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
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.
56. The eyes have it.
When talking with a potential client, look squarely into their eyes and speak clearly!