As the old saying goes, the early bird catches the worm. The same can be said if you’re an insurance professional using Internet insurance leads to grow your insurance business.

Always call the prospect immediately - even if you don’t have the quote ready.

When prospects complete our online forms, their lead information is sent to you in real-time. So, why wait?

Here are five reasons why you should always pick up the phone and call immediately upon receiving the lead information.

1) Increased likelihood of immediately reaching the prospect. There’s a good chance that when you receive the lead information, s/he is still sitting at the computer. The sooner you can reach him or her, the better!

2) Helps prospects validate online process. We don’t want people to think we’re just another faceless online company. We want people to know we’re here to connect them with the best insurance possible. YOU are the person who will confirm that. As soon as you call the prospect, your phone call will validate to him/her that we’re following through with our promise. Your immediate call assures the prospect that their information was securely passed to the right people. By waiting to call, you’re only prolonging the process…and potentially losing a customer.

3) Less likely to wander. Like most consumers, I want instant gratification when I’m searching for a product. The more time it takes a service provider to get in touch with me, the more likely I will go to another Web site or store to search for help elsewhere. I know I’m not alone. Don’t give the lead the opportunity to stray. Once s/he has expressed need by completing our form, it’s in your best interest to get in touch and capture his or her attention ASAP.

4) You will be memorable. Being the first to call not only increases your chances of closing the sale, it also means that you will be more memorable. The insurance lead will probably have many questions to ask you and by being the first to answer those inquiries, s/he will be more likely to remember your responses and view you as the insurance expert you are.

5) Just be a friend. Don’t rush through the quote preparation and then call, only to find out you’re the second or third insurance agent in line. One of the most important things a successful salesperson will tell you about conducting business over the phone is to treat the prospect as you want to be treated. Most people don’t want to feel like they’ve been sold on something. They want to feel like there’s a genuine person at the other end of the line who is looking out for the prospect’s best interests. When the lead arrives in your inbox or your online account, just pick up the phone and make the connection. Besides, you may learn something s/he didn’t submit on the lead app that could affect the quote.

Internet leads are opportunities, they are not guaranteed sales. They can take a lot of time and work. All agents have their own individual processes for being successful, but insurance agents who are succeeding with Internet insurance leads are picking up the phone and calling the leads immediately.

Have a question about insurance leads? Need some tips for working insurance leads? Leave a comment and our experts will respond!

In this month’s Agent’s Sales Journal, writer Bill Cates offers his “10 Commandments of Event Networking“.

We’ve narrowed down his list to our top 5 networking tips for insurance agents as listed below.

1) Remember names. I’ve heard that if you say a person’s name 5-10 times, it is easier to commit to memory. During your conversation with a new contact, make an effort to say his or her name as you’re speaking. Now, don’t say it at the beginning and end of every single sentence, but throw it in often enough so that it’s easy to recall.

2) Make introductions. When you’re at an event, think of your current network of people and come up with ways to connect your connections. My circle of connections is very diverse both geographically and professionally, so it’s rare that any of them ever have the opportunity to meet on their own. The Internet makes it easier than ever to share your connections with others. Not to mention, helping friends connect with other trusted professionals in your network is just good karma.

3) To be interesting, be interested. I know you know what I’m talking about. You’re talking with a new person, only to realize he or she is completely looking past you for the next connection or for the next drink refill. Talk about a networking taboo. If you want someone to listen to what you have to say, you have to be interested in what s/he is saying. It’s only polite.

4) Spend time with new people. While it’s natural to gravitate toward your friends, you’ll have much better luck networking (and meeting insurance prospects) by opening up to new people and making new connections. Cates suggests sitting at a table where you know no one. This may seem awkward, but there’s no better way to meet new people than just diving in and introducing yourself.

5) Follow up. The follow up is an area where many people fail. It’s easy to seem interested when you’re interacting face-to-face, but the follow up is where your true colors show. Following up with a contact after your initial meeting shows that you’re interested in maintaining contact with that individual. During the initial meeting, take mental note of reasons to follow up with the person. Perhaps it’s to give him or her information about a book s/he may find helpful or to make an introduction to another contact in your network. Whatever the case, find a reason to follow up - even if it’s just to say “thanks, it was a pleasure meeting you.”

If you’re an insurance agent, you’ve learned that networking is a core component to expanding your insurance business. Use these tips to increase your connections today!

