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May 26, 2014 at 12:00 AM
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.
— Anonymous
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.
— Anonymous
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
