100 Best Sales and Marketing Ideas 2012 – (1-10)

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!

1. Seniors. When working with seniors, speak slower than normal. Writing letters? Use 14-point type, and keep it simple and short. Don’t think that you can pull the wool over their eyes, and never talk down to them.  Donald W. Schulz

2. The Language of Silence. With seniors sometimes the best marketing material is the language of silence. Learn to not talk, especially the talk of interruption. If you listen long enough they will tell you all you need and want to know.  Jerry Manning

3. Work Ethic. My best sales and marketing idea is based on work ethic. My day does not end until I have given a life insurance presentation to at least five people.  David Trusler

4. Mitigate the Risk. First, help your prospect fund the LTCI premium: What accounts can be used to provide 3 percent to 6 percent of their retirement income to pay the premium without invading their monthly budget? Explaining that 25 years of investment won’t even cover one year of care in the future should convince them to mitigate the risk by transferring the catastrophic portion to a third party.  Mike Westling

5. Annuities. Show them where the market has gone in 2000 and 2008 and where they would be if they were in a fixed index annuity.  Jim Cadle

6. Find the Underinsured. I ask my prospect (client) how much life insurance do you have? If he answers $1 million (for example), I would ask why did you buy it? If he answers income protection, I would ask how did you get to $1 million? That takes me always to a pitch that he is under-insured.  David Simkowitz

s7. Follow Up!

Sometimes the client is not always ready to buy or it is not the right time. What I have found is that less successful agents that did not get the sale the first visit do not follow up, and there is low-hanging fruit with a follow up call and/or visit even two, three or six months later.  Kevin Cornell

8. Social Media. Don’t pitch your wares! People want to do business with people they like and trust. Connect with friends, colleagues and people you’ve done business with. Set up the app “Job Change Notifier” (www.jobchangenotifier.com). The app sends you an email whenever your connections change their employer. Great for those working with 401(k) rollovers or simply a great way to congratulate them and keep your network engaged.  Todd Greider

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9. Workshops. We contact local churches and go speak to the retired groups that meet for lunch once a month. We do educational workshops to educate retirees of the challenges ahead, give solutions to solve the issues and educate about other areas of financial planning and estate planning. They always feed us lunch; most bring a dish to share so there’s lots of good home-cooked food for all—and many times clients contact us afterward to set up an appointment.  Mark Romine

10. Direct mailer for annual reviews and referrals, referrals, referrals.  Paul Helland

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