To see all ten of Mr. Cates’ tips, click here.

Let’s face it. Talking about insurance is boring. You know it. I know it. This isn’t a shocking revelation.

Most people only want to talk about insurance when they absolutely need it or when something bad happens.

Let’s talk about how you can change this.

In a recent BusinessWeek article, “Insurers: Effective Innovators - Almost”, by G. Michael Maddock and Raphael Louis Viton, the authors explain the vital role communication plays in the insurance industry:

“Do you remember how you felt on your first day in chemistry class, when you were being passionately taught something that had no relevance to you at all? What if this is how you are making your customers feel? What if they don’t understand your product? What if the words you are using don’t resonate with them? What if they don’t see the benefits? What if they don’t think your product is worth their time?”

Sure, your insurance business may have a great commercial or a clever tagline, but if your prospects don’t understand the specific benefits you offer or why your products are the best choice for the individual’s needs, you might as well just walk him or her over to your competitor’s doorstep.

People crave information and communication they can understand - especially when it comes to how a product specifically serves one’s financial needs.

Now I’m not saying to talk to your customers and prospects like you talk to your child’s classmates on “Take Your Parent To School” Day, but use language they can understand. Ask questions. If you feel like you’re overwhelming them, take a step back and re-frame your information in simpler terms. The goal here is to make sure your prospect’s questions have been answered thoroughly. Never give them a reason to look for answers from someone else.

Don’t confuse your prospects or keep them searching for more information. You’ll win lifelong customers by clearly communicating what makes you and your product stand out from the rest of the pack.

Have a unique process for how you communicate benefits to your customers/prospects? Please share here!

Are you on Facebook?

Now as an insurance agent, you may be thinking, “My kid is on Facebook,” or “All the teenagers gossip on Facebook,” or “It’s such a time-waster. Why would I get involved or care?”

That’s a great question. The folks with Agent’s Sales Journal have recently answered it.

In the ASJ article, “Expanding Your Business with Facebook: A Primer for Agents”, Associate Editor Heather Trese offers insight and feedback from other insurance agents who are using the site to connect with prospects.

Trese explains that “with the 35-and-older age group being the fastest-growing demographic on the site, Facebook presents a unique opportunity to network with prospects and market your [insurance] practice.”

So how will it help me grow my agency?

Facebook offers a new, quick, casual way to network - in a sense, a virtual happy hour. It also allows you access to information you may otherwise never gain (based on privacy settings, of course), which makes it easier to effectively communicate and/or establish relationships with prospects.

As with any marketing tool, approach with caution.

Take some time to learn how to use it and realize that there could be negative side effects if it’s used improperly.

Click here to view the full article and read Trese’s dos and don’ts of creating a Facebook profile.

Already on Facebook? Great! I hope you’ll become one of our Facebook fans so you’ll be in the know about our free webinars, special offers, new integrations, sales tips and more! Click here to become a HometownQuotes Facebook fan.

Have a neat story about how Facebook has helped your insurance agency? Please share here!

Rogue hot-water heaters + Hapless pole dancers + Hungry four-legged friends = Very strange insurance claims

In this month’s National Underwriter P&C, writer Phil Gusman shares an array of…interesting…stories about insurance claims as presented to him by a handful of insurance professionals.

I’m recapping here:

Crazy claim #1

An agent in North Carolina recalls a claim he worked with in the mid-1970s that involved a hot-water heater that shot through the roof of a family’s house. When he arrived to assess the situation, the house was moved several inches from its foundation and had a large hole in the roof. Turns out that, while the family was on vacation, their pilot light went out, causing a gas build up throughout the house. When their refrigerator clicked on, a spark lit the natural gas and shot the hot-water heater through the roof - nearly 100 yards from the house in a field.

End result? Pretty much the entire home was replaced, with the exception of the frame, which was moved back onto the foundation.

Crazy claim #2

I must say, this is an HTQ Agent Blog first. I’ve never discussed “pole dancing” on here, nor did I ever foresee myself discussing this…pastime. As we’ve all learned in the insurance world, however, you can’t really anticipate when or how something will go wrong. So perhaps it shouldn’t come as that much of a shock that we’re talking about this on here today. The National Underwriter article reveals several instances where a dance pole was the catalyst to an insurance claim. One example involves an individual who, while out with  friends, made an attempt to swing on a dance pole, but unfortunately broke it instead. The young woman was thrown to the floor and hit her head.

