hi I’m Evan Carmichael welcome to another edition of ask Evan in today’s
another edition of ask Evan in today’s
another edition of ask Evan in today’s episode I’m going to answer a question
episode I’m going to answer a question
episode I’m going to answer a question from one of my newsletter readers Joe
from one of my newsletter readers Joe
from one of my newsletter readers Joe who’s an insurance agent pretty new to
who’s an insurance agent pretty new to
who’s an insurance agent pretty new to the business and is having a hard time
the business and is having a hard time
the business and is having a hard time getting out there making sales apart
getting out there making sales apart
getting out there making sales apart from his blood relatives and was
from his blood relatives and was
from his blood relatives and was wondering what my advice would be to
wondering what my advice would be to
wondering what my advice would be to help him gross business so Joe you’re in
help him gross business so Joe you’re in
help him gross business so Joe you’re in a tough industry lots of competition and
a tough industry lots of competition and
a tough industry lots of competition and there’s very little that separates the
there’s very little that separates the
there’s very little that separates the products that different insurance agents
products that different insurance agents
products that different insurance agents will sell so the first thing that you
will sell so the first thing that you
will sell so the first thing that you need to do is come up with your unique
need to do is come up with your unique
need to do is come up with your unique value proposition and what this
value proposition and what this
value proposition and what this basically is is explaining what makes
basically is is explaining what makes
basically is is explaining what makes you different so you’re not just Joe the
you different so you’re not just Joe the
you different so you’re not just Joe the average everyday Joe salesperson you are
average everyday Joe salesperson you are
average everyday Joe salesperson you are X Y Z so what makes you different from
X Y Z so what makes you different from
X Y Z so what makes you different from everybody else and when you introduce
everybody else and when you introduce
everybody else and when you introduce yourself you have to put that in your
yourself you have to put that in your
yourself you have to put that in your statement and make everybody know that
statement and make everybody know that
statement and make everybody know that you are the insert’ insurance agent who
you are the insert’ insurance agent who
you are the insert’ insurance agent who helps these types of people so you can
helps these types of people so you can
helps these types of people so you can differentiate yourself on the service
differentiate yourself on the service
differentiate yourself on the service they provide and also going after a
they provide and also going after a
they provide and also going after a specific target market that’s different
specific target market that’s different
specific target market that’s different than everybody else
than everybody else
than everybody else so as an example you know everybody
so as an example you know everybody
so as an example you know everybody wants to go after the high net worth
wants to go after the high net worth
wants to go after the high net worth individuals and people going to take out
individuals and people going to take out
individuals and people going to take out the big policies that doesn’t really
the big policies that doesn’t really
the big policies that doesn’t really help you so much what I would do is try
help you so much what I would do is try
help you so much what I would do is try to target people who have specific
to target people who have specific
to target people who have specific interests and learn about them tailor
interests and learn about them tailor
interests and learn about them tailor solutions to help them come up with
solutions to help them come up with
solutions to help them come up with other packages that you’ve seen work
other packages that you’ve seen work
other packages that you’ve seen work with that type of age group and
with that type of age group and
with that type of age group and demographics and then be able to sell
demographics and then be able to sell
demographics and then be able to sell into them you can also use shared
into them you can also use shared
into them you can also use shared interests so example if you are a huge
interests so example if you are a huge
interests so example if you are a huge baseball fan and you love the Cleveland
baseball fan and you love the Cleveland
baseball fan and you love the Cleveland Indians part of what you could do is
Indians part of what you could do is
Indians part of what you could do is take people to the games who you know
take people to the games who you know
take people to the games who you know when the Cleveland Indians are in town
when the Cleveland Indians are in town
when the Cleveland Indians are in town and you can go out to customers who also
and you can go out to customers who also
and you can go out to customers who also like the Cleveland Indians so it’s a lot
like the Cleveland Indians so it’s a lot
like the Cleveland Indians so it’s a lot easier for you to connect with them and
easier for you to connect with them and
easier for you to connect with them and it’s a lot more fun to do business so
it’s a lot more fun to do business so
it’s a lot more fun to do business so you’re not just going after anybody and
you’re not just going after anybody and
