 13th January 2014, 06:00 AM
Replies: 8
Views: 1,206
Posted By Rearden
Re: A Market That Is Far More Likely To Buy Your Online Services by Claude Whitacre

I tell my agents, when selling burial insurance, you are not looking to convert an atheist to a Christian, but are looking to convert a Catholic to a Protestant.

IE -- I am looking for buyers or...
Forum: Offline Marketing 17th December 2013, 05:54 AM
Replies: 18
Views: 923
Posted By Rearden
Re: Chipmunks on the loose: What you REALLY need to know that will put your marketing business over.

Golden Handcuffs, baby.

It's not just about the income.

It's freedom. The Struggle. The accomplishment.

Are you realizing your full capabilities where you are?

A man with ambition owes...
Forum: Offline Marketing 15th December 2013, 12:18 PM
Replies: 1
Views: 448
Posted By Rearden
Welcome Interactive Robo-Telemarketers

Now -- instead of relying on thick-accented foreigners to spam our prospects, we now can have foreigners mashing buttons to answer the rebuttals and questions our prospects may have, in a crisp,...
Forum: Offline Marketing 4th December 2013, 07:44 PM
Replies: 17
Views: 1,177
Posted By Rearden
Re: Buyers are liars?

Take-aways and Devil's Advocate moves.

A Devil's Advocate move is what I use to challenge the prospect when they claim they have interest in my product, but I sense no urgency, need, or heart-felt...
Forum: Offline Marketing 4th December 2013, 06:19 AM
Replies: 7
Views: 481
Posted By Rearden
Re: What B2B industries don't think of marketing as important?

Any business that cold calls on other business as its primary method to generate leads and new business is most likely ignorant, or against, non-cold techniques to generate leads.
Forum: Offline Marketing 24th October 2013, 06:18 AM
Replies: 22
Views: 810
Posted By Rearden
Re: Decision Maker is 'DEAD'

This is the problem leading with the "decision maker" name based off of a compiled list.

Lots of that information is out of date and useless.

Some suggest just leading with a basic opening and...
Forum: Offline Marketing 16th October 2013, 05:24 AM
Replies: 4
Views: 898
Posted By Rearden
Re: Vanquishing the fear of Prospecting

Or, just do it.

I heard this the other day.

If I told you there was a slot machine in your office and that if you pulled it 250 times a week that you would make $50,000.00 a year, and that the...
Forum: Offline Marketing 1st October 2013, 03:58 AM
Replies: 93
Views: 3,851
Posted By Rearden
Forum: Offline Marketing 27th September 2013, 07:31 AM
Replies: 13
Views: 1,465
Posted By Rearden
Re: One Sales Technique: the Pushy Version vs. the Non-Pushy Version

I look at it this way.

Sales is about overcoming objections.

And what better way to overcome objections than to address them before the close?

If you're a professional salesperson, your...
Forum: Offline Marketing 27th September 2013, 07:21 AM
Replies: 8
Views: 2,752
Posted By Rearden
Re: The Effectiveness Of "Door Knocking" On Businesses Today

It works great; arguably better than phone prospecting.

The secret to getting past all those obstacles is prospecting in mass amounts.

A multi-millionaire life insurance agent preaches 30 cold...
Forum: Offline Marketing 12th September 2013, 05:02 PM
Replies: 9
Views: 2,322
Posted By Rearden
Re: [Sales Journal]: Goal of $40,000 to $50,000 in New Business in 10 Weeks

Today's Results:

Total Appointments Set: 5
Total Appointments Completed: 4
Total Applications Signed: 3
Total Annual Premium: $1416
Total Door Knocks: 5

A great sales day today, more like...
Forum: Offline Marketing 11th September 2013, 06:44 PM
Replies: 9
Views: 2,322
Posted By Rearden
Re: [Sales Journal]: Goal of $40,000 to $50,000 in New Business in 10 Weeks

Today's Results:

Total Appointments Set: 4
Total Appointments Completed: 3
Total Applications Signed: 2
Total Annual Premium: $472
Total Door Knocks: 5 or 6

Light on the premium volume,...
Forum: Offline Marketing 11th September 2013, 06:18 AM
Replies: 9
Views: 2,322
Posted By Rearden
Re: [Sales Journal]: Goal of $40,000 to $50,000 in New Business in 10 Weeks

Tuesday's Results:

Total Presentations Set-- 5
Total Presentations Completed -- 4
Total Applications Signed -- 1
Total Annual Premium -- $348
Total Door Knocks -- 15 or 16
Total Applications...
Forum: Offline Marketing 9th September 2013, 03:07 PM
Replies: 18
Views: 2,834
Posted By Rearden
Sales Techniques Used On Me At Local Car Dealership

I don't get much interaction with sales people, so whenever I have the opportunity, I love to engage myself in the process to see what techniques they employ.