End result? Because the venue had installed the pole, and not a third party, the (insured) venue was liable for the claim.

Crazy claim #3

A North Dakota insurance agent shared an unusual insurance claim that involved a burger, fries and Fido. The insured had just picked up fast food through a drive-thru window, when his hungry four-legged friend dove for the take out bag, causing the insured to hit the gas pedal and accelerate into the vehicle in front of him.

End result? That sack lunch cost around $1,000 in claims.

Want to read more wacky insurance claims? Check out Gusman’s entire article here.

Have an interesting insurance story you’d like to share? Please leave it in the comments here or email krista |at| hometownquotes |dot| com.

Any insurance agent blog readers at this year’s PIANJ/PIANY Joint Conference? If so, please stop by booth 325 and say hello to Nick and Robby!

The nomination deadline is fast approaching for Insurance Journal’s 2009 Top 100 Property/Casualty Independent Agency.

Don’t miss this chance to share your accomplishments and have your business recognized among the insurance industry’s best agencies.

There are three ways to qualify:

- Top Overall Independent Agencies
- Top Commercial Lines Independent Agencies
- Top Personal Lines Independent Agencies

The deadline for nominations is Monday, June 8. Click here to complete and submit your application today!

Looking for tips to drive growth for your insurance business?

Apply these ideas from business owners compiled by Mike Michalowicz over at the Toilet Paper Entrepreneur blog:

1) Have a team-focused growth strategy.
2) Build a talented team of people you trust.
3) Implement a flexible business plan.
4) Make sure you have systems and processes.
5) Be passionate. Or quit.
6) Add HometownQuotes Internet leads to your marketing plan. (Okay, I added this one.)

We’re hearing more and more success stories each day about how our Internet leads are helping insurance agents connect with the best prospects. Why? Because of our quality. To learn how we can build a customized marketing solution for your insurance agency, click here.

To see the full list of Mike’s tips, click here.

Do you save all of your emails? Does it take you more than 10 seconds to scroll from one end of your inbox to the other? Are you constantly searching for important messages, but just can’t seem to find them?

If you answered yes to any of these questions, you may be suffering from inbox outrage. And that means you could also be missing out on important prospects!

Follow these tips to remove the chains of email clutter and be on your way to a neat and tidy, productive inbox:

1) Review every day. Depending on how many messages your inbox currently contains, I recommend reviewing all of your emails at least once a day to see whether or not messages may be deleted. The more messages, the more time it takes to find exactly what you’re looking for.

2) Create just a few file folders. The more folders you have, the more difficult it will be to find the message you need. Reduce the number of messages in your inbox by first creating a “save” folder. Only move your most important emails to this folder. If you begin seeing patterns in the types of messages you’re saving, you may want to create a few more file folders in which you may categorize your messages even further. (It would be advisable to create a “current client” folder as well as a “prospective client” folder. If you purchase Internet leads from HometownQuotes, you could create a “HometownQuotes” folder or an “Internet leads” folder. Just remember to keep your file folders at a minimum to reduce confusion.

3) Read it. Do it. Now delete or save. After moving your most important messages to your new file folders, review the messages that remain in your inbox. If the remaining messages are no longer useful or do not require action or attention, delete them. It’s easy to let your email get out of control if you do not routinely monitor your messages and delete or save them to a folder as necessary.

4) Only one email per topic, please. FW: FW:, RE: RE: RE:, etc. I’ve had countless strings of emails litter my inbox. If you’re a contributor within a chain of email responses, remember to keep the most recent emailand toss the previous related messages. As long as the necessary information is included in the most recent email, you do not need the prior messages.

5) No scrolling. I don’t know about you, but I don’t like to scroll through my inbox. More message scrolling for me means more messages getting lost and less productivity. Delete more = scroll less.

If your email inbox is overflowing, follow these tips to mellow your symptoms of inbox outrage and be on the high-road to recovery.

Do you have a specific email management method that your fellow insurance agents would find helpful? Please share here.

There’s no doubt that one of the most important topics facing any insurance agent or business owner is growth and finding cost-effective ways to increase it.

Over at Seth Godin’s blog, the master marketing guru explains that, to grow, you have to market to strangers.

