I work with life insurance agents. I teach them how to use direct mail, referrals, networking and web to get new clients and keep existing clients. I feel like I’m running out of things to tell them and have exhausted trying to get anyone excited about doing postcard marketing or newsletter marketing.

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Jay’s Answer: Have you researched what has worked? If you can show ROI of a specific technique, then you’ll get a lot of interest. Otherwise, your ideas aren’t any better than anyone else’s.

Life insurance doesn’t benefit the buyer – it benefits the buyer’s next of kin. Therefore, focus on major life events where the importance of family is highlighted: birth, start of school, graduation, marriage, divorce, and retirement. As appropriate, congratulate the achiever, and remind them to keep investing in their family’s future.