50. Free prize.
Invite clients to bring friends to a fun function, such as an outing at a driving range or a putting contest at a local golf club. Include their kids or grandkids in the event and offer a free prize or two, such as gift cards or iPod shuffles. Make a short, informative presentation on principal protection and income tax advantaged products and you’re sure to make a few new friends and clients. (Bonus tip: Include a carrier of the product you prefer on your guest list, and they are likely to sponsor your event or contribute funds to pay for the prizes and other expenses.)
49. Keep it simple.
Just ask. Ask the question and listen to the response and offer to help.
48. Personal note.
After I meet a prospect, whether I make a sale or not, I send them a personalized card thanking them for their valuable time. I usually include something personal I learned about them. If the prospect has become a client, I send a “welcome to the family” type of card. I then send them at least four cards a year, one on their birthday, and three others on random holidays. On the random cards, I like to add a nice scenic picture of somewhere I have been on vacation … it shows them they are more than just a client. I find between the personal services I offer (like answering my cell phone even If I am skiing in the Alps) and the extra attention I give to them, I retain 99.9 percent of my clients, and I get a ton of work off referrals.
—Marc A. Figlar
47. The Medicare market.
My primary business comes from this market. I send a follow up letter to all of my clients quarterly thanking them for their business and also reminding them that if they know of anyone who needs help sorting through all of the choices available, I am willing to help. My goal is to get one new client from each of my current clients.
46. Continuing education.
Earn a Chartered Advisor for Senior Living (CASL) designation. Advanced education can help you be more successful in serving the needs of your senior client and the CASL is the most comprehensive program available.
—Eric B. Gordon