Ever feel like you’re spinning your wheels on social media, but nothing’s happening? You’re not alone. Many reps struggle with creating a strong online presence that actually works for them. It’s easy to get lost in the noise, sending out cold DMs and hoping for the best. But what if you could change that? What if you could turn your social media into a powerful tool for success? That’s exactly what Clarissa Mae Fleming dives into in this session. She shares game-changing strategies to help you master your online branding and attract the right clients without coming off as desperate or salesy. This is your chance to learn how to position yourself as an expert, use curiosity marketing effectively, and build a persona that resonates with your audience. Don’t miss out on this opportunity to transform your approach and see real results. Watch the video below and discover the tips and tricks that can elevate your Primerica business to new heights.
Video Transcription:
Hey, guys.
Wow, this is a lot bigger than our stages of Virginia.
So thank you guys for having me here.
It’s really an honor.
I really do appreciate it.
But what I’m going to talk about is, what’s your game strategy? Okay.
You can’t just come into this and say, I think I’m going to do it, and just kind of throw stuff around.
Okay.
You got to have a strategy, so you have to know what your goal is in order to play the game.
So our family plays Catan.
Who here knows the game? Catan? Yes.
We are addicted and it gets vicious, the game of catan, especially between my eight year old and my 14 year old, it’s like they’re going to kill each other over who wins catan.
But they’ve got to have a strategy.
And you might not think about it.
The eight year old actually has a strategy about how to play.
It’s the same thing with the business.
So, a side note, Joe Ward became, like, my favorite person ever yesterday when he said, stop sending 100 plus cold dms a day.
Home office has an entire department for fixing our broken digital reputation.
But you cannot paint and pretty up one side of the house while throwing mud on the other side of the house.
So up in northern Virginia, near where I live, the name is mud.
You can’t mention the name without doors.
Literally, I’ve had them literally shut in my face because of our digital reputation.
So, guys, if you’re doing that, stop it, like, yesterday.
All right, so let me click.
Where am I pointing the thing? There we go.
So social media is one thing in your toolbox.
It’s something I use, really a ton, simply because I’m 2 hours from my office.
I’m an hour from the nearest mall.
I live in a really rural area, and I wanted to figure out a way that I didn’t have to go to target and talk to people in order to meet new people.
So with social media, you’ve got to have multiple things.
So first off, you got to know what your goal is.
What are you trying to do? The analogy I love is we do a lot of hunting and fishing in our area, but if you’re going fishing for Marlin, you have to know what kind of bait to use.
You have to know where you’re fishing.
I’m not fishing for Marlin.
In the lake, on the local farm.
I’m not going to find any.
You got to know where to fish.
You got to know what bait.
You got to know you need a net or whatever.
And then what tools are you using? You’re not building a house with just a hammer.
You got to have multiple tools in order to build a house.
You got to have multiple tools in multiple areas in order to build something here.
And then branding.
How do others view you on social media? Do they see you as that salesy, annoying person? Do they see you as the person who’s always complaining about someone? Do they see you as the ultra political person? Do they see you as the argumentative person? Ask some close friends how you are perceived in social media because you might not realize how you’re coming across.
And until you know that you can’t fix it, change it, adapt it, whatever, wait for it.
Everyone’s going to notice in a second.
So what is your goal? Everybody looks at everything in life through the perspective of the glasses of their life.
This is the exact same instant one.
It looks like the Prince of England is giving everyone the bird.
The others, he’s saying we’re about to win a rugby championship.
Very different perspective based on how you’re looking at things.
So again, how are people looking at you? And what is that branding you’re doing? There’s something called curiosity marketing.
Now, curiosity marketing is very powerful.
When done right, it’s annoying as heck when it’s done wrong.
So when it’s done wrong, it’s when you’re dodging questions, when you’re being obtuse about how you’re answering something.
The non primary example I get is, oh my gosh, don’t ask, but please pray for me.
Really, what are you doing? You’re stalking their page for five minutes to try and figure out what the heck’s going on, or you’re rolling and you don’t care.
That’s not good.
Curiosity marketing.
Curiosity marketing is where they are intrigued.
They’re interested, they want to learn more.
Not you begging them to try and click in order to learn more.
Give them a reason.
And then the other thing is nobody wants a jack of all trades.
Okay, master of none.
Become an expert in something.
Now, I’m not saying that’s the only thing you’re going to handle.
I’m saying become a master in something.
Because people want to work with an expert doesn’t mean if the expert is exactly what they’re doing, they want to work with an expert.
So, for example, I market myself as an expert in military and government retirees.
I have clients in every category.
But you want to work with someone smarter than you, right? If you’re on the client side.
So being an expert in something immediately elevates me in their eyes.
Now pick whatever it is.
Maybe you’re an expert in teachers retirement accounts or you’re an expert in life insurance for young families.
Pick something and get really knowledgeable on it because that’s going to help you so much in the long run.
All right, next.
Oh, it went back.
Okay, we’re flipping.
There we go.