you’re not just going after anybody and everybody who needs an insurance agent
everybody who needs an insurance agent
everybody who needs an insurance agent you’re going after the people who are
you’re going after the people who are
you’re going after the people who are ideal clients for you and you love
ideal clients for you and you love
ideal clients for you and you love working with and you have shared shared
working with and you have shared shared
working with and you have shared shared passions with so identifying first you
passions with so identifying first you
passions with so identifying first you know your unique value proposition who
know your unique value proposition who
know your unique value proposition who is Joe the insurance guy what do you do
is Joe the insurance guy what do you do
is Joe the insurance guy what do you do that’s different everybody else and then
that’s different everybody else and then
that’s different everybody else and then start defining who
start defining who
start defining who your customers are so I would try to be
your customers are so I would try to be
your customers are so I would try to be specific as you can with that you
specific as you can with that you
specific as you can with that you obviously don’t want to limit yourself
obviously don’t want to limit yourself
obviously don’t want to limit yourself off and say you’re only people who like
off and say you’re only people who like
off and say you’re only people who like to clip in Indians and who are you know
to clip in Indians and who are you know
to clip in Indians and who are you know 50 to 55 and men right there might be a
50 to 55 and men right there might be a
50 to 55 and men right there might be a little specific but you want to do try
little specific but you want to do try
little specific but you want to do try to define your target market as much as
to define your target market as much as
to define your target market as much as you can with your customer base so look
you can with your customer base so look
you can with your customer base so look at your age group look at look at
at your age group look at look at
at your age group look at look at interests look at their stage in life
interests look at their stage in life
interests look at their stage in life look at what some of their needs are and
look at what some of their needs are and
look at what some of their needs are and build up a profile of ideal person that
build up a profile of ideal person that
build up a profile of ideal person that you want to target and from there if you
you want to target and from there if you
you want to target and from there if you can specialize in those people and you
can specialize in those people and you
can specialize in those people and you go and you tell them when you’re meeting
go and you tell them when you’re meeting
go and you tell them when you’re meeting with them that you specialize with those
with them that you specialize with those
with them that you specialize with those types of people and you can show how
types of people and you can show how
types of people and you can show how you’ve helped people who are like them
you’ve helped people who are like them
you’ve helped people who are like them the more likely they’ll want to sign up
the more likely they’ll want to sign up
the more likely they’ll want to sign up with you instead of I’m Joe and I sell
with you instead of I’m Joe and I sell
with you instead of I’m Joe and I sell insurance to anybody and everybody
insurance to anybody and everybody
insurance to anybody and everybody writes a lot harder to make that kind of
writes a lot harder to make that kind of
writes a lot harder to make that kind of sale so you may be turning away business
sale so you may be turning away business
sale so you may be turning away business that you can make some money from but
that you can make some money from but
that you can make some money from but are not ideal clients and then focus on
are not ideal clients and then focus on
are not ideal clients and then focus on the ones who are great potential clients
the ones who are great potential clients
the ones who are great potential clients for you because you know you can service
for you because you know you can service
for you because you know you can service your needs
your needs
your needs from there once I can a clearly
from there once I can a clearly
from there once I can a clearly explained why I’m different and I can
explained why I’m different and I can
explained why I’m different and I can explain the type of customers that I
explain the type of customers that I
explain the type of customers that I want to go after then you can start with
want to go after then you can start with
want to go after then you can start with your marketing strategy and for you I
your marketing strategy and for you I
your marketing strategy and for you I try to look at events to start so it’s a
try to look at events to start so it’s a
try to look at events to start so it’s a very personal business if I’m going to
very personal business if I’m going to
very personal business if I’m going to work with an insurance agent I want to
work with an insurance agent I want to
work with an insurance agent I want to know that again you understands my needs
know that again you understands my needs
know that again you understands my needs likes what I’m about I can relate to him
likes what I’m about I can relate to him
likes what I’m about I can relate to him really well and so events are a great
really well and so events are a great
really well and so events are a great way to do that you’re meeting people
