Attract Your Favorite Prospects in 3 Simple Steps

Hey, hey, coach Andy here. Listen, today I'm going to talk to you about how to fill your pipeline full of prospects and how to keep it constantly filled. It is something many in the insurance and financial industry is struggling with. In fact, I'd argue most are struggling with creating more opportunities. When I talk to the insurance brokers and the financial advisors that I work with, I don't often hear, Andy, I struggle closing business. It's. I just don't have enough opportunity. You know, you're good at what you do. You're just not getting enough chances to win, right? So let's fix that today. I call this my grab them, earn them and keep them strategy. You see, when you look at the lifeline of a sale, right at first glance, you've got to get that first meeting with the prospect correct. Then you've got to bring them through your pipeline. And then, and then the goal is to make them come out the bottom happy clients. And each one of these three areas to grab them, the earn them and to keep them have to have a strategy. And this is where most insurance and financial brokers struggle right now, is up here. Some you have a good pipeline. You know what you need to do to take a prospect from first meeting to close. But I'm even going to show you how to enhance that then. For most right now, you probably do have a good servicing model so that when they become a client, they stay a client because you're doing your job. But I can show you how to enhance that as well. But it's up here in the awareness phase where most struggle. If I were to ask you right now, what is the number one strategy you are using to create massive awareness for your brand to create more prospecting opportunities? I'm willing to bet it's cold calling. For some of you, it might still be pounding the pavement, which we can't even do right now. With COVID I see some insurance agencies still sponsor the local golf hole in the tournament thinking that's their prospecting strategy. And it blows through their entire marketing and budget for the year. But you need to create a ton of awareness. You, yes, cold calling, pounding the pavement is part of the strategy. But listen, today, it has never been easier to get your name, your brand in front of thousands of eyeballs as easy as it is right now. So when you think about creating awareness, the grab em phase, you're gonna put people in your pipeline. What's your strategy? I urge you to use the five pillars of awareness. Are you leveraging your centers of influence like you could be, do they know exactly what you do or do they just know? Eh, you're an insurance broker, you're a financial advisor, you're a sales professional. I feed them business once in a while. Or does your center of influence know exactly who you work with, exactly what you do for them, and exactly how you help your client achieve success, if not make better connections with those centers of influence? Second one, emails. Yes, you need still need to be sending out emails. That email list of yours with prospects, that's gold. That's the one thing you own. But my challenge to you is what kind of emails are you sending out? Are you sending out the templated newsletter from some vendor partner of yours? Are you sending updates from Washington D.C. regarding governmental changes? Or are you actually typing an email that sounds like it's coming from you and it helps your prospects grow? Number three, social media. Yeah, you can't be poo pooing that. It's 2020. You need to be on social media. If Covid has taught us one thing, it's if you don't have an online presence, you're irrelevant right now. So what's your social media strategy? How are you sharing content? How are you posting your stories? How are you posting your value out on social media? Then you have webinars and public speaking. Listen, you can still cold call and try to call one prospect at a time who has no clue who you are, or you can start leveraging those five pillars of awareness to, to create massive value for those you're going after and create massive awareness for your brand. That, my friend, is how you're going to start filling your pipeline. Now, when you've got somebody in the pipeline, what are you doing to take them from the first meeting to a happy client where you have earned the business? This is the earn them phase, right? Here's my strategy. I urge you to leverage. Figure out what steps you take, whether it's three or four different steps, not nine, that you take to make a prospect who's just met you and turn them into a happy client. Once you figure out what that process is, that systematic plan that you walk prospects through, I want you to name it and I want you to brand it. Because here is where the game completely changes. If you have a system locked in for your prospects that 7 out of 10 times, 8 out of 10 times, turns them into a client, name it. Brand them. And then when you start reaching out to those prospects and they start coming into your pipeline, guess what happens? You're no longer getting interviewed by your Prospect. You're actually interviewing your prospect to see if they're a fit for your process. It completely changes the game and how you prospect. Imagine that. Imagine if you spent all your time creating a ton of awareness, talking to your centers of influence, shooting good emails out once a week, once a month, getting your butt on social media, hosting webinars, finding opportunities to speak from your living room these days. And then once they came in the pipeline, you had a system, a three step, four step approach that you knew worked every time. And now you have that branded and you're reaching out to the target market to see if they're a fit for your process.

You talk about building a book of business with people you love working with. That's how you create a lot of awareness. That's how you drive people through the pipeline. Last but not least, now they're a client. This is the keep them phase. Are you just haphazardly serving them right now? Do you feel a little overwhelmed? What I urge you to do is you have to create an annual plan, meet with them quarterly, name each quarterly meeting, a specific name, brand those meetings. But have a systematized approach, a systematic approach into how you're serving your clients throughout the year. Because here's what you can do when they're in the pipeline. You're walking them through that process and you show them. By the way, if you became a client of ours, here's what your first year or two would look like. That gives them the confidence to want to do business with you. Remember, this is a game of who knows you, who likes you and who trusts you.

You have to get a lot of people to know you these days. You have to stand out. The sales approaches of yesteryear, the cold calling, the pounding, the pavement, the hosting, the local golf hole. There's still a place for them, but they don't work like they used to. You have to be omnipresent number two. When you get them in the pipeline, get them to like you, get them to like your process. And when you show them what life is like, like a happy client, that's when the trust is built. That's when they do business with you and that's when they do business with you for a long time. So I wanted to share this with you today. Leverage this. Each phase of the sales process has its own strategy. In the grab em phase, omnipresence have a strategy. Centers of influence, email, webinars, social media, public speaking, do it all. That's how you get a ton of eyeballs on your Stuff. Number two, your pipeline. That's the win them, the earn them phase. What is your three or four step approach? Have you named it? Do you brand it? Are you sharing that with the market? And then the last phase is once you got them, you got to keep them. What's your strategy? Your systematic approach, year by year, your annual plan to make sure you are holding your client's hand, they are happy as hell and they're having success. You do these three things well, watch your business fly. And if you have any questions, you know where to reach me. Shoot me a message below, hit the subscribe button because this is good stuff and I'm here to help you. So take this, use it today. And here's where you want to start, right here. How are you going to create a more awareness than your, your competition right now? How are you going to get more opportunities? And my last urge for you, I don't want to forget this is when you fill that pipeline, you have a lot of opportunity and things seem like they're rolling, got the momentum going. Don't forget to do this, you have to keep creating awareness day in and day out because you can fill a pipeline, but the second it come, it goes empty. You're going to have a lot of work to do. So stay on top of all three phases. Spend time every single week, every single day, grabbing the attention of your prospects. Have a very systematic approach to earn them. And when you win them, keep them happy. You do that well, your business is going to explode, your brand is going to explode. And that, my friend, is how you have long term success.