100 Best Sales and Marketing Ideas 2012 (11-20)

What’s working from working advisors

Our Annual 100 Best List is 100 percent reader-generated and offers insight into what’s working for working advisors today. Whether you’re looking for insight on referrals, generating leads or simply listening to your clients, this latest list has all the information you’ll need to grow your practice. In addition, this year will feature additional information and exclusive video content at LifeHealthPro.com/100SalesIdeas. There, you can get additional tips and valuable information to help you succeed. Enjoy!

11. Outside the Box. I had a client that was going to add funds to a non-qualified annuity that was earning about 3 percent. She had no intention of using this money and ultimately would pass it on to her daughter. I explained to her how we could use life insurance to create a tax-free death benefit that would go to her daughter upon her death. We took $50,000 and created in excess of $88,000 of death benefit overnight. My client never thought she could get life insurance at age 84. We have to think outside the box and ask questions in order to provide the best service for clients.  Eric Van Shore

12. A Family Thing. Treat every client as if they were your mother, father, aunt, uncle, grandmother and grandfather.  Ronald C. Todd II

13. Something Shiny and New. Always be looking for something new to offer your client—like a new product or strategy. If you don’t have anything new to show them, there’s no reason for them to see you. They’ll be seeing someone else instead.  Steve Brock

14. Walking and Talking. The old style of prospecting that is walking and talking, handing out business cards, asking for referrals. It is an excellent social event with great results!  John T. Corbin

15. I Am One of You. My best sales idea is passing my 65th birthday. I am in the same boat as my clients and prospects. They know that my years of experience will benefit them.  Jim Johnson

16. Social Security Planning. As opposed to calling a list of pre-65 prospects to sell Medicare Supplements, which everyone is doing, call a list of pre-62 prospects to offer services on Social Security planning. Help them determine when they should start sreceiving benefits.  Roger Fishel

17. The Medicare market. I send a follow up letter to all of my clients quarterly thanking them for their business and also reminding them that if they know of anyone who needs help sorting through all of the Medicare choices available that I am willing to help.  S. Kangas

18. The 19th Hole. Being in Florida, we invite our top clients and their friends who play golf or tennis to come out for a free lesson. We get to know their friends and they get to know us. It’s been very successful. No selling, just networking and having fun.  Gene Herscher

19. Bailout for Boomers. Several guaranteed UL (GUL) permanent insurance policies offer a “bailout” option in the form of a contractually guaranteed return of premium after 15 or 20 years. Boomer clients often see the value of permanent coverage but are hesitant to sock away premium dollars in case they ever change their mind. This rider can make or break a deal for a prospect that is on the fence.  J.T. Bell

20. Watch the Wife. During an appointment you always want to talk to both spouses. Most of the time you will get the buy sign from the wife.  Joseph P Howard



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