The real reason why these work, and cold-calling often does not, is that
these techniques simply let people know that you exist. You are not demanding
their time; you are simply putting an idea in their mind. When they call you
for an appointment, they have determined that they have a need that you might
be able to help them with. You become the expert that they need—not the pushy
salesperson.
The second reason that these work is that they can be used by any insurance
agent. If you are a new agent with little money to spend on advertising, you
can easily create fliers on your computer and drive around and pass them out.
If you have a little more to spend, you can begin doing seminars to attract
potential clients.
Of course, the only way to make any of these work is to use them
consistently. You must make time everyday, just as you would set aside a time
to cold-call, to drop off fliers or to plan and execute exposure events. These
things cannot just be ideas; they must be implemented to help you make money.
Now, get out there and make your job of selling insurance what it should be:
fun and exciting—not boring and grueling!