My wife's grandma lives in the Blue Ridge Mountains of North Carolina. Her mom grew up using an outhouse, and without any heat in the home.

Ma Betty (grandma) used to make moonshine and the family would use it for virtually any ailment they had.

Well, I've got some insurance moonshine for you that will cure your lead problems. I don't know how you are currently generating insurance leads, but most agents "say" the get customers through referrals or by painfully picking up the phone and cold calling. Hopefully you've realized now that there IS a better way to generate business than through cold calling.

As an agent, I spent years hammering the phones trying to "beg" people to meet with me or let me give them a quote and, of course, I always told them I could save them money, or get them a low price. If you have ever been in that position, it is horrible. My good friend, Big Commission, who is also an insurance agent once told me if you are positioned incorrectly in the customer's eyes, you are no better than the door-to-door salesman...just above pond scum in most of your clients eyes.

The secret is through direct response marketing. Direct marketing for insurance is no different than any other direct marketing except you have to be careful of whatever state regs you have.

The outline for Effective Direct Marketing is this:

1. Attention

2. Interest

3. Desire

4. Action

5. Irresistible Offer

Part of the Direct Marketing formula is creating a good offer.

The big challenge in insurance is that most states have rules about rebating, so you can't really offer a cool premium, ipod, or giveaway. Instead just offer more information. Offer a report titled "7 secrets you must know before buying your next auto insurance policy". This creates an element of expertise for you as the advisor, plus gives you the opportunity to be different than other agents.



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