What tools are you using? So, if you’ve never heard of something called a trailer, also called a profile video, it is golden.
It’s pretty much a three minute video that tells who you are, why you do what you do, and everything else.
Mine I call a trailer because when you tell people you have a trailer, they’re like, wait, who are you? You have a trailer.
Like, it translates.
They know what a trailer is.
When you say profile video, they’re like, yeah, I don’t know what in the heck that means.
It’s not something in their language, in their database.
So a trailer is very easy to translate.
And then figuring out which platforms to use.
Remember that jackfall trades.
If you’re trying to be on every platform all at once.
First off, you’re going to feel like you’re spending your entire day on social media, which is back to what was just mentioned full time instead of full time.
Don’t waste your time like that.
But you’ve also got to know where you’re looking.
So, as you can imagine, there are analytics on everything.
Different platforms have different average income levels and different average education levels.
The highest is LinkedIn.
The highest average education, highest average income.
The lowest is TikTok.
Okay.
The second highest is Facebook.
Facebook is also really friendly to not getting yelled at by compliance compared to LinkedIn.
It’s also got a lot of ways you can market in that.
You can use groups, you can use posts, you can do pages, all these things.
I highly recommend you do groups if you’re not doing it, but then using tools inside that.
So profile videos, landing pages, groups, lives and reels actually get you the most views for everything you do.
It’s a live and a reel.
So if you don’t know what that is, Google it.
YouTube will have 5 billion things in order to tell you about it.
All right, how are you branding you? No one sells their home with remax.
They sell it with Janet Smith, who just happens to work for remax.
But you can’t really remember what company she’s with until you see the sign out in front of your house.
You have to brand you.
Because if I’m just going to brand Primerica and I want someone who’s investment.
And I’ve got a client who wants my investment advice.
They’re going to call Howard Lashner.
If they just want the random primerica person who’s the best out there, they’re not going to contact me.
Okay? You’ve got to make them want you, not just the company.
Otherwise, who’s to say they’re going to stick with you? If they move, they might find somebody that’s closer by, all that kind of thing.
You got to figure out someone that is you.
All right? The next thing to think about, and I’m going to make you think for a second, everyone in your head, who is your favorite? Actor, actress, singer.
All right? Does everybody have somebody in their head? Okay, now imagine the headline is tomorrow is they just committed a heinous crime and, like, killed 20 children.
They wouldn’t do that.
They’re not that kind of person.
How in the heck do you know what kind of person they are? You have no idea.
You know the Persona that they created through their marketing, through their videos, their movies, and their audio clips? You have to create a Persona of yourself that people feel like they know who you are when they have never met you.
And that’s what you do with social media.
It’s not by randomly sending a message, because you’re creating a Persona there.
It’s just not a very good one, but by using videos and reels.
So the brain is a tricky thing.
The brain really works well in repetition.
So the more time they see your face and hear your voice, the more they trust you, even if they’ve never met you.
This is going to close down, shorten the amount of times you have to meet with somebody before you do business with them.
Give you an idea.
My Facebook, on average, brings me a million dollars of investment business a month without me having to call anyone.
And here’s what it is.
I close that business within two meetings, because by the time they contact me, they know they want me.
They already know who I am.
They know my kids.
They know Rusty’s my husband.
Rusty will go out in public, and they’ll be like, oh, hey, Rusty.
And he’s like, who the heck is this person? Oh, you must be on my wife’s Facebook page.
We are in a small town, but still, that’s the kind of aura you can create if you use social media right now.
It doesn’t happen in three months.
It doesn’t happen in six months.
I’ve been working very hard at this marketing since December of 2019, right prior to Covid.
Okay, but you can do it.
So there’s a couple of other key things, and I know I’ve got just a minute left, but one is, your photos have to be of you, and they have to be current.
No 1994 glamour shots.
Okay? And here’s why.
It’s not even just that, okay? You look silly.
People trust you less if you don’t look like what they expect.
There is a huge trust deficit if you don’t have a picture of you.
So if you have your cat or you have your kid or whatever is your profile pic, they will automatically think you’re hiding something.
You must be less trustworthy.
Okay.
It has to be a current photo.
Now, of course, we all want to have great photos, but you can have other ones, too.
Like, that’s me just staring at a cell phone.
I use this for marketing.
Why? It’s a real picture of me.
We don’t always look the best in real life.
Okay, so have pictures of you that look like you.
So, again, that brain work that’s going on subconsciously in their head can trigger, I know this person.
This person is legit.
I like them.
That’s what you’ve got to do with social media.
So everyone go out, do their best on social media.
But here’s one thing I always tell everybody in my hierarchy.
Month end is what, Tuesday, Monday? Sorry, whichever day it is, we’re securities world.
We don’t care as much.
Do not be that person that says, I just need one more recruit for my promotion.
I need one more life sale.
You’re putting yourself at a position of weakness in everybody’s eyes on social media, and you do not.
You need to be in a position of power, which means you’re not wanting to beg people.
Okay? So I hope that helps somebody out.
If you have any questions, hit me up later.
