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Hiring a public relations firm part time to get local TV interviews and articles written in local newspapers have been instrumental for our positioning as the local financial expert. - Matt Golab |
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Volunteer your time to assist seniors stay independent. - Robert Keane |
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I personally work with orphan policyholders from different companies. An already sold customer is easier to do business with than any other. - Arthur E. Cambridge |
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We conduct a monthly "Second Cup of Coffee" public meeting at a local restaurant. We provide coffee, tea and pastries. We specifically note in the ad that we are there to feed their mind with useful information. We advertise in the local community weekly and list the next two month's topics for discussion. We also list the name of any professional, i.e. elder law attorney, CPA, etc. who may be on the agenda. We take reservations for 40 and are consistently booked. - Anonymous |
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My 5-year-old son and I have enjoyed father-son bonding while making May Day baskets for my best clients over the past several years. He'll even help me deliver them this year! Often, my voice box is full of “thank-yous” from grateful clients before I even get back to the office and my son brags to his friends about the quality time we got to spend together, and I've touched my clients in a unique and special way! - Scott Wirtz |
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A low-pressure sales style along with very informative dinner seminars. - Dino LoPresti |
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Right now annual reviews and service calls are the best! - Anonymous |
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Ask the clients that you are working with, "Have you made any death plans?" When you get the dubious glance, explain, "Many of my clients will have plans in place for when they are living, but very few discuss what the other spouse will do at the time of death." This opens up opportunities for life insurance as well as annuity sales. - Wendy Swanson |
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In forty years in business and at age 67, I have found one thing that works: Buy a good list with “do not call.” I use turning 65 for med supps and final expense life. Send yellow post cards (cost $ .24), and then follow up 3-5 days later asking for appointment. I know it is an old system, but it still works. - John E. White |
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My best sales idea is the way I conduct my practice, I look at the whole client and not a part of them. I then put a plan together to help them reach their goals and not what the book says they should have. I believe each client is different and so their plan should reflect their goals and objectives. - Tim Fitzgerald |
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While there are many technical skills that we need as advisors, the thing that rings in my mind is that we must be client-centric. People don't care how much we know until they know how much we care. When I sit down with new prospective clients, I spend at least two meetings spaced a week apart about two hours each before I even let them give me a list of their assets. This gives both of us the time to get to know each other. This approach, which incidentally is genuine, has blessed me with a 100 percent conversion rate from prospective to actual client. - Kenny Main |
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Info Bingo – put answers to basic insurance on a bingo style card where attendees can then win prizes for providing answers (used after a seminar). - Cassie Monson |
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Establish a need for LTC Sales. While every statistic points to the high probability of needing care (70 percent of us over 65 years of age), most of us are in denial and think it will only happen to the “other guy.” It is important to help the client picture themselves and their spouse needing care. Many Boomers have had friends or family members who have needed help, but do not recognize that the care received at home was a long-term care event. It’s important to help them understand how this would impact their family if it happened to them, what if their health changed, what if the unthinkable happens? - Diana Renton |
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Regular and consistent emailing to my customer, prospect and networking list has produced fantastic results. The key is to be relevant, topical and instill a sense of urgency into each message. This type of messaging practice makes you a trusted and sought after resource of information people look forward to hearing from. - Gregory Durette |
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I have been a Board member of my state chapter of the Financial Planners Association, (FPA), for some time and currently serve as President of my County FPA Council. I'm frequently asked to speak on long-term care insurance through this involvement. As an LTCI independent broker, I derive almost 70 percent of my six-figure revenue from resulting referrals. - Roger Brown |
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I host a weekly radio show addressing important issues in retirement and brand myself as the "Retirement Guy" in the Denver Metro Area and find great success through a weekly call to action to request one of my free “Special Reports” mentioned in the radio show. - Stephen Geist |
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I do two radio shows as well as running ad spots on the radio. This, in combination with 2-3 client events annually where I invite my current clients to bring guests has resulted in good ROI for my marketing dollars. - Brian Singer |
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What has been the most successful for my practice is teaching an adult evening financial educational course at a local university. My most significant and largest high net-worth clients have come from people enrolled in my class who provide me “introductions” (referrals). - James R. veal |