As Godin states, these strangers”don’t care about you, don’t trust you and aren’t listening to you.”

So how do you not only combat that, but also turn them into customers? Treat them like a friend, not a stranger.

Think about it. We talk differently to our friends. We want to hear about their day and their kids (if they have them). We value their time. We understand that they may not have time to talk when we call. We also understand that if we call 10 or 20 times, it will probably jeopardize the relationship.

Agents who use Internet insurance leads especially, should keep this in mind. Because there’s no (or VERY rarely) face-to-face communication with prospects generated through Internet leads, agents need to remember to be professional, yet approachable over the phone. Our most successful agents are those who treat their prospects like friends, not strangers. Just say no to treating prospects like strangers and chances are you’ll hear yes more often. (I think I just had a flashback to McGruff the Crime Dog. Anyone else?)

Hunter frequently discusses this tip in his webinar about closing Internet leads. We’ll be scheduling another one soon, so please stay tuned!

We’d like to hear your tips or suggestions regarding prospecting. Please share them in the comments section below.

In the previous blog post I discussed the importance of networking. This month’s Agent’s Sales Journal features an article that helps me reinforce that point.

In the article “An Insurance Agent’s Guide to Working a Room”, writer Lin Grensing-Pophal offers four tips we all need to remember during our next networking event.

1) Start with the end in mind. There’s typically a business reason we attend conferences, seminars and other networking events. We don’t go just to socialize or enjoy the tasty hors d’oeuvres, but to make connections and hopefully create a few mutually beneficial relationships. With that said, before heading off to your next networking mixer, think about what you want to accomplish from the event. By setting a few goals and knowing what you want out of the event, you will be able to determine whether or not that event or group of people add value to what you’re trying to accomplish.

2) Listening well. If you’re a good listener, people will typically be more inclined to listen to what you have to say. Just remember to make eye contact and really listen to what the person is saying. Don’t continually look past the person as she or he is speaking. This can come across as rude and make it seem as if you’re looking for the next person to speak with. Good questions to ask? “What brings you to this event?”, “What do you do?”, “Where are you from?”, “What company do you work with?”, “Who is your company’s primary audience? etc.

3) Making connections. Are you a connector? As you’re speaking with someone, you may realize that you cannot think of a specific situation where this relationship will help you move forward with your goals, but the relationship itself is still valuable. Chances are you might be able to to connect this person with someone else in your network. It’s always nice to help those in your network. Good fortune comes to those who help others without expecting something in return. Remember the movie “Pay It Forward“? Great concept to put into regular practice.

4) Follow up. Successful insurance agents follow up and regularly reconnect with the contacts they make. It’s important to stay in front of prospects and potential business partners. Remember that relationships with your contacts may not turn into something beneficial immediately or even a few months down the road, but it’s still important to nurture that relationship.

Lastly, remember this acronym - S.H.E.E.: smile, handshake, eye contact and enthusiasm!

To read the full article and see more of Lin’s tips, click here.

Related articles:

“Five Networking Tips for Wallflowers”
“Top 10 Conference Networking Tips”

If you’re an insurance agent, people automatically look to you for insurance advice and financial counseling. With that said, you are an insurance expert - which automatically makes you a business expert. (Even though you may be too modest to admit your expertise.)

But in this case, it’s okay! Toot your own horn! If you’re an expert, people want to hear what you have to say.

People are looking for experts, so they need to know about you. Plus, being an expert is what attracts referrals and builds word-of-mouth - and all of that builds business, which is why being an expert is one of the most trusted forms of advertising. Let’s talk about a few ways you can position yourself as the expert you are.

First things first. Though you ARE an insurance/business expert, there may be specific segments within the insurance field or business area in which you excel or are particularly passionate. Write those down and focus on them to build a platform for the action items below:

1) Write!

- Introduce yourself to your local media and offer to assist with any insurance or business related stories for which they need sourcing or insight. See if they need anyone to write a weekly/occasional business or insurance Q&A column.

- Start an insurance or business blog using Wordpress, Typepad, Blogger or another blogging platform. Update it regularly with fresh, informative, content that is relevant to your expertise. Read other related blogs and connect with those bloggers. Comment often. Why should you start a blog? Click here.

- Write a monthly newsletter providing commentary and advice surrounding timely issues.

2) Speak!

