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Practice Management > Building Your Business

You gotta shout if you want to be heard!

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From the July 2009 Issue of Senior Market Advisor Magazine

Mike “Cy” Cajthaml, CFP(R) Creative Marketing’s Senior Vice President, Tailor Made, believes agents today should not be afraid to be noticed! In the overcrowded world of messages and media, it pays to differentiate and stand out.

Is it possible that there aren’t any original ideas left? Maybe not, but if imitation is a sincere form of flattery, Cy doesn’t mind sharing some ideas for how an agent’s ‘voice’ can be heard above the rest of the messages out there.

As an agent in the field, Cy’s advertising consistently included his photo and his name, not his company, because he knows that people buy from people, not companies. He also used color in his ads to get ‘top billing’ in phone books, coupon books and other non-conventional methods to reach prospects. These are proven ways to avoid getting drowned out in today’s vast sea of messages.

Another way to stand out and shout is to learn how to ask intriguing questions, be attentive to their answers, and treat people better than they expect to be treated.
Cy suggests making the extra little gestures that will keep clients coming back. He routinely sent flowers to key accounts, and created a lasting impression with customized Thanksgiving Day cards, thanking his clients for their business.

Cy encourages all agents to, “learn how to shout,” from the top producers in their field. He is the chairperson of the 2009 Creative Marketing Learn to Earn Agent Sales Summit.

“This is a forum of elite agents sharing successful sales ideas with agents prepared to learn,” says Cy. “These presenters are current practitioners, not home office guys lecturing about untested sales theory.”
According to Cy, agents are always ‘on stage.’ Learn to Earn is an amazing opportunity for agents to learn from the best. Attending the October 7, 8, and 9 event in Kansas City will help make an agent’s performance one that leaves customers with a feeling of WOW!”

Included in this year’s conference is a session with Dr. Kerry Johnson, who will identify little known secrets on how to read a customer’s body language.

The 2009 event features keynote speaker, Scott McKain who says all business is show business. McKain, #1 bestselling business author and guest analyst for Fox News is a master business thinker and planner who specializes in helping individuals identify ways to differentiate themselves from the competition, especially in challenging times. He’ll reveal what customers really want and teach agents how to develop the Ultimate Customer Experience. McKain’s goal is to help agents stand out, move up, and leave the competition behind!