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I have specialized in working with teachers for 18 years. By becoming a specialist in this niche market of working with educators it has allowed me to grow my business. 50 percent of my new business comes in from referrals every year. This is still a very untapped market that is waiting to be serviced. I will never run out of new prospects. - John Bustrum |
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We book appointments from our Internet lead program. The following day the prospects receive a federal express package with the annuity information and other materials. This appears to solidify the scheduled appointment, as the prospects are very impressed with the speed and service of my firm. - Steve Delott |
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Find out what it is the individual really likes and keep track of it in a CRM system - for holidays and birthdays send them gifts that they love and will use - I've received a number of referrals that indicate the reason they want to work with me is because they have heard I really listen and care about what is important to them, including their non-financial life. - Amy Irvine |
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I never send holiday cards to my clients EXCEPT at Thanksgiving, the appropriate time to thank them for their business. I've had clients call me to thank ME for the beautiful card. Always gives me the extra opportunity to get referrals. I also get postage on line through Stamps.com and they offer the postage stamps with the fall scenes... clients really like getting a card at Thanksgiving, when no one else is sending them anything. Doesn't get lost in the end of year holiday shuffle. - Suzanne Hopkins |
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Marketing Organizations taking the lead in lead production for their agents. - William Patterson |
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Network with market associations like we market our products through both AARP, and ASBA, kind of like the democrats and the republicans, or crips and bloods as Will.I.Am quoted in Wired mag. Also I find volunteering at the senior booths just gets my face out there at state fair booths, church health expos etc. I also send a $15 gift card with a sympathy card to any client who loses a loved one and invite them to take themselves out to lunch to get themselves out of the house to cheer up, plus remind them to light a candle for that person invites them at least in spirit out to dine with my client who may be missing them. - Kim Theobald-Stark |
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Ninety-five percent of my business is with mature clients. I found after 30 years in the business, my prospects were beginning to dwindle. My baby boomers were getting older and their incomes and investments were usually invested with me. I began to invite their children to sit in on reviews at least once a year. I found they became clients as well. And beyond that, I discuss and attempt to place business with their children for college expense. An additional benefit, I feel more comfortable knowing my client's children are aware of their parent's investments and the all the benefits associated with these investments. - Stephen Jorgenson |
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I have found sending a simple Valentine’s Card to my lady clients (widows usually) is successful. Also send cards to other center of influence widows and prospects. I include a $5 Starbucks gift card. The cards are hand addressed and personally signed, with a note if appropriate. I have had a couple of widow client remarry this past year and sent cards to them. Amazingly, in both cases, the new hubbys thanked me. Also I received three referrals from the husbands and will do/have done business with both. This year we mailed forty-two. I have received, phone calls, e-mails, notes and personal “thank you's” from 40. - Bob Adams |
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Selling Annuities as a cross over sale after selling long-term care insurance to a senior. - Otis Manning |
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I personally send approximately 50 hand-written letters, with a personal label and a REAL stamp out weekly. In my letter which includes my picture, (to avoid identity theft) I say in summary that I am their local “Senior Specialist” and that if I do not hear from them I WILL BE STOPPING BY NEXT WEEK - NO EXCEPTIONS! On the outside of the envelope I also in a huge GREEN lettering I write SEE YOU NEXT WEEK! This grabs their attention too! Then after my mailer I get a few people who call me and say No Thanks, then I go to my PO Box to see whose letter might have been returned because of moving or passed away etc. Then I hit the road that week and have been closing at least two annuities a month and about 10-15 final expense appointments. - Renee Merckx |
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DO WHAT YOU SAY YOU ARE GOING TO DO. Sounds simple, but, to guarantee completion, write it down, give it to your wife or fellow employee etc. with a date that you will have completed it. Have them check on you and reward them with lunch for doing so. - Bob Kasse |
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One of the most important aspects of my business is treating your client as if it were yourself. This in turn helps make the client more at easy and they will feel you if you are authentic and trustworthy. In return you have a good referral partner client that will be selling you to all of their friends and family members. But you have to be you and go above and beyond the call of duty. - Alejandro Chetto |
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Have a great Fact Finder. Have your Seminar created around your fact finder. My fact-finder is six-pages long and somewhere in those six pages is someone’s hot button (A problem to solve). If they fill out the fact finder and bring it in you have a 95 percent chance for a client. When you use a financial software program and make it personal and bind it in a binder for them with the solution you have a 100 percent success rate. - Charles Clarkson |
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Focus groups. - Mark McKay |