- Join Toastmasters or contact your local Chamber of Commerce to find groups or organizations who may need a speaker.

- Offer monthly financial seminars with your current clients. Ask them to bring friends!

- Once you’ve mastered the art of speaking and engaging an audience, join a speaker’s group to broaden your speaking engagements.

3) Network!

- Join your local organizations like the Chamber of Commerce, BNI, the Better Business Bureau, Rotary, Kiwanis or any other groups where you can network with other professionals and/or individuals in the community. Face-to-face time is important!

- Be connected online. There’s a myriad of social media tools you can use to position yourself as an expert. If you don’t have a Web site, work with a designer to create one immediately. Once you have a site with your basic information, create your blog (as mentioned above) and promote your blog using other social media platforms like Twitter or LinkedIn.

4) Be mindful of the details

- How are your networking skills?

- Do you have personality? (Marketing materials are great opportunities to show personality. See these business cards!)

Hands down, the most important part of positioning yourself as an insurance or business expert is searchability and connectibility. Creating a strategy so people can easily search for local experts and find/choose you is key. Once that happens, make it easy for people to connect with you by always including the best way to reach you.

How have you positioned yourself as an expert? Please share your tips and advice here.

In our previous post about tweeting for insurance agents, we discussed the basics of setting up a Twitter account, how to brand it to your company, how to attract followers, etc.

This week we’re offering a few Twitter etiquette tips and unpacking a few other great things Twitter offers.

How much is too much?

So you’re up and running on Twitter. How often should you tweet? Great question. We recommend that you post updates to your Twitter page often enough that you are engaging people and contributing to conversations, but not so much that it’s becoming noticeably time-intensive. It’s not necessary to respond to every tweet you see (that could take days!), but more than a few times a week and less than 15 times a day is a pretty good measure to stay involved and offer timely, relevant insight.

Connect with Twitter users in your geographic area

Like most insurance professionals, you probably pay to advertise/market your service to families and individuals in your area. With Twitter (free!) you can use tools like Twellow or TwitterLocal (both also free!) to search for Tweeple (people who use Twitter) in your area or the area you choose. This is great for insurance agents because you may have multiple agency coverage areas and these services will let you find users in each of those areas.

Tracking and responding to tweets

In Twitter 101, part 1, we mentioned several services that will allow you to setup alerts based on what people are tweeting about. Once you’re tracking these topics and conversations, this may be a good opportunity to respond and offer feedback or advice. To respond to a tweet, click the arrow that displays at the right of the post when you move your mouse over it. See image below.

Now you will type your message. There is a 140 character limit, so your message must be concise. Next, click the reply button. Once it’s posted, all of your followers will be able to view your response. To view replies to your posts, click the @[Your Twitter Name] button in the column on the right of your main Twitter page.

Twitter-to-go

The great thing about Twitter is that users have access to real-time news and commentary. But what about when you’re out of the office? Well, with mobile applications like TwitterBerry, Twinkle and Twittervision, you can take Twitter with you and respond to prospects on the go.

To tweet or not to tweet

As the world of technology and social media evolves and progresses, new communication tools will continue to come and go. Is Twitter here to stay or is the end in sight? No one can say.

While some don’t understand the purpose of nor see a need for Twitter, many professionals and businesses are finding it useful in conjunction with their marketing campaigns and/or customer service departments. The most important thing you must determine as you delve into Twitter is your purpose for tweeting. What are you trying to accomplish? Are you positioning yourself as an expert? Are you trying to connect with more consumers? Are you simply looking for a good place to find instant news and commentary?

Twitter will help you accomplish each of these. While use of this tool will vary from company to company and person to person, just remember to post regularly and offer a valuable,  transparent, authentic voice.

Have thoughts about Twitter and/or social media? We’d like to hear about them!

Follow the HometownQuotes Twitter feed at http://www.twitter.com/HometownQuotes

Follow our CEO Hunter Ingram at http://www.twitter.com/HunterIngram

In the March 2009 issue of Advisor Today, contributor Maggie Leyes offers an informative article titled “Making Lemonade: How To Turn Challenges Into Opportunities”. Leyes discusses closing sales and finding sales opportunities in the current economic climate.

The article advises agents to seek prospects through established relationships with current clients. From leveraging your LinkedIn profile and contacts to seeking free speaking opportunities or offering workshops that cover financial topics, Leyes suggests multiple venues for agents to increase visibility by mining current clients.

