30. Anticipate solutions.
For clients that have a defined benefit pension and/or a defined contribution plan, have them obtain the Summary Plan Descriptions from their employer. Many times those employees over the age of 59 1/2 have the ability to roll over the plan assets into an IRA without having to separate from service or forego contributing into the plan for 6 months.
— Joseph C. Connolly
29. Plan seminars strategically.
My best strategy is connecting with centers of influence that have the same target market (boomers) to present seminars/workshops specific to each of the panelists’ specialties. These seminars educate boomers regarding their current concerns and needs. Attendees are encouraged to follow up with their advisor or one of the panelists if they have questions specific to their situation or if they would like to explore any topics presented.
What Your Peers Are Reading
28. Be considerate.
Make the simple call to a client on their birthday. Stick to it each and every year and clients will tell you “I was expecting your call.” Making them feel special = Good Stuff!!!
— Rick Post, Jr.
27. Bloom where you’re planted.
Engage 10 people a day who you don’t know in an insurance/wealth building/retirement conversation. Collect email where possible, and build a business and professional email distribution list, which should include information on Social Security, longevity and life events. The goal is to sit with eight of the 10 per week to get further information.
— Bob Kumpa
26. Be a source of information.
Education is so important! I work with people that are so unaware of what options are available. They also do not understand the Affordable Care Act (ACA), and simply state what they have “heard.” We need a way to simply explain the options of the ACA program and a piece of literature that explains all of the options. Insurance is confusing. Unfortunately, many people are stating things that are reflecting that they really don’t understand the options.
— LeAndra Corbett