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Direct mail offering free booklets or reports regarding information on retirement planning and alternating with IRA and annuity information. - Guy Cornette |
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Market in more than one market. For example, Direct Mail, Referrals, clients, ads. This will give you more names coming in that you can contact. - Bill Campbell |
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Always put the customer first by listening to the client/prospect and by asking comprehensive questions to get the overall view of their assets and together you map out a retirement plan that works for them. - Roger Gorman |
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I have found that many individuals and couples have not yet completed their necessary will, living will, health care power of attorney and durable power of attorney related documents and don't fully understand the implications of not having these documents completed. Offering them an explanation of these documents and the importance of getting them completed is a way to built credibility and trust with potential clients! - David Vanasse |
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The best way to generate new sales with an existing client is on the anniversary when the fixed indexed annuity comes up for the reallocation strategy. The insurance company sends out a letter to let the client reallocate their strategies each year before their anniversary. I have found that the client has additional money that they didn't tell me about in our initial sale. They will get another annuity because they see how good the original annuity that I sold them has done without any loss. - James F. Cadle |
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Private Client Dinners: I will contact a group of 4-6 clients and let them know that I want to keep them up to date with what's going on in the economy and would like to invite them along with their family and friends to a complimentary dinner seminar at a Ruth's Chris style restaurant. Most clients bring 2-5 guests each and I've been able to acquire new clients as a result, all with no marketing costs. - Anthony A. Saccaro |
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Client events. Using these events we have increased our production dramatically. Using client events puts both you and your client in a very relaxed atmosphere. We also encourage them to bring a friend or two to these events. No selling issues are discussed just a good time is had by all. After these events we usually make appointments with not only our clients, but the friends as well. - Michael T. Papa |
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I stay in contact with all of my clients by telephone, mail and email. On the telephone, I ask about their family and what they are doing now. I bring them up to date on their policy particulars. I compare the benefit amount with the going amount in the local area, and sometimes they ask about getting another policy of fill the gap. - Katharine Jacobson |
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Identify everyone in your natural market, that is, people who know you and you know form various circles. Call all of these people and offer to buy them a cup of coffee so you can share with them more about the work you do and how you help people. Ask them for 20-30 minutes only and tell them you want to position yourself as a resource to them and others they know. If they object; tell them that you would not know whether you would have a need for your services today; but you want them to have a good idea of how you may be able to assist in the future. Tell them that you are certain that they have NOT made their last important financial decision in their lifetime and you can help them eliminate the fear of making any mistakes. - Scott Craddock |
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I have created an advisory board consisting of seven clients. Each client serves a two-year term in order to input ideas and to see them in action. We meet once quarterly as a group to talk about the good, the bad, and the ugly of what we do every day. These clients are more engaged and more apt to refer someone they know to someone who treats them exactly they way they want to be treated. - Stuart Augustine |
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Although it should be obvious, very few agents I meet actually work with existing clients to get referrals. This is my best, and primary source of new clients. There has not been, nor will there ever be a better way to meet people then the referral you get from the prospective client's friend. And the way to get referrals is to stay in contact with your current clients and always be either doing something for your client base (as in new products, updating paperwork, etc.) or just stop by to say hello. - Peter Bickelhaupt |
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We have found that a perfect gateway to the annuity business is through the Medicare Supplement business. Therefore we mail Medicare Supplement leads and assist those that respond with their Medicare Supplement choices and once an agent client relationship is created we cross sell annuities. It works. - Edwin Oom, Jr. |
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Mailers to a very select clients or future clients as a newspaper piece. - John Grant |
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I moved from Buffalo, NY to Jacksonville, FL about 3.5 yrs ago. One thing I noticed after moving to FL was the huge amount of former New Yorkers that were living in North Florida, especially from the Western New York area. As a big NFL football fan, I decided to find the local chapter of the Buffalo Bills Backers club and watch my favorite team with some hometown fans. Each week there are approx 70-80 former Buffalo folks there cheering on the team, win or lose. After making some immediate friends while watching the games and talking about just how many of us ex New Yorkers were in North Florida, I came up with an idea. I decided to start my own website that caters to former New Yorkers who now live in North Florida. I provide a bunch of hometown information, including Sports News, Local News, and Links to Buffalo area restaurants that ship nationally etc. I require that each person interested in the content register to gain access to the site. I am working on a “Service Provider” section for us former New Yorkers who have professional services/businesses to offer to the other members. I offer free advertising to any service provider who is originally from the West New York area. All I ask the providers to do is treat our members fairly and to network and share referrals with other former New Yorkers. - J. Plachta |