Here are a few ideas she offers to keep your business vibrant…

- Initiate a “friends-helping-friends” program.
- Strengthen client relationships with increased contact.
- Use a voicemail “message” to calm clients’ fears.
- Tap your “natural” market for a target market or referrals.
- Mine factfinders for potential referrals from clients.
- Use marketing tools to help you close the sale.
- Join the business networking Web site LinkedIn.
- Target professional practices.
- Speak at company seminars and business association meetings.
- Hold client workshops - have your clients invite a guest.
- Do joint work.
- Offer “guarantee” riders.
- Consider selling universal life.

Click here to read the full article and get more tips for maintaining a thriving insurance agency.

The editors over at BusinessWeek just released their 2009 top 50 list of small U.S. cities to start a business.

One of the locations they selected to be a part of that list is Franklin, TN - and we’re proud to call Franklin home.

Thanks to the BusinessWeek editors for recognizing our great city and thank you to all of YOU for your business and support!

Read about historic Franklin, TN and all the great things the area offers.

Read John Tozzo’s BusinessWeek article about “The Pros of Planting Startups in Smaller Cities.”

Are you promoting your insurance agency on Twitter? Thinking about promoting your agency with Twitter? Not sure what Twitter is?

Regardless of which category you fit, today’s post, and the next few that follow, will help you decide whether or not Twitter is a good tactic for you and your business. I’ll also offer some tools and tips that will help you promote your Twitter page, should you decide to create one.

Twitter defined

Twitter is a social media tool that allows users to “microblog” within text-based posts of up to 140 characters in length. These posts, also known as “tweets” to Twitter linguists, are posted to the user’s profile and sent to other users who have signed up to receive tweets. (Users who have signed up to receive your tweets are your followers.) While twitter is described as a mini-blogging tool, it’s also a way to maintain interaction with a selected group of people. It allows you to “spread your tentacles” and keep a finger on the pulse of what is important to the people you choose to follow - which poses a great opportunity for brands, companies and professionals in general to connect with and reach out to people (or prospects).

Setting up your Twitter page

Click here to set up a free account at twitter.com.

When you create the account for your insurance business, you will have the option to keep your Twitter feed private. If you select private, only the people you approve to follow you will see your updates. If the strategy behind your Twitter page is to connect with people, you want to make sure your steam is public so anyone can see your posts. Make sure your Twitter feed settings are public.

Twitter tip - Want to customize your Twitter page for your insurance agency? Click here to go to Twitbacks where you can create a free background using your own logo, information and branding.

I’ve created my Twitter page. How do I gain followers?

The best way to attract followers is to post interesting, thought-provoking tweets and react to tweets that you find useful or intriguing. All of this must be done on a regular basis.

When users see that you are routinely posting helpful and informative content, they’re more likely to begin following you. You cannot make someone follow you, but by following other users, linking to content relevant to your industry (insurance, in this case), offering advice and/or professional insight, your Twitter page should begin gaining attention.

Twitter tip - Want to know what people are saying about insurance? Track the word “insurance” with a free service like Tweetbeep or Twitter Search (there are several others) to receive alerts when a user mentions the word insurance in a tweet.

In the next post, I’ll discuss how frequently you should tweet, how to track and respond to what people are tweeting and how to integrate Twitter with other marketing tools you are using.

Already up and running on Twitter? Follow the HometownQuotes Twitter feed at http://www.twitter.com/HometownQuotes

Follow our CEO Hunter Ingram at http://www.twitter.com/HunterIngram

Today we’re featuring a special guest post by HometownQuotes’ co-founder and CEO Hunter Ingram. He’s discussing the core traits every agent must master to close more sales…

I’ve been thinking quite a bit about sales lately. I don’t know about you, but there are so many sales techniques and ideas out there that it’s easy to get lost and difficult to figure out the best process that works for you.  I have read almost every sales book out there and, like most disciplines, I think you can sum it all up on the back of a pack of matches.  I am completely convinced that it only takes three things to be a great salesperson. You don’t have to have all three of them to be good, but I am convinced beyond a shadow of a doubt that there are three things, and three things only, that you need to become a GREAT salesperson.

