100. Widows’ Day
Valentine’s Day is special for many, but can be lonely for our widow clients. Every year, we make sure to send them something special to let them know that they are being thought of. After the gift goes out, we begin to receive phone calls and emails saying how thoughtful it was.
99. Be consistent.
Clients need advisors they can count on; no one should ever have to worry that their advisor might not come through this time.
—Jean M. Gianfagna
98. Personal touch.
Deliver a process that shows boomers how what you do benefits them personally. We frame our advice around the “lifestyle” they want to live, the “life income” they have to support their lifestyle and the “life boats” to get into should the unforeseen occur. Understand they don’t feel old, it’s just what is important to them has changed.
97. I object.
Many times objections are really not objections but a way to sabotage. Reword the objection in terms of a benefit offered to the client that he/she was not aware of and let them contemplate. Usually the real reason comes out and you can proceed from there at an advantage.
96. The social butterfly.
I join my clients in their social lives. I have one client who is in a cribbage league. While playing cribbage with them at their home one day they asked me if I’d be interested in joining in and playing cards in the league. Even though it’s only as a fill-in player, it has opened the door to contacts I never would have had otherwise.
I am able to get people to tell me their story. When they do, I can fit them into the correct choice. I use a cubbyhole example. I tell them we know you belong somewhere in here and I am here to help you pick the correct box. I don’t care which one it is as long as it’s the right one for you. I just want to be the keeper of your cubby.
94. The top 100.
Top 100 is a client appreciation event where we invite top clients. A special invitation is sent out. We use a non-hotel venue, to give it an exclusive feel since we host our other luncheons at hotels often. Last year, it was hosted at the golf house in Forest Park. We partnered with local businesses and arts organizations to provide “Delta Elite” discounts in a packet that we distributed along with gift cards. Some of our local partners included STAGES (performing arts), the Science Center, Best Transportation and many others. Mike Stanfield (VSR co-founder) made a special appearance as the Great Carnac in a skit and a raffle was held at the end of the event.
93. Do not assume the close or lead with a product.
Take the time to do a complete fact find, ask key questions to uncover goals, wants and needs of your prospect and then LISTEN; restate what you have heard to ensure both parties are on the same page, complete any needed research on alternatives/ideas, create your recommendation(s), go back to discuss available solutions and then work on the close.
92. Girls’ afternoon out.
The ladies tea is for our women clients only, and is hosted near Mother’s Day. A special invitation is sent out, and the women are encouraged to bring a friend. Our guests enjoy tea and dessert at a quaint tea room as they listen to a timely, relevant financial topic for women. After the financial presentation, a demonstration (based on guests’ interests) is conducted. Last year we had a decorator show the ladies creative ways to decorate their mantle pieces. Since the tea room is also a cute little gift store, the ladies browse around after the event and make purchases if they like.
All clients agree to an appointment for a reason. You must uncover that reason before any needs analysis, presentation or close. It is this reason you will use to close and handle any objection. Using the client’s words are much more powerful than your own.
90. Love thy senior.
I tell all my senior clients to pick a plan that will take them through their golden years. As they get older the medical expense will rise and they need a plan that will take care of those expenses so they don’t have to worry they won’t have the appropriate coverage. I love my seniors and I want to protect them.
For more sales & marketing tips, visit LifeHealthPro’s 100 Best Sales & Marketing Ideas.