I call 100 people to get 6 good New York Life leads and that action turns into 1 policy being sold. This was the rubbish that Nick was telling me on the phone. I was appalled. I used to be on the calling end of a live caller for many restless hours per day. That sucks, I thought to myself. I’m sure he could feel the deflated energy existing every pore in my body.
Run that through your head, I call 100 to get 1. I guess I’m a tad different because we’ve figured out a pathway to generate exclusive life insurance leads through LinkedIn. It’s been a super fun time because nobody can steal those leads & they are not sold to anyone else!
When I know that my appointment show-up ratio is 92% & my closing ratio is between 20% & 24% of the people I talk to, it’s really hard to hear those words above. This blog post is going to teach you how to achieve the same level results. Click the button below to grab my free course on LinkedIn (80 modules), if you want results.
Over the past 8+ years we've generated 50,000 leads using the power of LinkedIn & authentic relationship building to create magic.
This newsletter will share with you everything I've learned to create monumental results.
3 Easy Steps To Create New York Life Leads
- Have a target market strategy
- Create opportunity with those folks
- Convert opportunities into business relationships
Now that I told you the steps, let’s jump into the detail that will create the destiny.
The Problem With Exclusive New York Life Leads
We have to start at the problem. I’ll dive deep into the steps of using LinkedIn to generate leads later in this post. The problem is everyone is getting coached by their companies to buy these leads. To me, the coach is suppose to give us the answer, the solution, not the next thing to put another dollar in their pocket.
I’ve been in the sweaty mess. The leads are sold over & over again. How can that be any fun at all? We are here trying to protect others with life insurance but we are treating them like a dying seal in the middle of sharks.
It has never added up to me. The feeling tone of doing business that way has always been appaling to me therefore I refuse to do it. Not counting how non-fun it is to call folks who have been called by 10 – 20 other people & will be called by many more in the future.
The facts are clear. Most life insurance companies don’t have the agents best interest at heart. They have their pocket books at heart. They create income from the lead vendor and that is why they tell you to do it. We’ve had people get a little angry because they are losing cash out of their pocket. I’m not saying this is the case with your company, I hope it’s not. I’m just saying that we see it time & time again.
The 2nd Level Principle
Here at TheLiveNetworker, we operate by the 2nd level principle. This means we ALWAYS focus our attention on level 2. Our prospects know hundreds of people & it's our goal to make them love us so much that they want to put referrals in our life.
This principle protects us from potentially making a wrong move just to make a sale. Keeping ourselves rooted in generosity will always pay huge dividends long-term.
The Mindset Of The Perfect LinkedIn Leads
Your mental capacity is like software that either can have magic or destruction, you get to choose. Do you ever find it fascinating that 2 people can experience the same exact circumstances yet 1 is happy & the other is not?
It’s one of those things. Your mind & the consciousness of the thoughts going on in-between your ears is the difference between success & failure. Have you watched a basketball star completely fail in the last minutes of the game?
On the contrary, watch “The Last Dance” & seeing Michael Jordan hit clutch shot after clutch shot was nothing short of miraculous. Game 6 in Utah with a couple of clicks on the clock left.
Jordan dribbles right, with the audience white knuckled, gives a nasty cross-over to have a wide open shot & you know the rest of the story. I feel bad for Russell, the Utah guarded with the job of guarding Jordan. He didn’t have a chance.
People talk about Jordan’s talent all the time but I don’t hear folks talk about his mind. The reason he won 6 championships is because of his mind. Yes, his physical ability certainly didn’t hurt, but his ability to beat you upstairs won. He never carried his last shot into the next, EVER.
This is how you must become. If you allow yourself to be at your default, you will simply fall victim to mind chatter. I highly encourage you to bring meditation into your daily habits, this is where I learned real, actionable techniques to follow, Think Like A Monk.
When you adopt a daily meditation routine, you’ll discover an entirely different life in business. You’ll see a sense of letting your past failures go & you’ll allow yourself to live in the moment. The moment is where Jordan always lived. The moment is where you’ll soar like an eagle.
New York Life Leads #1 Problem
I know it seems crazy but the #1 issue with generating life insurance leads happens long before you ever get on the field. Much like a high-level athlete before the season.
You have to choose your target market or your desired niche to work within. There are millions of life insurance agents nationwide. What will make you unique? How will you become referable?
These questions will ultimately show your destiny to you. You can get a good grip on how to put the pretty stuff on your brand by clicking here.
The problem is, most people in all industries rush in to build the pretty stuff long before they do the work. Can you imagine your favorite artist coming out on stage to perform a song that they never practiced?
