100 Best Sales and Marketing Ideas 2012 (81-90)

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!

81. The Life Preserver. Get your clients to think of LTCI as a life preserver. This helps explain the emotional and financial benefits of long-term care (LTC) insurance. Talk about how entering retirement causes most people to fall back on their assets for support, like their cash savings, their home, their pension and their qualified money. Ask them what it means to them to preserve their dignity. To some it means that LTC preserved the legacy they wanted to leave for education of their grandchildren, to others it will be as simple as not having to be bathed or dressed by family members. People sell themselves with this concept.  Robert McClain

82. Sandwich Generation. We market to the Sandwich Generation in an effort to educate them on their options to provide care for aging parents and relatives. I created a 20-minute workshop that helps them with a checklist of needed information.  Maribeth Hearn

83. Create a LinkedIn, Facebook, and Twitter account.

84. Volunteer. Join a committee of a non-profit organization. It’s a great way to network with other like-minded people that may need your financial expertise.s

85. Plan a unique Referral Event such as a private culinary class. Invite your top clients and suggest they bring a friend that they would like to introduce to the firm.

86. Use Social Media to boost attendance to your special financial events.

87. Create a “Making A Difference” Award. Each year present the award to your client who has made the greatest difference in your community that year.

88. Care Package. Personalize yourself to your clients and let them know as an agent that you sincerely care about them.  James B. Rucker

89. Postcards. We’ve been using a very simple postcard in mailings to people “aging-in.” Out of the last mailing of 300, I had eight return calls and made seven appointments.  Donna J. Canon

90. Wine and Cheese. I ask new and existing clients if they would like to host a wine and cheese party and invite a few couples into their home so that I can demonstrate to the invitees the features and benefits of owning the products that my clients have benefitted from.  Mel Katz


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