And this weekend I was in need of a...
Forum: Offline Marketing 9th September 2013, 10:19 AM
Replies: 9
Views: 2,322
Posted By Rearden
Re: [Sales Journal]: Goal of $40,000 to $50,000 in New Business in 10 Weeks

My main goal is premium volume, which is a derivative of commissions paid.

I am paid various commission levels dependent on the type of policy I sell, so I look to premium volume as an overall...
Forum: Offline Marketing 9th September 2013, 08:53 AM
Replies: 9
Views: 2,322
Posted By Rearden
[Sales Journal]: Goal of $40,000 to $50,000 in New Business in 10 Weeks

Moderated: Follow me threads are not allowed.

Greetings,

I have decided to start a sales activity log for the next 10 to 12 weeks to catalog my sales activity.

The reason I'm doing it is...
Forum: Offline Marketing 4th September 2013, 03:14 PM
Replies: 8
Views: 1,343
Posted By Rearden
Re: You have no excuses for not getting clients... 15 year old..

Door to Door - YouTube (http://youtu.be/lIKxmCp_fho)

Someone embed this for me if it doesn't show up.
Forum: Offline Marketing 30th August 2013, 01:10 PM
Replies: 9
Views: 412
Posted By Rearden
Re: Institutionnal inertia

Welcome to Corporate America.

Whether it's internal change or you as a salesperson pitching change to a corporation, it's a long, political, drawn-out process.

It's political because you need...
Forum: Offline Marketing 30th August 2013, 12:53 PM
Replies: 24
Views: 1,537
Posted By Rearden
Re: Want A Great Job Tomorrow? Here's How. Really.

Claude, I wish I had this sort of encouragement growing up!

And it's especially more powerful and unique in our entitlement-minded culture we have in America.
Forum: Offline Marketing 29th August 2013, 10:16 PM
Replies: 2
Views: 592
Posted By Rearden
Current and Former Salesforce Managers: Who To Recruit?

Hi guys,

This post is directed towards those who have tenure prospecting, hiring, training, and managing sales talent.

I am looking to take the next step in my final expense life insurance...
Forum: Offline Marketing 25th August 2013, 06:16 PM
Replies: 30
Views: 930
Posted By Rearden
Re: You're a good or even great salesperson, why not a great ad writer?

Before I morphed myself into a sales person, I used to run a personal training business, entirely dependent upon good copywriting and ad placement.

One of the ads I created generated over $200,000...
Forum: Offline Marketing 24th August 2013, 07:52 PM
Replies: 7
Views: 1,406
Posted By Rearden
Re: On a scale of 1-10 how weird are you?

Eat with the classes, and sell to the masses!
Forum: Offline Marketing 22nd August 2013, 08:48 PM
Replies: 58
Views: 3,287
Posted By Rearden
Re: September Cold calling challenge

Today's Activity:

50 Calls (a mix of cold and follow-up calls)

No appointments set; stopped early because I found out my wife is scheduled for a c-section Monday next week, and since I'm taking...
Forum: Offline Marketing 21st August 2013, 02:28 PM
Replies: 58
Views: 3,287
Posted By Rearden
Re: September Cold calling challenge

In my opinion, you definitely need a dialer calling residential lists.

Nobody picks up anymore.

Business lists are different -- most everyone picks up; it's getting through to the...
Forum: Offline Marketing 20th August 2013, 06:44 PM
Replies: 58
Views: 3,287
Posted By Rearden
Re: September Cold calling challenge

I didn't make any dials today.

I'm usually in the office twice a week where I focus on making dials for appointments.

180-200 is more than efficient in creating a pipeline of B2B business.
...
Forum: Offline Marketing 19th August 2013, 01:13 PM
Replies: 58
Views: 3,287
Posted By Rearden
Re: September Cold calling challenge

OK -- just wrapped up my 100 cold calls.

4 appointments set -- 3 for next week, 1 for 3 weeks from now.

