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How to grow your business in any economy

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We are working on our annual 100 best sales and marketing ideas feature and among the submissions we received were many that deal with how top advisors have seen their business thrive during the most recent economic downturn.

Following, I have included some of those ideas that I hope will inform and inspire you in your practice.


Develop expertise in a quasi-related field, such as social security or long term care. Become an expert in that field and create market seminars, adult education classes and workshops on that topic. Encourage your clients to attend and to bring their friends, family and co-workers.
Gregory Merritt, Concorde Financial


I believe the most important component of our financial world is income. Monthly survival depends on it and will depend on it over longer lives, filled with health care issues, inflation, and periodic declining account values (like in 2008). Most advisors and consumers are guilty of chasing the highest return on investment (the old ROI), instead of focusing on the much more important “reliability of income” (the new ROI). If you really want to guarantee a “paycheck for life”, you need to focus on products and strategies that will meet this objective. The new lifetime income riders on annuities (Index and variable), old-fashioned cash-value life insurance, Roth IRAs, delaying Social Security, and reverse mortgages are some of the solutions I recommend to assure that my clients will not run out of money before they run out of life.
Bobby Whitley, L.U.T.C.F.


Referrals…Referrals…Referrals! I have focused on asking all of my clients for recommendations.
–Roger L. Dearwester, LUTCF


I have initiated a daily e-mail newsletter for clients and prospects who have requested to be included in my mailing list. The newsletter has articles from other financial information sources attached to it and I summarize and comment on the articles within the body of the message. For new people I meet, this is a great introduction to my practice. When followed up with a phone call the system has a very high appointment ratio.
Alex Barnwell, ChFC, CLU, CASL, CLF, LUTCF


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