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Maximize your impact and relationship with new clients by creating focus groups. Invite recent seminar attendees that became clients to your office in small groups to get their feedback on your presentation. Run through the important points of your seminar and new ideas that you’d like to present at upcoming events. People like to help in general and your clients will be impressed you are asking for their opinions. The additional interaction with these new clients will set the table for an on-going relationship where they will feel more invested in your company, keeping your clients engaged with you and setting the stage for future referrals. The bonus is the feedback you receive should help you become a better presenter as well. - Frank Jaksa |
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The most important sales and marketing ideas are the ones that show you and your firm as a provider of valuable and timely information, apart from the role of advisor. Providing CE classes to CPAs that are relevant to the people they work with that is not directly or indirectly tied to life insurance, long-term care or other services you offer is important. If you have specific knowledge about family business issues, such as a CE course about the challenges they face are a great way to start. Some major life insurance companies have partnered with national non-profit organizations to promote their message and represent a significant opportunity to bring value to prospective clients and their family; again, other than the specific products and services you offer. The more value you can bring other than the specific industry knowledge you have, the more prospective clients gravitate to your practice. - Thomas P. Donahue |
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Follow up the initial meeting with a new prospect by mailing them a short, easy to read book or booklet, mailed in a book box. Write a short, personal note on the inside cover of the book. Follow up with a phone call a few days after the book has arrived and your second appointment ratio will increase significantly. We use a financial parable book. - Steven G. Johnson |
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Sell, sell sell. - Bill Wenner |
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Constant contact with clients, either through email, snail mail, telephone, or in person. The more contact you have with your clients, the more they will remember you when their family and friends have a need for any of my services. Therefore qualified referrals come in saving time and money. - Dennis Profaca |
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My most effective marketing idea for 2011 (besides referrals) is veterans benefits consulting. - Paul Gierten |
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I send out about 50 letter a week that specifically says I am coming out to there home. They must call me to let me know if they don't want me stop by or else I show up! When I get to the door they are expecting me. I am closing on Final Expense, LTCI, and Annuities. - Renee Merckx |
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Ask questions first and determine the client’s expectations, then listen to the response, and finally, present the best alternatives in plan English. - Dale Jensen |
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I use SendOutCards.com it has been the single best marketing tool I've ever used. The system is so easy to use and is fully automated. When I get a new client, I just enter them into the system and send them all of my campaigns that have been set up and customized by myself. I have a thank you campaign and one for referrals, birthdays, thanksgiving and anniversaries. The system sends a real card that is customized in my own handwriting and is delivered with a real stamp! I love it and get 3-4 referrals a month using this system. It is actually less expensive than buying a card and sending it myself yet it’s all automated. I can even tell it when to arrive at the house. - Tony Rake |
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Keep my lead pipeline full. - Marilyn Kelson |
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I just treat my clients with respect, and develop and open and honest relationship with them. I try to build a team atmosphere that lets them know what I propose is going to be in their best interest. - Kevin Dougherty |
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Referrals. - Jeff King |
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See the people (STP). - Mike Masiello |
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Nothing new, just ask clients to bring a friend to breakfast or lunch. It’s a great time saying thank you to your existing client and a nice warm introduction to someone new. I rarely discuss any product during these informal meetings, but rather look to set an appointment with them. This is my best referral program besides belonging to BNI Chapter – business referral group. - Jeffery Lillie |
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I am strong in the senior market. The senior market is my primary focus. In presenting the Medicare Supplement plans, I explain the differences between the Medicare Advantage Plans & the Medicare Supplement Plans. Most of the individuals are truly uninformed of the differences and become confused. With this approach, I feel that the prospect has been educated so they can feel more comfortable with the decision they make whether it is with me for the supplement plan or take the Medicare Advantage Plan. - Kenneth J. Loats |
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Join community groups and national associations to have your face and name be a picture of the product for your community. - Karey Anderson |
