2015's 50 best ways to generate leads: 41-50

Integrated planning is key. Clients don’t have to go to four or five different professionals and get all sorts of potentially conflicting advice. At our practice we offer tax preparation as well as Medicare Supplement assistance to our clients, which in turn creates leads for our retirement and financial planning practice. To have a holistic practice, I got my securities license, got my insurance license, and started bringing in attorneys to review legal documents.

Our main lead-generation sources are the Medicare and tax portions of the practice. With Medicare open enrollment running October 15 through December 7, we send out approximately 1,500 direct mail cards to leads, and usually see 8 percent to 10 percent filled out and returned. After following up with those prospects, we make 40-50 appointments. Our closing ratio is 80 percent and out of those appointments, we’ll end up with 30-40 new Med Sup policies. That in and of itself covers the marketing cost.— Jeff Warnkin, CPA, CFP with The JL Smith Group, of Avon, Ohio

45. Events with added value.

Hosting get-togethers that provide value to clients is a great way to do more than just a quarterly phone call or lunch. We organize topical events which encourage clients to bring others who could also benefit from the information. For example we have put on Medicare and Social Security seminars for clients who will soon turn 65. That’s a business line we really have no interest in, and there’s no product necessarily associated with it, but it’s something that matters to everyone in that age group—and it’s the market we’re trying to reach.— Ari Fischman, CFP, Southfield, Michigan advisory firm, Fischman Insurance Group

44. A simple question

When asked who I am and what I do, I give a brief description of what long-term care insurance (LTCI) is.

I then ask my new acquaintance, “So, who’s your LTCI with?” If people tell me they own LTCI, I tell them, “Buying LTCI is one of the smartest business decisions you’ve ever made.”

Chances are, however, that the people I’m talking to don’t own LTCI. This has been a very good conversation starter and lead generator.— Honey Leven, LUTCF, CLTC, LTCP, is an independent long-term care insurance agent.

43. 25-year-old health insurance prospects

Chasing the elusive Millennials as they are about to age off their parents’ health plan at age 26? This is a  highly desirable insurance risk, and a competitive market segment that bloomed under the Patient Protection and Affordable Care Act (PPACA). Now labeled “parental age-offs,” they communicate with Smartphones, average 110 texts per day, and seek information through social networks. But when it comes to health insurance, it’s Mom and Dad that get the call. (Or text!)

Tip: Look at your current book of business and identify clients carrying a family plan that have children over age 25. Next, put a strategy together to get in front of the parent decision-makers with educational information and a range of benefit options for their most important assets…their kids. Don’t have a big book of business? No worries. Take the same approach by targeting parents of Millennials with compelling education-based content and an easy-to-use “quick start” guide on what they need to do, along with options you can provide, to make sure there’s no break in coverage for their children. You’ll be a hero.— Lindsay R. Resnick is the chief marketing officer at KBM Group: Health Services,which is part of the Wunderman Network. 42. Connect with members of your networking group individually

Trying to develop rapport with another member of your networking group when your interaction is limited to your attendance at meetings is very difficult. 

Invite members you’d like to get to know better—who might make good clients or be a good source of referrals—out for coffee, breakfast, lunch, a drink, etc.  Focus on them: their business, their life, referring business to them.  As Dale Carnegie advised, be impressed, not impressive, and business will come. — Sandy Schussel, LLC, sandyschussel.com

41. The Breakfast Club

Create an exclusive breakfast meeting and invite 5 of your favorite clients who have something in common (i.e entrepreneurs; CEO’s; same profession). Tell them their “price of admission” is to bring someone you don’t know but who shares their issues. Ask another professional to speak – someone you want as a center of influence for cross-referring opportunities. Make sure to know what the speaker will talk about.

Have the breakfast at the nicest hotel that offers a buffet. Eat first so everyone gets comfortable with each other. Have the presentation for 30 minutes – tops! Now you’ve created a positive, close knit experience for your best clients.  You’ve met 5 more prospects who are just like your best clients. You’ve introduced another local professional to 10 prospects.  And now you have a big IOU from that COI. Win-win-win. And not a lot of money. — Gail B. Goodman, president, ConsulTel. Inc., Bedford Hills, N.Y.

For more lead generation tips, visit www.LifeHealthPro.com/50best