80. A bowl of potato salad.
When we have a customer who is resisting life insurance (especially males) we will come back with: At the time of your death, would you rather we deliver a bowl of potato salad to your wife and kids, or a check for $100,000?
—Mary Jo Pledger
79. The truth sells.
Tell the truth and you don’t have to remember your lines.
78. Work “orphans” if available to you.
Most agents get them, but don’t work them effectively. Work them as you would any other lead, but with a head start.
77. Proper planning.
Start working the planning market for boomers with college-aged children and grandchildren. Once you show them how proper planning can guarantee the best college experience for their family, the financial products we sell are perfectly designed to execute the plans.
76. Car talk.
I do what we call “Client + Prospect Limo Events.” In our area, we have a gentleman who has a Stretched Dodge Charger. The theme for his business is “Racing Limos,” and the car is made to look like it’s ready for NASCAR. Inside the vehicle is all class with leather, nice carpet, wine racks, and flat screen TVs with the most famous moments in NASCAR playing. 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 “Tell you what, since there is plenty of room, why don’t you go ahead and invite a couple of your closest friends, on us.” Thus far, out of eight events, I have closed on six of those prospects. We host one per month, and now have three people on our waiting list.
—Travis A. Morrow
God gave you one mouth and two ears. Let that dictate how much you use both. Differentiate yourself: Why should someone buy from you? What makes you different from everyone else?
74. Take the time to get to know each client.
Do not be presumptuous or use a cookie cutter approach. Just because a person has reached a certain age does not mean that what’s important to them is the same as what society says should be important for a person of that age.
73. The senior pact.
As a senior, I tell my clients that what I have is the best plan I can find. Then I compare plans if necessary.
72. All ears.
Listen to the client and do less talking.
We contact local churches and go speak to the retired groups that meet for lunch once a month. We do educational workshops to educate retirees of the challenges ahead, give solutions to solve the issues and educate about other areas of financial planning and estate planning. We use this as a way to volunteer our time and provide information for improvements in areas of stewardship. Many times, clients contact us afterward to set up an appointment for us to come to their home (non-local clients) or to our office (local clients). If we don’t get a call, then that’s OK, too. We want to educate them, and share our knowledge and expertise. This also helps establish ourselves as educators and experts all over the state. —Mark Romine
For more sales & marketing tips, see LifeHealthPro’s 100 Best Sales & Marketing Ideas Ever.