way to do that you’re meeting people
way to do that you’re meeting people again you only want to treat your
again you only want to treat your
again you only want to treat your finding events where your target
finding events where your target
finding events where your target customers are hanging out at so it’s a
customers are hanging out at so it’s a
customers are hanging out at so it’s a great way to make those first
great way to make those first
great way to make those first connections
connections
connections I would then look to get in front of
I would then look to get in front of
I would then look to get in front of connectors so potential referral
connectors so potential referral
connectors so potential referral partners who can you partner up with
partners who can you partner up with
partners who can you partner up with where you prefer them business tickler
where you prefer them business tickler
where you prefer them business tickler for you business i look to get into the
for you business i look to get into the
for you business i look to get into the local media you want to be seen as the
local media you want to be seen as the
local media you want to be seen as the local expert for insurance for you know
local expert for insurance for you know
local expert for insurance for you know whatever age group again whoever your
whatever age group again whoever your
whatever age group again whoever your target customers are and pitching the
target customers are and pitching the
target customers are and pitching the media is a lot easier when you have your
media is a lot easier when you have your
media is a lot easier when you have your unique value proposition and you know
unique value proposition and you know
unique value proposition and you know who you’re targeting as your customers
who you’re targeting as your customers
who you’re targeting as your customers and you have a story to be able to tell
and you have a story to be able to tell
and you have a story to be able to tell instead of just I’m Joe the sales guy
instead of just I’m Joe the sales guy
instead of just I’m Joe the sales guy right so getting the media local media
right so getting the media local media
right so getting the media local media especially we can have some kind of
especially we can have some kind of
especially we can have some kind of ongoing relationship if you’re writing a
ongoing relationship if you’re writing a
ongoing relationship if you’re writing a monthly column for example in your local
monthly column for example in your local
monthly column for example in your local Media could really help identic about
Media could really help identic about
Media could really help identic about creating content and for here you’d want
creating content and for here you’d want
creating content and for here you’d want to be creating articles and other types
to be creating articles and other types
to be creating articles and other types of content that again are geared towards
of content that again are geared towards
of content that again are geared towards your target customer educating them
your target customer educating them
your target customer educating them creating a monthly newsletter that goes
creating a monthly newsletter that goes
creating a monthly newsletter that goes out that you also post on your website
out that you also post on your website
out that you also post on your website so giving them ongoing useful helpful
so giving them ongoing useful helpful
so giving them ongoing useful helpful content that talks about where the right
content that talks about where the right
content that talks about where the right with their stage of life that might be
with their stage of life that might be
with their stage of life that might be able to you might be able to help them
able to you might be able to help them
able to you might be able to help them with and new products or services that
with and new products or services that
with and new products or services that you’re coming out with that again could
you’re coming out with that again could
you’re coming out with that again could be able to help them and then it also
be able to help them and then it also
be able to help them and then it also create video and if somebody is meeting
create video and if somebody is meeting
create video and if somebody is meeting you in an event or they heard about you
you in an event or they heard about you
you in an event or they heard about you through the media or the regular your
through the media or the regular your
through the media or the regular your articles a great way to introduce
articles a great way to introduce
articles a great way to introduce yourself again is through video
yourself again is through video
yourself again is through video especially if you haven’t met them yet
especially if you haven’t met them yet
especially if you haven’t met them yet it’s coming through a connector or media
it’s coming through a connector or media
it’s coming through a connector or media another source people again this is a
another source people again this is a
another source people again this is a very personal business for you people
very personal business for you people
very personal business for you people will make decisions really quickly based
will make decisions really quickly based
will make decisions really quickly based on seeing you and hearing you so if you
on seeing you and hearing you so if you
on seeing you and hearing you so if you create a quick video of yourself that
create a quick video of yourself that
create a quick video of yourself that goes up on your website when people land
