60. Prospects are everywhere.

Everyone is a potential client. Don’t just look to seminars, Chamber meetings and sponsored events. Potential clients are all around us. Anybody you interact with could be your next client, so you always have to be prepared to set yourself apart from the competition.

—George Philhower III

59. Postcards.

We’ve been using a VERY simple postcard in mailings to people who are “aging-in.” These are getting a much better response than the fancy postcards provided by the carriers. Out of the last mailing of 300, I had eight return calls and made seven appointments.

—Donna J. Canon

58. What about CDs?

Ask this question of a prospective client who has qualified monies in CDs at the bank: “Has your current advisor explained Regulation D Section 204.4 (c)(1) to you?” The likely reply will be no. Follow-up with, “Well, since you’re earning almost nothing on your CDs and/or since it’ll be a while until they mature, would you like to get out of them by putting them into an account that pays better interest, while paying no penalty?” When they ask how to do this, say, “It’s very easy. When I tell your banker that you know about Regulation D-section 204.2(c)(1), they’ll cut you a check immediately and we can roll it over into a new account paying better interest. And, you’ll pay no penalty for early withdrawal on these monies out of your qualified CD. Would that be ok with you? Great — then let’s get started.”

—Alan C. Kifer

57. Participate in local charities.

By becoming an active participant in local charities, you show clients and prospects that you care about more than “making a buck.” You demonstrate that you care about the community.

—James Marquet

56. The eyes have it.

When talking with a potential client, look squarely into their eyes and speak clearly!

—Pete Pettersen

55. Facebook.

Networking has always seemed to pay off as a marketing tool, but it takes time and consistency! For example, once you have a Facebook page, if you don’t have an adequate amount of “friends,” your posts won’t see as many potential clients. I began posting and liking other pages and adding friends on a daily basis starting in 2012. I’ve accumulated 300 friends since. Facebook has potential. You’ll have to follow through and respond when it’s someone’s birthday, and respond to posts friends put out, but I believe it’s all about effort.

—Jane Rowley-Bowen

54. Attract traffic and new leads.

We use the following advertising methods to generate interest: radio, events/seminars, word-of-mouth, sponsorships of local organizations (local softball teams, bowling teams, charity events), direct mail, email, referrals, print advertising, webinars, etc. to capture leads, and we get permission to market to them. We also offer free consultations or reports on our website, in emails, on postcards, and at events. We also offer a discounted tax preparation service and advertise to our existing base of tax clients throughout the year.

—Janette Gleason

53. The 19th hole.

Being in Florida, we decided to invite our top clients who play golf or tennis to come with a friend for a free golf or tennis lesson. During the lesson, we get to know their friends and they get to know us. It’s been very successful. No selling, just networking and fun.

—Gene Herscher

52. The “Social” plan.

Social Security increases at 8 percent per year if not taken at age 62. Advise clients to wait to begin Social Security until they retire. They can save more money while waiting, and have a much richer retirement. —Steve Guiness 

Tip 51 Care Package

51. Care package.

Personalize yourself to your clients and let them know that you sincerely care about them.

—James B. Rucker

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