How Financial Advisors and Life Insurance Agents can use a 3-step model for gaining clients. This 3-step lead generation system (to generate life insurance leads, annuity leads, investor leads, etc) works and for any financial product or service, works in any season works even if you are new in town.

1. Three Steps to a Full
Appointment Calendar
Anytime, Anywhere
Created by Bob Richards for SeniorLeads

2. Sponsored by SeniorLeads
• Has been matching prospects with
agents and advisors since 2003
• Over 1 million prospect matches
for 12,000 producers
• Share with you today what we’ve
learned

3. Agenda
• Three Rules of Prospecting for
Quality Prospects
Works for any product or service
• How to Implement the Three
Rules
• How to Automate the Process
(and also save money)

4. Agenda
• First, let’s look at the 3 steps,
the concepts
• Next, let’s see
how to
implement them

5. Rule #1
You must
never talk to a
prospect
unless they
are seeking a
solution, have expressed
interest

6. Stop Talking to People Who
Have Not Expressed Interest
• The days of intrusion
marketing are over—
– cold calls—(stopped by the
do not call rule)
– unsolicited email (spam
filters and spam laws)
– unsolicited mail (people
just trash it unopened)
Seth Godin “Permission Marketing” 1999 (Yahoo)

7. How to Find the Interested
Prospects
• To be successful, offer
an “info document”
so that the interested
people find you and
you stop intruding or
convincing the wrong
people why they should
be interested
“Free info-documents that address your target market are effective
marketing tools when they offer quick, concise solutions to common
problems, challenges and concerns.”
“Get Slightly Famous” by Steve Van Yoder

8. Rule #2
Make the
Prospect
Jump a
Hurdle to
Prove their
Interest and
Motivation

9. Rule #3
Get the
Prospect to
Trust you
BEFORE you
ever Meet
Them
A recent study of credit union members indicated that trust was
the number one reason for selecting and using an investment
provider (also true of insurance agent) Research Results: CUSO Financial
Services

10. Summary – Three Rules for
Winning Interested New Clients
1. Have interested prospects
find you
2. Make Prospects Jump a
Hurdle
3. Gain Trust and Credibility
Before you Meet

11. Implementation—Rule 1
1. Have interested prospects
find you
Easiest way is to capture the people
looking on Google/Facebook/Yahoo/Bing.
They are interested.
Why use the Internet?

12. Why the Internet is the
Perfect Prospecting Tool
“For help with a variety of common problems, more people turn to the
internet than consult experts or family members to provide information and
resources…. Focus on mature investors because they are more likely than
their offline peers to be married, highly educated, and enjoying relatively
high retirement incomes.” Pew Internet and American Life Project

13. Implementation—Rule 1
Google Pay Per Click Ads
1. Design the ad
2. Adjust Bids—you pay
each time someone clicks
3. On a “hot” keyword, the cost
per click can be $10+ to be on
page 1

14. Implementation—
Rule 2
Make Prospects Jump a
Hurdle
1. Design the opt-in form—
wording and graphics
2. Test many different
designs and word
choices
3. Track your conversion
rate for each ad design
and select best

15. Why the Internet is the
Perfect Prospecting Tool
• The prospect must
disclose their
personal information
• Who will fill out this
form?
Forrester Research conducted a survey of 100,000 Internet users
and found that 67 percent were very or extremely concerned about
online privacy.

16. Implementation—Rule 3
1. You write a nice
informational booklet (your
info document) and you
send this to the prospect
2. Most importantly, you print
your photo and name and
credentials on the front
3. Inside, you also provide
your background and
contact information.
Gain Trust and Credibility
Before you Meet

17. Send the booklet and
make a favorable
impression before you
call
Your call is warm and
has a higher chance to
close appointment
Implementation—Rule 3
Gain Trust and Credibility Before
you Meet

18. Implementation
• Does this all sound great
but TOO MUCH work?
• Would you rather that we do
the work, at a lower cost than
you can do it and you only pay
when we have a prospect for
you that has been filtered with
rules 1 and 2?
P.S. If you want to do this on your own, email
bobrichards@seniorleads.com with questions

19. We Attract Prospects
with Internet Ads
Annuities Income Social Security Investing
Tax Reduction LTC
Retirement
Planning
IRA Rollover Life Insurance

20. Build Credibility BEFORE
You Meet
• You mail the 15-page booklet
(we provide) personalized
with your photo, your name,
your credentials and even 2
pages inside with your
biography and information
about your services and your
contact information
• When the prospect receives,
he sees you’re the credible
professional in his area

21. Have We Fulfilled the Three
Rules for Prospecting?
1. Have interested prospects
find you
2. Make Prospects Jump a
Hurdle
3. Gain trust and credibility
before you meet

22. But There’s More
• We teach you what to say when you
call—scientifically proven methods to
get you more appointments
• Video training
• 25 page comprehensive guide—”How to
Convert Your Call to an Appointment”

23. Investment
• $179 to enroll—gives you exclusive
prospect matches in your area (you
select zip code and radius)
• $22 each time we match you with a
prospect that meets your criteria
• Would you like to have us work for you
and provide exclusive prospects for you
in your area ??? Let’s take a look.

24. Questions
• Type into question box at right
• Call us at 888-893-2993
• Register by Midnight, use code 14239
• Copy of “How to Be a Million Dollar
Producer” (45 page ebook)
• Three Months of Client Newsletter
($79/month)