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.
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
25. Provide a tailored analysis for each client.
We utilize a custom questionnaire that illustrates the long-term cost of health related expenses over a given period of time. We include those with private insurance and those who are on Medicare or who will be on Medicare shortly. With this anaylsis, we can help the client consider such factors with their overall financial and investment planning.
— Manuel Jimenez
24. Do your due diligence on social media.
Before your reach out to a potential new client, check his or her LinkedIn profile. Often, you can see what he’s responsible for and even some of his objectives. You can then use this info to craft a compelling message aligned with what’s important to him. Plus, you can find areas of common interest and potential connections.
— Jill Konrath
23. Get personal.
Two weeks before a married couple’s wedding anniversary, call the husband and remind him that his wedding anniversary is only 14 days away. He will be very grateful for your thoughtfulness and WILL remember what you did. (NO other advisor does this for him!). Also, it may save a few marriages!
— Robert Zakon
22. Use P&C insurance as your entry point.
I use our clients who have homeowner’s insurance in our area for prospecting.
— John Hyde
21. Seek wise counsel.
No matter how long you’ve been in the business, always have a mentor to some degree whether it’s for sales, marketing or general “coaching.” Being held accountable every week will make a significant difference!
— William E. Spar