1. The ability to make friends. Preferably the ability to make friends quickly.  Don’t know how?  Talk to the person about themselves.  People will talk to you for hours about themselves.  Really what is happening with your new found ability to make friends is nothing more than building trust.  After all, friendship is based on trust.  (Dale Carnegie was the master of this.)

There is an old saying that goes something like this:  All things being equal…people buy from who they like.  All things being unequal…people buy from who they like. I don’t buy this (no pun intended) and have come up with my own version:  All things being equal…people buy from who they trust. All things being unequal…people buy from who they trust.  There are TONS of people that I like that I wouldn’t buy a trashcan from.  There are also a good number of people that I don’t particularly like that I would trust with the keys to my house.  Best case scenario?  Be likable AND trustworthy.

2. A deep knowledge of the product. Again, it doesn’t matter what you are talking about.  It can be insurance or a car purchase where you are selling the salesmen on the price you can pay.  When you have an intimate working knowledge of the product in question, you have a huge advantage over someone who doesn’t.

3. A great belief in the product. While I could argue the importance of each of these points, this one is the “game changer”.  When you can show passion about your subject matter, it shows in a way that allows you to overcome the first two.  Think to a time when you were around someone who was on fire for something.  Didn’t it show?  Didn’t it make you excited too?  Amazing how passion is contagious, isn’t it?

On the flip side of this, I once heard a story (don’t recall where it came from or even if it was true) about an insurance agent who asked one of his salespeople why she didn’t have her car insurance with their agency.  Her response?  “I don’t believe in car insurance.”  He fired her on the spot. He couldn’t have someone telling customers what they needed to protect their families who didn’t believe in the product to begin with.

Sure there are many ideologies that will help you improve your sales, but I challenge you to find one that won’t fit underneath the above “master” list. The great salespeople I know don’t have a magic formula, but they all master these three specific characteristics.

Bottom line: To recognize and exceed your sales potential, know your product, believe in your product and make friends quickly.

Hunter Ingram is the co-founder and CEO of HometownQuotes. You can read his bio here.

Whether you’re contemplating a start-up or you’re a well-seasoned business pro, Michael Michalowicz over at The Toilet Paper Entrepreneur has the business insight you need to make your business work.

Michalowicz recently reached out to fellow entrepreneurs looking for tips and suggestions for aspiring entrepreneurs.

HometownQuotes’ CEO Hunter Ingram gave this bit o’ wisdom…

78. Transparency

How To Become An Entrepreneur: One of the best things a future entrepreneur can do to pave the way for a successful career is establishing and maintaining a relationship with a mentor.  This person should be someone with whom you can be completely open and transparent.

To read the advice from Ingram and the other entrepreneurs, see the full post here.

Join us for a Webinar on March 26

At HometownQuotes, we know that the key to growing your business is attracting new customers and closing more deals.

We’re extending this invitation for you to attend a HometownQuotes presentation with Hunter Ingram.

As more and more consumers are turning to the Internet for their insurance needs, we hope you won’t miss this opportunity to attract those consumers and sign more policies.

We look forward to seeing you there!

Best Regards,
The HometownQuotes Team

Title: Closing the Deal - HometownQuotes Agent Webinar
Date: Thursday, March 26, 2009

Time in your area:
3:00 PM - 4:00 PM Eastern
2:00 PM - 3:00 PM Central
1:00 PM - 2:00 PM Mountain
12:00 PM - 1:00 PM Pacific

After registering, you will receive a confirmation email containing information about joining the Webinar.

System Requirements
PC-based attendees
Required: Windows 2000, XP Home, XP Pro, 2003 Server, Vista

Macintosh-based attendees
Required: Mac OS X 10.4 (Tiger) or newer

Space is limited.
Reserve your Webinar seat now at:

http://www1.gotomeeting.com/register/308327257

Most of us have probably taken the “How long will you live?” quiz.

You know. The little test that determines your lifespan based on dietary habits, exercise, family health history, etc. I’ve seen different versions in magazines and in a few marketing materials for other companies.

Northwestern Mutual is taking their version of this quiz to the Web with the “Lifespan Calculator.”

Not only can individuals calculate lifespan, users can also share the app and compare results with friends on Facebook.

Sounds like a simple, engaging way to reach out to consumers who may not be thinking about life insurance.

[Head nod to Anthony O'Donnell over at Insurance & Technology magazine's blog for posting information about this application.]