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Sign up to speak at a Senior Networking Alliance (or a similar organization) on a non-proprietary topic of interest, such as the history of Medicare, Medicare Advantage financing, the way in which the "donut hole" is being closed, or other subjects of interest to seniors. - Thomas K. Blomain |
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Ask questions and shut up. A producer should be more interested in what the client is saying. If you listen closely they are saying, “Here is what is important to me. Pay attention and you will make the sale.” - Bruce Dickes |
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Have a Life Insurance Awareness month campaign. Life Insurance: 1. Buys time 2. Provides a fresh start 3. Generates income 4. Offers flexibility 5. Creates opportunities 6. Funds the future 7. Leaves a legacy. - Mike Greiner |
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Follow up, follow up, follow up. - Karen Johnson |
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If all else fails in getting business, I go back to basics: And go door-to-door knocking on businesses and residential homes to generate appointments. This way you will be busy as you will have appointments and generate business that you did not have. - Alejandro Chetto |
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I believe “asking questions” is the biggest missed sales step out there. As sales people we often believe we are great at asking questions, until we record an appointment. I recorded an appointment with a prospect and thought I did a great job. After listening to the recording I realized I did terrible. I did ninety percent of the talking with a few well-placed questions but would only let the prospect answer briefly and then I would start speaking again. I believe the greatest tool an advisor can focus on is not charts and graphs but the skill of asking questions. - Matt Golab |
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Having an ice cream social at a prospective client’s home and having a seminar at the same time in their home. - John Fauzey |
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I do a quarterly newsletter that gets in front of people enough to not bother them. - Kenneth Peterson |
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Sell myself. - Ricardo Emery |
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I keep in touch with my existing clients by mail and phone calls. - Kathy Malone |
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Centers of Influence. - Andrew McNair |
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Connecting with the adult children of boomers through my company's online trading platform thereby getting them in line to think about using an advisor. - Elizabeth Howarth |
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The main marketing idea I have is a slow process but very effective down the road. I partner with my old colleagues in the medical field and pinpoint new senior care clinics. The first visit is a simply an introduction, followed by a second visit in which I bring snacks or breakfast. This builds trust and with trust come referrals. This is one of my first ideas being a new agent. - Mario De La Rosa |
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Take a few minutes each week and cold call the medical offices in your area. It’s amazing what you can run into.... one-on-one in person beats reading a lead letter any day! - Randall Krug |
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Set ACTIVITY goals. Record the presentations you give and get a ratio of presentation to sales. Figure out your average commission per sale, then you can figure out the number of sales needed to reach your goals and then the number of presentations needed each week to make those sales. Keep a daily total of presentations to make sure you are on track. - Todd Riley |
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Do unto others, as you would have them unto you. - Nancy S. Stokes |
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Using discount health products as value add services or voluntary benefits. - Mark Roberts |
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Our firm is successful because we focus on issues beyond the client's finances. For example, our firm process looks at the impact that an individual can have on their family, business and community. Certainly this involves financial planning because all individuals need to feel secure in their own plan before they can realize that they can make an impact or leave a legacy on others. This naturally ties in with why it is important to have asset protection and secure income as part of the financial plan. Showing a client the impact that they can make to their family and community can be a wonderful motivator to take action. - Greg Hammond |
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I specialize in Medicare and I am a certified Long Term Care Planner. If you truly want to help seniors help them with their drug plans, they will love you for it! - Keri Bateman |
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I get File Folder Labels and print off a headshot, with my name and phone number on five sheets with 30 stickers on a sheet (Wal-Mart $5!) I peel and place labels on dental brochures, because people who take care of their teeth, usually take care of their health! If someone calls for a simple $13-$25 Dental plan, I have a client! I can get referrals and I can up sell other products after I do a fact finder. After I have a pile of brochures, I put them in plastic door hangers and canvas neighborhoods with my brochures. I also put stacks in a plastic brochure holder, and drop off at the local libraries, hair salons, and various businesses to ask if I can leave a brochure stand. I think about where people have to wait for things, and then place my brochures there, I get calls once or twice a week from it, and it's practically FREE! I also call out the clients I've sold to in the past to make sure they're happy, and ask about anyone they know that has had a heart attack, stroke, or cancer, and go into critical illness insurance. - Jane Rowley-Bowen |