They would be laughed at & ridiculed off stage. This is what life insurance agents do every single day. You must dig deep. You must understand who you are, not who you think others want to see.
There is a specific niche group of folks out there as (life insurance leads) that would love to do business with you. That same group is where you’ll have the most fun. If you consistently pretend to be somebody you are not, it’s impossible to see the greatness come upon you.
We can help you with that. My wife is an incredible branding expert. If you need or desire help… Go here to see what we can do for you.
I built a completely free blog post on how to create your perfect target market strategy & you can see it here.
The LinkedIn Profile For Life Insurance Agents
No, this isn’t where you put your company & a bunch of phony links to click. Do you really think you’ll start getting professionals to click on those links you put out there? No, so don’t do it. This is where we build massive credibility. You have 2 choices. You can either use your LinkedIn profile to look amazingly credible to help you massively before every call or to look like another sales focused yucky yuck that doesn’t get it.
Trust me, you want to be in the 1st category. You’re dating, okay. I know you may be in an amazing relationship but just imagine you are in the dating scene once again. If you were setting up a profile online to attract that perfect someone, would you do your do-diligence to create the perfect image?
Or would you haphazardly grab an image from your phone and slop it up there. In the banner space, you throw a quote picture that doesn’t fit. You decide not to fill out your experience & what you like to the T. The experience of seeing you online is very “cheap”.
If you were looking for a fantastic date, you aren’t going to get it doing it this way. It’s flat impossible. If you would like to create life insurance leads using LinkedIn, you have to setup your profile correctly. I’ve already put a very detailed blog post together regarding the perfect profile to attract life insurance leads. You can see it here.
NOTE: If you do not set yourself up correctly, I will guarantee you will not have success on LinkedIn. At least not the level of success that you could have.
The Process Of Creating Opportunity On LinkedIn
Now that you have your LinkedIn profile setup correctly & your target market strategy nailed, it’s now time to talk about creating opportunity. When I say creating opportunity, I want you to think about getting your perfect prospect to book an appointment with you.
I have all the scripts waiting for you in another post solely focused on the detail of the process. In this post, I go through our entire process that has created 50,000 LinkedIn leads across the world.
Your only objective is to get on the phone with these amazing people. You want to create the scenerio to have a mutually beneficial call with them.
We’ve noticed 2 things. Folks on LinkedIn that will not agree to a phone call will almost NEVER make a good life insurance lead. It just doesn’t work very well.
This is why we focus on the words of mutually beneficial & asking for a phone call. Don’t waste time like you might do on Facebook. It’s a complete waste, so stop the non-sense. Remember, my entire process in great detail is right here.
The 2nd Level Principle
Here at TheLiveNetworker, we operate by the 2nd level principle. This means we ALWAYS focus our attention on level 2. Our prospects know hundreds of people & it's our goal to make them love us so much that they want to put referrals in our life.
This principle protects us from potentially making a wrong move just to make a sale. Keeping ourselves rooted in generosity will always pay huge dividends long-term.
How To Easily Convert LinkedIn Leads Into Sales
I think you are seeing a pattern. I have a unique way of blogging and giving you the actual content you really want to see. I have the entire conversation proccess laid out over here but let’s tackle the important points.
It’s fairly easy to layout all the detail but when we step back a bit & let the dust clear, we can teach the important thing. This is a LinkedIn With Generosity principle. I call it 2nd level.
You never want to think about the actual sale. With life insurance leads, this will cause you to do things that you will regret. Instead, think about all the people that your 1st level prospect can put in front of you.
It’s inherant in all of us. We will push a little hard and sell a little too much just to get a sale. If we have the 2nd level in mind, we will never ever create anything but generosity in business.
Logically, it doesn’t make sense. Every amazing prospect you run into has at least 200 people they could put in front of you. If you treat them so damn good that they always want to put those folks in front of you, they will want to be in your world too.
If you want to know the details over converting LinkedIn leads, go here. Just remember this Linked With Generosity priciple. It will treat you well.
The Conclusion Of Creating Life Insurance Leads
As you can see, there are far better ways to create life insurance leads than buying them or hoping they land on your desk. I’ve given you all the resources in this blog post to create your own but some of you want to go faster.
We’ve learned here at TheLiveNetworker that prospecting is just a means to and end. We only prospect to get a qualified lead on our calendar, that is all.
Some of you might want to go faster. This is what we are experts at. We do the hard, monotonous work so you can do the fun work. The fun work is presenting & making money. If you want to leverage your time, check this out. It may be for you.
For everyone else, please grab my free LinkedIn course below. Of course, you deserve it & it’s no cost to you.
With Generosity,
Terry Jay Gremaux
+1.406.366.9280
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