NAILBA Perspectives - April 2016 - (Page 22)

life happens 3 Ways to Bring Value to the Producers With Whom We Work CLIFF F. WILSON, CLU, CHFC, CLF, LUTCF, CHAIR, LIFE HAPPENS I f we're doing our jobs right, we are constantly striving to bring value and actionable ideas to the producers we work with. It's not necessarily easy, and sometimes we need a bit of inspiration, so I thought I'd share a few things that I do in our agency. 1 Keep things top of mind with a weekly email. Each week I send out an e-newsletter; it gets sent overnight so it's in agents' email inboxes on Friday morning. I use a Constant Contact template that gives it a professional appearance and makes it easy for me to slot news, information, and tips into preset areas. Each newsletter has a bit of commentary from me, as well as covering production numbers and congratulations. It also highlights news and resources of interest. For that area, I often pull from NAIFA information, LifeHealthPro's website, which always has something new, and information from Life Happens. It may be a new marketing resource, campaign information, or a tip on how to put some of its resources into action. I also use Life Happens' great graphics, especially the inspirational quotes, to highlight a theme I might be working with, say "Focus on what we control," or just to add visual interest to the newsletters. I realize that not everyone reads the e-newsletter all the time, but I think that it's beneficial even if they scan through it and occasionally click on a link of interest. The great part of doing 22 perspectives APRIL 2016 Get Your Producers' Stories Told I believe so strongly in the power of Real Life Stories (see tip #2) that I always encourage the producers I work with to submit their own story to Life Happens, which runs the Real Life Stories Client Recognition Program. Last year a producer I work with, Lars Hansen, had his story chosen. You can watch it here: www. lifehappens.org/sherman. It's now an excellent resource for both Lars and our agency to use. You can learn more about submitting stories to the program at www.lifehappens.org/reallife. it through a service like Constant Contact is that you can track who opens the email and who clicks on which links. 2 Promote specific Real Life Stories to help producers do better prospecting. The Real Life Stories from Life Happens show how families and businesses have benefited in their time of greatest need by having proper insurance planning in place-with the help of an agent. These stories are available in digital flyer or video format, and I truly believe that they are one of the best resources available to us in the industry. They show prospects and clients who need coverage, or more of it, exactly what our products do for families and businesses. But more than that, they help make more sales. Here's an example: An advisor I work with used the business-related Real Life Story of the Young family. Scott Young had turned a one-man enterprise into the larg- http://www.lifehappens.org/sherman http://www.lifehappens.org/sherman http://www.lifehappens.org/reallife

Table of Contents for the Digital Edition of NAILBA Perspectives - April 2016

NAILBA Perspectives - April 2016
Contents
Chairman’s Corner
CEO Insights
Can You Tell If Your Agency is a Success? Measuring Your Results
NAILBA Charitable Foundation
Life Happens
Member Profile
Agency Successor Networking Group
Calendar of Events

NAILBA Perspectives - April 2016