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I work the senior market because I'm 61 years old. I target seniors who are turning 65 this year and will need a Medicare Supplement. When I sit down with the prospect, I give them a sheet listing all the services we provide. I also give them a sheet listing all the companies I represent. Then I pull out a five question yes or no answer sheet concerning checking accounts, CDs, savings, life insurance, and money market savings. When I get that completed, I put it in my brief case. I do not discuss it any further. I go into my Medicare supplement plan and then write the application. When I deliver the Medicare supplement policy, I then pull out the questionnaire and get into a discussion about their savings, CD’s etc. I have been fortunate to write an annuity sale for just about every supplement that I have placed. You already have their confidence and they are looking for someone to trust to talk about their savings and retirement planning. It is a very low key approach and works for me. - Marty Rohde |
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I use radio advertisements on a local AM talk station to reach age groups 54 plus - Bob Burns |
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Most of my work results from referrals. I do a lot of networking and attend as a vendor at numerous health fairs, etc. I always follow up with a thank you note to the person who refers me. If they do a lot, I recognize them with a small gift. - Paula Q. Wallace |
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We have found that Facebook is one of our best sales and marketing ideas. We are building that community to find referrals and sell product. It is amazing how a client can post on their wall how much they appreciate us and friends of theirs will comment to us for the same products. We also start discussions on trends and have colleagues comment as well. This helps build our brand. I am stopped several times a week with comments about how informative our FB page is, etc. - Theresa Baker |
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Public speaking engagements: lunch and learn seminars for corporations. - David Driggers |
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Target Boomers with the main objective to have them refer their children to me. - Ken Dicken |
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Amazingly, I have found that it is most effective to ASK current clients about other needs. This allows them to give referrals, if not discuss other opportunities in their own portfolios. - Joe Tillman |
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A simple way to get a conversation started about a client's retirement nest egg in your fact finding process is to ask, "Have you started taking distributions from your IRA yet?" The answer will either be "Yes", "No", or "I don't have one." If yes, they are short on income, and have to take money from their IRA. If no, they have plenty of discretionary income, and can afford other products. If they don't have one, you have a client with problems. - Patrick Monahan |
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To offer in exchange for minimal fee active management of clients/prospects Retirement Plan (401K, 403b, SEP-IRA, etc). Baby Boomers need assistance with this, especially in this volatile market and it helps improve opportunity to minimize losses during downturn and opportunity to increase returns over time by actively managing retirement accounts. Most employer sponsored retirement plans are passively managed. - Diane Brewer |
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Most seniors are members of local churches and senior centers. They all look for speakers on various topics, especially with the conflicting viewpoints on the new medical plans for seniors and Medicare programs. Become a guest speaker. - Robert M. Eichner |
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Try to get on a local PBS TV station to do educational segments or shows about senior planning and long-term care. Generally, it’s the right demographic and it's free exposure. - Tom Martin |
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I send out birthday cards -- handwritten and hand addressed to my book of business. I send out about 150 per month. At every seminar I do, I make sure that everyone gives me his or her information, so I can increase my book of business. I also find out each customer's sweet tooth and no and then send it to them unexpectedly. It gives another touch and brings a smile to their face! - Jayne Sandler |
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Be proactive, courteous and poised to prospect all the time. God's goodness is helpful and wonderful as well. - Mei-Li Chen |
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Take time to really listen and hear what the client is saying. - Steve Ennis |
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Contact the beneficiaries of Existing clients and share thoughts on Retirement and Final expenses planning. - Raj Shenoy |
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We have adapted a completely new approach to advertising to Seniors/Boomers. The ads now focus on services versus transactions. Too many of our competitors’ ads focus on exaggerated claims and returns and fail to provide full disclosure (even when called). This tactic, while widely used, is unethical and only makes the rest of our industry look bad. - Rich Vandermolen |
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I hand out cards with a thank you on the back that says: this card is good for a cup of coffee and free advice. - Sammy Harrell |
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The split annuity is really compelling right now, especially with low interest rates on CDs. Very compelling presentation. - Paul Irving |
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I carry my business cards with me everywhere. I meet seniors at the grocery store, church, the mall and other places. I give them out whenever I can. - Macy Fry |
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I host client appreciation dinners and ask my clients to bring a guest. I speak for a few minutes, a wholesaler will speak and then we have dinner. It builds relationships deep and my clients love to meet other clients and fellowship. I have never hosted a dinner without getting benefits; they are awesome. - Scott Stooksbury |
