50. Initiate a multi-tiered marketing approach.
My three legged stool: At a high-end fitness center I advertise my business on the flat screens in the facility that are throughout the center. I also have a table where I leave information for members to take and I also workout in the facility. $7000 annual investment for advertising nets out $30,000 in commissions the first year, $80,000 in commissions the second year.
49. Watch for the right triggers.
Review your client’s revocable trust every five years or after major events, i.e. birth, death, marriage, retirement, change in employment status.
48. Let the prospect lead.
To start every client/prospect meeting there may be an issue lurking in their minds that, if not discussed upfront, can lead to a block to items on the meeting agenda prepared by the advisor. With this in mind, at the onset of each meeting I say to the other party: “What do you want to make sure that we cover in today’s meeting?” This simple offering provides a compassionate path to important, front and center concerns that will lead to a great trust-based meeting.
— Jeff Cornell
47. Be patient and persistent.
ALWAYS follow up with prospects and old leads. You will be amazed at the results. They are like wine; the older they are the better and more ready they are to be served.
— Alejandro Chetto
46. Address individual goals.
I simply ask clients what their retirement dreams are and what they are doing to make sure it is a reality.
— Jim Steffen