100 Best Sales and Marketing Ideas 2012 (41-50)

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!

41. The Senior Pact. As a senior I tell my clients what I have is the best plan I can find. Then I compare plans if necessary.  Bruce Judd

42. Profit with Non-Profits. I do many not-for-profit meetings, helping seniors with their drug costs. I offer this service for free and find assistance programs and co-pay cards.  Christina Finkle

e43. Listen. God gave you one mouth and two ears. Let that dictate how much you use both. Differentiate yourself: Why should someone buy from you? What makes you different from everyone else?   John Shields

44. Medicare 101. Our office provides a series of Medicare 101 “mini” seminars that strictly focus on mechanics of who, what, when and where with regards to Medicare.  Frank Guerrettaz

45. Proper Planning. Start working the planning market for the boomers with college-age children and grandchildren. Once you show them how proper planning can guarantee the bestcollege experience at the best cost for their family, the financial products we sell are perfectly designed to execute the plans.  Gregory Durette

46. Work Orphans if Available to You. Most agents get them, but don’t work them effectively. Work them as you would any other lead, but with a head start.  Gerald Shavers

47. Don’t Give Up on a Client. Harvest your existing client base. If you were able to help them out, then it’s quite likely that your existing clients know of others who could use your services!  Ron L. Stahl

48. Facebook. Once you have a Facebook page, if you don’t have an adequate amount of “friends” your posts won’t be seen by many potential clients. I began posting and liking other pages and adding friends on a daily basis starting in 2012. I’ve accumulated 300 friends.  Jane Rowley-Bowen

49. The Death Plan? Ask the clients that you are working with, “Have you made any death plans?” When you get the dubious glance, explain, “Many of my clients will have plans in place for when they are living, but very few discuss what the other spouse will do at the time of death.” This opens up opportunities for life insurance as well as annuity sales.  Wendy Swanson

50. When I’m 65. When prospects turn 65, I use this as a way to discuss Medicare Supplements and final expense life insurance.  John E. White


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