8 14-steve dejohn-425pm
TRANSCRIPT
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Marketing‐Marketing‐Marketing!How many spokes are in your marketing wheel?
Speaker: Steven R. DeJohnPresident, DeJohn Advisory Team VP of Sales, Dressander|BHC.
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How many spokes are in your marketing wheel?
Email blasts Telemarketing
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Where are you marketing right now while sitting in this meeting?
The foundation to a well‐ thought‐ out marketing campaign is being consistent at what you are good at. i.e. Michael Jordan. Heinz 57. A marketing campaign is not a website or a mailer. Those are important spokes in your wheel yet they do not constitute a comprehensive marketing campaign. A comprehensive campaign that works must have sustainability. It’s a pragmatic plan of attack allowing you to do what you do best‐ see more people and close. The 3 main components are marketing, branding and lead generation. I will cover many different ways that I use to get ahead of the curve with all three of these critical components of your marketing campaign.
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Spoke #1. Seminars.“Paycheck For Life”
Clear, no‐nonsense 30 slide PPT. all about Annuities.This no‐nonsense seminar discusses the pros and cons of all annuities. You’ll learn how to quit talking “around” annuities, and start talking “about” annuities to your clients.This seminar includes:• Three influential videos within the PowerPoint presentation.• An extremely powerful appointment sheet.• Turnkey materials to invite and engage prospects in this one‐of‐a‐kind seminar.• I average $1M in annuity sales per seminar.
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Paycheck for Life Seminar
Best seminar I ever did. I like that it gets right to the point and focuses only on annuities. People know why they are there and what they are going to hear about. It’s honest and clear and concise. I would recommend it to anyone in the business.
– Randy H.$10,000,000.00 Producer.
Best seminar I ever did. I like that it gets right to the point and focuses only on annuities. People know why they are there and what they are going to hear about. It’s honest and clear and concise. I would recommend it to anyone in the business.
– Randy H.$10,000,000.00 Producer.
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“1‐2 Punch Seminar.”2 Biggest Paychecks at Retirement.
1. This seminar give examples of Social security planning offering the prospects a chance to get their personal software analysis from us illustrating how to maximize their benefits.
2. This allows us to convert their retirement accounts, IRA, 401(k), brokerage accounts, into and income they can never outlive.
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Spoke # 2. Radio commercials with calls to action
• We have numerous 60‐second commercials that promote FIAs in our area. The ads are designed to pique listeners’ interest by talking about the benefits of FIAs and urge listeners to call to learn more.
• The Offer:• Call now to get your FREE DVD Paycheck for Life. • Call and receive your personal paycheck for Life quote within the next 5 minutes!• We send an email with the LIBR and other pdf’s promoting FIA’s.• We send our professional 7 minutes DVD with our business card.• Typically we are selling via email or phone prior to DVD ever leaving the building!
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Play Commercial
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Spoke #3. TV commercials for “branding” on a local level
• I used to have 10,000 spots a day throughout Chicagoland…
• Now just in my suburban area.• Never really obtain leads but…• Always obtain credibility and increases close.
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Play TV Spot
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Spoke # 4. SEO & PPC
Using the Internet to generate leads on Google.
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Pay‐Per‐Click Lead Generation: Internet annuity leads!
• 78 Million Baby Boomers retiring in the next 19 years.• 10,000 people a day turn age 65.• 12,600,000 search engine results for the keyword/phrase: • “Retirement Planning using Annuities. • We are on the front page in the first position!
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Pay‐Per‐Click Lead Generation: Internet annuity leads!
Features include:• Geo Targeted Search Traffic• Leads will come from our location• Multiple Landing Pages• Show ads at the top of Google • Compete on all relevant and targeted Keywords Searches• Only showing ads to individuals based on qualified searches• Valuable, in‐depth user tracking and analytics• It’s all about Quality Score 1‐10.
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Pay‐Per‐Click Lead Generation: Internet annuity leads!
Here’s What we Get:• Unique Landing Page With URL• Landing Page Hosting• Landing Page Annuity Video• Contact Form With Auto Thank You Page• Customized CRM for Lead Management & Distribution• Leads Automatically Emailed to us• Paycheck for Life/Retain Your Gains DVD• Customized Traffic Analytics Package• Retargeting Banner Ads
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Search Engine PPC ResultsRetirement Planning With Annuities
1st Position
1. Superior Ad Position
2. Lower Price Point
3. 100% Coverage
4. High Traffic Volume
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Geo Targeted Landing Page
Multiple Conversion Paths
Convert prospects into annuity buyers
“Your Town” Retirement Annuity
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Spoke # 5. DVD‐marketing to all prospects of interestMarketing and closing business is easy with our DVD that has 2 very unique videos….Retain your GainsThe Retain Your Gains DVD shows your clients how a fixed indexed annuity works and how beneficial it can be to their retirement goals. It uses easy‐to‐understand concepts to inform clients about red money (risky investments) and green money (safe investments). It also illustrates a five‐year example of the market going up and down, and how clients can retain their gains even in bad years. This is a must‐play video prior to every single appointment.
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DVD‐marketing to all prospects of interest
Paycheck for Life"What if I outlive my retirement?" This DVD shows clients how they can use the assets they have now and calculate exactly what paycheck they could have for the rest of their lives. It illustrates an IRA and a 401(k) rollover being repositioned into a fixed indexed annuity with an income rider, and then receiving paychecks for life!72% of all FIAs sold in 2013 had an income rider attached to it. The new market place is now ages 50‐75 versus 65‐85. It’s not caps any more..even though….. But its income!
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Spoke # 6 Email marketing.
Email marketing to your existing client base and all other emails you’ve obtained.How does our drip email marketing system work?You’ve spent a lot of your hard‐earned money to find and meet prospects through the years. And, many times no business has been written with them because the timing wasn’t right. Don’t waste all those prospecting dollars! The solution — drip email marketing!We have created a series of email templates to send our clients and prospects to keep them interested in annuities. We have picked up an additional $5M premium this year!
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Email marketing
Sample Topics:• The market doesn’t go up forever• Fire Sales: When bonuses or income
rider rates are going down• Paycheck for Life ticklers• Retain Your Gains• Supercharge your IRA
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Spoke # 7Telemarkting.
Turn your office into a telemarketing machine using telemarketers. • Register for the DNC.GOV. • Buy lists within 100 miles of our office.• 2 telemarketers that call 9‐12 and come back 5‐8 pm.• $10.00 an hour. $25.00 for qualified appointment.• 5% bonus on all sales.
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Spoke # 8 Direct mail with post card marketing
Turn your office into a direct mail machine .
1. We send out 1000 post cards every two weeks.2. They direct the recipient to call our office or visit our website. 3. Once they contact us we fact find on the phone.4. Qualify lead/potential client.5. Send DVD and email as it pertains to their situation.6. Book appointment7. Close
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Spoke # 9.Advertising on Commuter trains
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Commuter Trains
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Commuter Trains
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Spoke # 10Billboards
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Be confident, don’t over‐sell and be the best at what you do in your area.