20. Advisor luncheon
I host a monthly “advisor luncheon.” Clients are encouraged to bring guests. We provide a wide variety of topics for discussion and bring in special speakers from organizations such as AARP, Social Security and Senior Services, or educational speakers, such as the ‘Geek Squad,’ Master Gardeners, Chefs, etc. It is crucial now more than ever to have constant contact with clients, and this is an easy and inexpensive means to introduce their friends to my practice.
19. Find the underinsured.
I ask my prospect, “How much life insurance do you have?” If he answers $1 million (for example), I then ask, “Why did you buy it?” If he answers “income protection,” I ask, “How did you get to $1 million?” That takes me always to a pitch that he is underinsured. Same goes for estate tax, which will prove that he does not have the adequate amount. Nothing is more powerful then the person’s own action.
Partner with senior living communities to sponsor and support activities and events, and also conduct presentations for community residents and family members on topical financial issues.
17. Centers of influence.
I get referrals from COI’s (Centers of Influence). I try to identify those people in my community that have a lot of influence on my boomer target market. I build a relationship with those people and get them to understand what I do and that I also care about people. I have had great luck with customer service representatives at local banks, as well as getting to know local pharmacists. I enjoy referrals from them and make a point of thanking my COI’s on a regular basis.
16. Sandwich generation.
We market to the sandwich generation in an effort to educate them on their options to provide care for aging parents and relatives. I created a 20-minute workshop that helps them answer a checklist of needed information. Once completed, it can truly help both the senior and their child.