2 Mexican Restaurants, 1 Foundry, 1 Dow30 Company.

Will finish up the rest on Thursday...
Forum: Offline Marketing 18th August 2013, 01:00 PM
Replies: 58
Views: 3,287
Posted By Rearden
Re: September Cold calling challenge

Bear -- Just 180 to 200 total *per week*.

I'll go for 100 tomorrow, and 80-100 Thursday.

Thanks for the post -- This will help me push through the calls faster.
Forum: Offline Marketing 18th August 2013, 11:46 AM
Replies: 58
Views: 3,287
Posted By Rearden
Re: September Cold calling challenge

I'll play starting Monday's activity, as I'm going out of pocket for a few weeks when my twins are born.

My goal at my day job is:

180-200 Telemarketed Cold Calls
8-10 appointments set for the...
Forum: Offline Marketing 16th August 2013, 09:21 AM
Replies: 32
Views: 5,959
Posted By Rearden
Re: Help! Local Insurance Agent Spending $15/Lead Looking to Build Lead Generation Websites

You're closing 25% of shared leads, with everyone and their mother blowing up their phone, all at the same time?

That rocks man -- at that price, why would you want to change anything?

In the...
Forum: Offline Marketing 15th August 2013, 01:49 PM
Replies: 102
Views: 4,804
Posted By Rearden
Re: I'm unemployed. I have the time now... Need advice

Just walk in and see people in person.

I swear I used to be afraid to call Pizza Hut as a kid.

I absolutely hate walking through the local crowded yuppy organic grocery store.

I am downright...
Forum: Offline Marketing 15th August 2013, 06:26 AM
Replies: 50
Views: 2,420
Posted By Rearden
Re: Prospecting: I Am a Wimpy Undisciplined COWARD. Solutions?

You should do one of three things:

1) Continue to be a wimp and watch your business, then your life crumble. Clearly you have not been disturbed by losing everything -- your family, your...
Forum: Offline Marketing 14th August 2013, 08:21 PM
Replies: 7
Views: 1,902
Posted By Rearden
Re: Life Insurance Leads Build Sites or Direct mail?

Chew on this:

Why mail to begin with?

If you know new home purchasing, why not just go see them in person?

Show up and ask for an appointment.
Forum: Offline Marketing 11th August 2013, 08:58 AM
Replies: 15
Views: 1,252
Posted By Rearden
Re: Best Places To Advertise

Good old direct mail is my preference to low income folks 50-85...
Forum: Offline Marketing 7th August 2013, 02:31 PM
Replies: 8
Views: 728
Posted By Rearden
Re: Getting slaughtered by gatekeepers...need help!

Call them back in a week and ask directly for that person.

Trust me, most won't remember you.

If they ask who's calling, just give your first and last name.

If a week sounds too early, call...
Forum: Offline Marketing 5th August 2013, 04:36 AM
Replies: 8
Views: 638
Posted By Rearden
Re: "It's like a biker bar without booze"

Here's how you differentiate yourself when prospecting:

Walk through the door instead of calling.

I have 3 recent instances where I placed several dozen cold calls with zero luck over 3 months...
Forum: Offline Marketing 3rd August 2013, 09:46 PM
Replies: 7
Views: 1,902
Posted By Rearden
Re: Life Insurance Leads Build Sites or Direct mail?

What market is he selling to? Mortgage, final expenses, something else?

All life insurance agents know internet leads suck the big one.

Worst leads in the business.

I prefer direct mail,...
Forum: Offline Marketing 27th July 2013, 06:53 AM
Replies: 331
Views: 14,550
Posted By Rearden
Re: Closers Only -- Rebuttle Game / Training --

Medhi is an Iranian immigrant who worked the debit in New York City, speaking with a very heavy accent who eventually succeeded as probably one of the most successful life insurance agents of the...
Forum: Offline Marketing 22nd July 2013, 06:06 AM
Replies: 2
Views: 425
Posted By Rearden
Re: Here's what I believe...

My day job is working for a uniform service company.

Can you not think of a more vanilla commodity like uniforms?

All you have to do is clean 'em and drop 'em off, right?

Oh, no; if it was...
Forum: Offline Marketing 21st July 2013, 07:25 PM
Replies: 27
Views: 2,354
Posted By Rearden
Re: How to make door to door prospecting more enjoyable?

Hi Claude,

Picked up that old saying from a Top Gun life insurance producer regarding the life and times of a life insurance sales manager.

Probably some truth to it, as you know personally how...
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