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My average commission on a life insurance sale is $750. In order to make that sale, I have to contact 10 people, which results in four appointments, which results in two people being interested in learning more, which results in one immediate sale. To keep my spirits high when contacting prospects, I don't look at it as if I made $750 when I make the sale; instead I look at it as if I make $75 for every person I contact. That way, whether the prospect says yes or no to me on the phone, I am able to remain on a level frame of mind. This keeps me from going from high to low and it keeps me from getting down, even if I have a string of nos. - Gene Bond |
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You don't want to buy long-term care insurance because you may not need it? Have you lost a lot of sleep lately because you haven't had enough house fires to justify your homeowners insurance? - Michael Petrilli |
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Meet face to face with your clients and be patient, listening attentively even when it may not pertain to the reason they have come to you...build relationships and trust knowing that humans need to be connected. - Judy Kooyman |
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Truly "own" your client relationship: When you do your first fact finder, be sure to capture the details - maturity date and return rate of CD, surrender periods of existing annuities and their penalty free dates - and enter it into the system. - Melanie C. Alexander |
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Always ask a client to pass your name around. I also ask for them to give me names of persons that they intend to talk to. It is always good to be referred by one of your satisfied clients. - Joy Haltom |
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Contact the local Senior Center for your City or County. Schedule a meeting with the Events Coordinator. Tell them you would like to offer a free seminar on the “ABC’s of Medicare” or “Medicare 101”. Tell them you will provide drinks and Hot Dogs. Bring a laminator to the event and offer to laminate their “Medicare cards”. Do not laminate their social security cards because that is an offense. You can also play Bingo for silly prizes like shampoo, candy bars and sanitizer lotion. They will advertise it for you and promote it for you and voluntary collect names, addresses, phone numbers and emails at the event. Let everyone know that you will follow up with those interested with individual Medicare Audits. - Dave Pearson |
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Always go the extra mile! - Josh Brown |
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I present an educational seminar on "Medicare Made Clear" with senior residential communities in my area who are marketing their facilities. They do not charge me for using their facilities because they want to show off their communities to prospective residents. The seminar is educational and shows Medicare Beneficiaries how Medicare works and the options and alternatives that they need to consider. Current residents are also invited to listen because they may find the presentation informative and may want to consider the options and alternatives for themselves. I have made many sales after the meeting or at a later time with individual appointments. - Robert M. Lien |
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Follow through on everything - details matter. - Eva Valentine |
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You need to take your time with seniors. - Annette M. Quillan |
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Working with elder care attorneys to provide free insights to seniors. - Paige Joyner |
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Treat others like you want to be treated. - Scott Gorham |
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I peruse local publications for life events and give them a call. If I can't reach them or they are on the DNC list, I add them to my mailing list and keep in contact with them that way. - Trevor Leffingwell |
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Seniors are generally very considerate & try to be accommodating as much as they are able, because they are part of a more genteel generation. I have found that sending out a letter in late October thanking my customers for their business over the past year is an excellent opportunity to generate new business for Medicare supplements & to make sure I am meeting my customers CURRENT needs prior to open enrollment. I point out that we are coming up on the open enrollment period and, while I truly appreciate the opportunity to serve my customers & take great pride in always giving them the "biggest bang for their buck", I am very much looking forward to time with my family during the upcoming holidays, just as I'm sure they are. I also mention that it will make it easier for me to BEST serve their needs if they could bring by, fax, or mail me a copy of their prescriptions so that I can shop their part D supplement ahead of time for the best fit & best price for their budgets. I close by thanking them again for their business & the opportunity to serve them. I also tell them how very much I appreciate them helping me to help THEM by getting their information to me early enough to finish up the open enrollment "rush" in time to spend the holidays with my family while STILL making time for my valued customers, as well! - Joyce Sasser |
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Seminars on “How to save for college education funds.” - Sangeeta Malik |
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Using newspaper ads. - John Grant |
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Providing complementary educational seminars to pre and post retirees through local colleges, trade schools, and universities, on topics involving mistakes to avoid and solutions to increasing retirement income distributions from qualified and nonqualified accounts. - James R. Brown |
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Invite 5 good female clients to a coffee hour and ask each one to bring at least one friend. Over coffee, we talk about financial concerns they have. At least half of the guests end up calling me and they become clients. - Louise Coleman |