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Centers of Influence Article #2
This is the thirteenth article in a series of Target Marketing ideas that I hope will help you to think differently and set yourself apart from your competition. In this article I will talk about the importance of Centers of Influence.
As I pointed out in my Target Marketing Tip of August 2010 a center of influence can make a big difference in your insurance career. In my case one State Farm agent led me to one floor covering dealer which lead me to write approximately 500 dealers and $1.4 million in annual commission.
Another center of influence was a friend who worked for Merrill Lynch. One day he called to tell me that he had a new client, a man from China sent to the U.S. by a wealthy family to purchase hotels. I met with this man however that year I was not able to help him. He told me that he enjoyed our time together and that someday he would call me so that we could do business together. He was true to his word, as one year later he called from the lobby of a major hotel in Scottsdale Arizona and asked if I could bind coverage on this hotel in the next 27 days. As a result of this center of influence at Merrill Lynch I wrote four major hotels over the next couple of years for this man.
Unfortunately most agencies do not properly develop centers of influence. Some of your smallest accounts such as accountants can be of great help if you simply ask. Start your agency on a campaign to identify those centers of influence, go see them, take them to lunch and develop what you have in your own book of business. It is amazing what people will do for you if you simply ASK.
Developing Centers of Influence is a part of my Target Marketing Seminar. If you are interested in this seminar please give me a call at 714 813-3221. Four hours could change your entire career. (4 CE credits available in California) |