100. Campus call.

Go to your nearest university and inquire if they have a Senior Academy or other senior club or group that meets on campus. Offer to do an educational seminar designed to address their financial concerns. We put on an eight-session program that resulted in the acquisition of several of our largest and most loyal clients. Our costs were limited to the materials we used and distributed.

—James Howarth

Illustrations by Gray Jolliffe Illustrations, www.grayjolliffe.com

99. Your ideal client.

Partner with people/groups that currently have your ideal client.

—Judi Snyder

98. Consistent and diversified marketing.

Make sure you are tapping into multiple types of media to attract prospects.

—Mike Gattorna

97. Straightforward approach.

 Produce a direct mailer for annual reviews — and referrals, referrals, referrals.

—Paul Helland

96. Get the word out.

Use social media to boost attendance to your special financial events.

—Robert Pascual

95. Triple P.

Prospect where you pay, where you play, and where you pray.

—Lloyd Lofton

94. Love thy plan type.

I tell all my senior clients to pick a plan that will take them through their golden years. As they get older, medical expenses will rise and they need a plan that will take care of those expenses and prevent worry that they do not have the appropriate coverage. When a client turns 65, he or she still has a good idea what is going on with insurance, but at age 75, 85, 95, it gets more complicated. When your clients turn 65, encourage them to pick a plan that will outlast their living years.

—Laurie Lacey

93. The golden rule.

Take excellent care to service your clients because you never know who they will refer to you. Believe that what goes around comes around.

—Glenn Miller


92. Wine and cheese.

Many agents have success with seminar selling. I have found a much less expensive but excellent way to get in front of qualified prospects for both index annuities and index life insurance. 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. Most every one of them is perfectly willing to host a party. (I pick up the cost, of course.) I give my client a profile of whom to invite and they call their friends and neighbors to come see and hear about something special.

—Mel Katz

91. You gotta ask.

This is a very simple and basic one: When I first started, an “old-timer” told me that no matter what the circumstances, never leave the house without asking the prospect to buy.

—James Calvert 

For more sales & marketing tips, see LifeHealthPro’s 100 Best Sales & Marketing Ideas Ever.