How to use your local newspaper as a prospecting
Your local newspaper is full of prospects that you need to
The best time to talk to someone is during a life changing event.
Like getting married, having a baby, or someone that has just lost a family member. The newspaper has all of these
I guess this would be part of the buying on emotions that I have
talked about before.
I will first talk about the baby announcements. Having a newborn
baby is like no other feeling in the world. It is a happy and scary time all at the same time for most parents.
Agents have been contacting new born parents for ages about life insurance. Some even go to the hospital and bring
the new parents a gift and talk to them about life insurance. I can tell you that this does work also. But I'm
going to stick with direct mail pieces at this time. I want you to think just like a new born father thinks. You
want the best for you child. You just want to protect that new child from the world and make sure that nothing bad
ever happens to the child. You are even thinking about if your child will go to college or not. One thing that you
are not thinking about is what will happen to this child future if and when you die. You have a new responsibility
to protect this child from this event. If something happens to the new father or mother, the child should still be
able to go to college and maintain their current lifestyle. I think it is important for the new parents to buy life
insurance on themselves and the new born child. It is something that no parent ever wants to think about, but it
does happen. As insurance agents we see this all the time.
Another life changing even would be just getting married. This is
in the newspapers wedding announcements section. It is important to protect the person that you just married with
life insurance. It is something that we must make the clients think about. A lot of people that just get married
also buy a new home. Buying Life Insurance is an important step to any marriage. At least the wife's think so.
Trust me; the wife's are already thinking about it. I don't blame them.
Okay, I'm going to talk about the obituaries for a second. I want
to stop and say, that this must be done in a tasteful manner. There is no bigger life changing even then losing
someone that you love. There is no bigger time that people think about death then at a funeral. The last thing
anyone should have to worry about at a funeral is bills. I wish that everyone had life insurance but they don't. We
have all been to funerals where they had to pass the hat to collect enough money just to pay for the funeral. It is
sad and no family deserves this. I'm also going to stop and say that you want to just write down these names, and
have a waiting period before mailing these clients. You do not want to tell them, that you got their names from the
newspaper. There are several different methods that agents use. One is to act like you are just mailing them
randomly and do not know they just lost someone. Another way is to approach them about losing their loved ones.
Again in a tasteful manner. I purchased my own personal life insurance on myself, before I was married or a life
agent, when I lost my brother at 26 years old. I thought a lot about dying and death at the time. Every funeral I
go to, I think about death. I've even been to funerals where I thought to myself, I'm glad this is not my family
that doesn't have enough money to pay for the funeral or take care of the family. I've even heard others say, that
the deceased should have bought life insurance so his family would have not had to go through this. If you could be
a mind reader at a funeral, there is no telling what thought you would hear. I'm not trying to make a joke on this
either. I don't think I need to stop and tell you about emotions at a funeral or losing your loved one to
I know someone will ask me, so the answer is yes. I have done all
three of these methods in the past. The answer is yes, they all three worked for me personally. This was something
that I was trained to do, and at the time the insurance companies would even give us what to mail to
A lot of the clients that I helped were grateful that I was there
to protect their families and they wanted to make sure, that if something happens to them that their loved ones
would not have to worry about money.
I wanted to share this with you all. This may work for someone of
Direct mail is the best way to contact these people, but is not
the only way.
You can brainstorm with this idea and I hope others agents can add
some positive ideas to make this idea even better. I'm trying to bring some old school sales ideas, to some of the
new agents. I did not invent this idea, but was taught it in my early life insurance days.
No one likes to think about death, but it is our job to make them.
It is also our job to protect them and make sure they have a plan of protection.