goes up on your website when people land
goes up on your website when people land they’re able to learn a little bit about
they’re able to learn a little bit about
they’re able to learn a little bit about you kind of see what you like what
you kind of see what you like what
you kind of see what you like what you’re about again you’re talking about
you’re about again you’re talking about
you’re about again you’re talking about these two things your unique value
these two things your unique value
these two things your unique value proposition and types of customers you
proposition and types of customers you
proposition and types of customers you like to deal with and it’s goes a long
like to deal with and it’s goes a long
like to deal with and it’s goes a long way to be able to make a warm welcome
way to be able to make a warm welcome
way to be able to make a warm welcome online when you haven’t actually met
online when you haven’t actually met
online when you haven’t actually met somebody face-to-face and when I first
somebody face-to-face and when I first
somebody face-to-face and when I first started my business my website is off my
started my business my website is off my
started my business my website is off my name’s Evan Carl calm I kind of hid
name’s Evan Carl calm I kind of hid
name’s Evan Carl calm I kind of hid behind my content and we did a lot of
behind my content and we did a lot of
behind my content and we did a lot of profiles the famous entrepreneurs and
profiles the famous entrepreneurs and
profiles the famous entrepreneurs and people started writing in asking about
people started writing in asking about
people started writing in asking about me and who I was and eventually I
me and who I was and eventually I
me and who I was and eventually I started creating more and more content
started creating more and more content
started creating more and more content and got into video as well and people
and got into video as well and people
and got into video as well and people seem to really like the videos and it’s
seem to really like the videos and it’s
seem to really like the videos and it’s a great way of people to kind of get to
a great way of people to kind of get to
a great way of people to kind of get to know me and I’ve had people come up to
know me and I’ve had people come up to
know me and I’ve had people come up to me and feel like they already know me
me and feel like they already know me
me and feel like they already know me because they watch other videos and
because they watch other videos and
because they watch other videos and they’ve seen all of them and they our
they’ve seen all of them and they our
they’ve seen all of them and they our regular viewers and you know I don’t
regular viewers and you know I don’t
regular viewers and you know I don’t know them yet but it’s great to meet
know them yet but it’s great to meet
know them yet but it’s great to meet them so you can have the same
them so you can have the same
them so you can have the same relationship where people can come to
relationship where people can come to
relationship where people can come to your site quickly watch your intro video
your site quickly watch your intro video
your site quickly watch your intro video see you’re a nice guy see that you
see you’re a nice guy see that you
see you’re a nice guy see that you understand their needs and your catering
understand their needs and your catering
understand their needs and your catering just to them and they’ll start forming a
just to them and they’ll start forming a
just to them and they’ll start forming a relationship with you even though you
relationship with you even though you
relationship with you even though you haven’t really started a relationship
haven’t really started a relationship
haven’t really started a relationship with them yet so they’re more actual
with them yet so they’re more actual
with them yet so they’re more actual more likely to pick up the phone I want
more likely to pick up the phone I want
more likely to pick up the phone I want to call you so hope that helps so again
to call you so hope that helps so again
to call you so hope that helps so again come up be unique value proposition what
come up be unique value proposition what
come up be unique value proposition what makes you different identify who your
makes you different identify who your
makes you different identify who your target customers are in as much detail
target customers are in as much detail
target customers are in as much detail as you can then start your marketing
as you can then start your marketing
as you can then start your marketing strategy through events going after
strategy through events going after
strategy through events going after connector
connector
connector is getting to the media create a content
is getting to the media create a content
is getting to the media create a content strategy and creating some video as well
strategy and creating some video as well
strategy and creating some video as well Joe I hope that’s useful if you guys
Joe I hope that’s useful if you guys
Joe I hope that’s useful if you guys like the video please leave a comment
like the video please leave a comment
like the video please leave a comment below and it also always appreciate it
below and it also always appreciate it
below and it also always appreciate it when you want to leave a thumbs up for
when you want to leave a thumbs up for
when you want to leave a thumbs up for the videos so thank you and we’ll see
the videos so thank you and we’ll see
the videos so thank you and we’ll see you on the next episode
”
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