100 Best Sales and Marketing Ideas 2012 (51-60)

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!

51. Each Client is Unique. And so their plan should reflect their goals and objectives.  Tim Fitzgerald

52. Show You Care. We must be client-centric. People don’t care how much we know until they know how much we care.  Kenny Mainr

53. Radio Guy. I host a weekly radio show addressing important issues in retirement and brand myself as the “Retirement Guy” in the Denver Metro Area. I find great success through a weekly call to action to request one of my free “Special Reports” mentioned in the radio show.  Stephen Geist

54. Have a Great Fact Finder. My fact-finder is six-pages long and somewhere in those six pages is someone’s hot button issue or problem to solve. If they fill out the fact finder and bring it in you have a 95 percent chance of getting a client.  Charles Clarkson

55. Mind the Gap. I stay in contact with all of my clients by telephone, mail and email. I bring them up to date on their policy particulars. I compare the benefit amount with the going amount in the local area, and sometimes they ask about getting another policy to fill the gap. Katharine Jacobson

57. When There’s a Will… Many individuals and couples have not yet completed their necessary will, living will, health-care power of attorney and durable power of attorney-related documents, and don’t fully understand the implications of not having these documents completed. Offering them an explanation of these documents and the importance of getting them completed is a way to build credibility and trust with potential clients.  David Vanasse

58. Private Client Dinners. I will contact a group of four to six clients and let them know that I want to keep them up to date with what’s going on in the economy and would like to invite them along with their family and friends to a complimentary dinner seminar. Most clients bring two to five guests each and I’ve been able to acquire new clients as a result, all with no marketing costs.  Anthony A. Saccaro


59. Car Talk. I do what we call “Client Plus Prospect Limo Events,” I ask one of my A clients if they would like to go have dinner with my wife and me. If they say yes, I then say “You know, we have partnered with a local limo company. How about we take that?” Then, I will immediately say, “Since there is plenty of room, why don’t you invite a couple of your closest friends, on us.” Thus far, out of eight events, I have closed something on six of those prospects. We now have three people on our waiting list as we do one per month.  Travis A. Morrow

60. The Truth Sells. Tell the truth and you don’t have to remember your lines.  Daniel Insdorfr


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