Blog

"Life is too long"

6/18/2018

Nope, not a typo. I know that you have heard the expression..."Life is too short.” Yes, we all know the meaning behind that saying. But, I ran into one of my son's Nick's friends this weekend. We were speaking about a myriad of topics. But, he said while talking about my future, "Ray, life is too long. You could be around for another 30 years. Have fun and be happy." Well, I am doing both, but his statement made me think about what we do for a living.

We help people retire with dignity, without risk of losing principal or gains, and create an income that our clients can't outlive. Yes, we address the issue that... "life is too long.” So, what's the point of this commentary? Give me a couple more minutes and please read on...

I just read an article in "Market Watch" that had the title, "Claiming Social Security early could lead to poverty later in life.” The article went on to say that, yes you can get the reduced amount early, but if you died early you would beat the system. Problem is, prices go up and most are sorry that they took Social Security as early as age 62.

Try this one on: in 2015, 33% of men and 40% of women took Social Security at age 62. Why? Simple, they needed the money to get by. So, is there something we can do to help? You bet, read on for just a bit longer.

If your client needs income now, take some of his cash and buy a short SPIA that will provide income until your client is age 66 plus for full benefits (maybe even age 70). Then, if possible, have him purchase an FIA with an income rider that will begin payout when the SPIA ends and tie the amount into the Social Security check the client will receive at age 70.

Remember that the Social security payout grows by 8% compound interest all the way to age 70 (that is from age 66). Plus, by waiting, the surviving spouse would get a much larger survivors check if the spouse dies.

Bottom line: we have the tools, the presentation, the script for the Personal Pension Plan. Why don't you give us a call and we will give you a Personal Pension tour. Who knows, this might increase your retirement income .

Until next time... good selling!

Stop Focusing on Marketing and Branding... Get Back to Selling

6/11/2018

Focus on your strengths, let us do the rest, and watch your revenue explode!

It is tough running your own business. And, it is a lot more trying and difficult than it was only 5 years ago. Who knew that you needed digital marketing expertise, a branding strategy, website development and maintenance, a vibrant prospecting program and a new way of obtaining leads. Let's face it, most of you reading this would say your biggest strength is selling and helping your clients. Well, you are not alone. So, what are you going to do about it? Let me give you a suggestion. Please read on…

The Ohlson Group and The Safe Money Places Agent Network can provide you with all of the services and tasks that I mentioned in the previous paragraph. And, just in case you were wondering, there is no reduction in commissions. As a matter of fact, we provide a quarterly allowance to our producers to offset the costs you may have in marketing research, administration and education. Plus, the more business that you do...the more we pay out each quarter.

We have been able to assist our agents and advisors in this area for many years. You see, The Ohlson Group has its roots back to 1975 when I built one of the most successful career shops in the country. Then, as president of several life insurance companies, we were able to make these companies real players in the annuity arena. And, as most don't know, at one time, the firm I was with even purchased insurancenewsnet.com and the current owner reported to me as we started to develop a marketing presence via the internet. That was in the late 90's. So, this stuff is not new to us. But, you have to get in the game.

I don't have enough ink or time to detail everything that we do. So, you need to pick up the phone or email and request a private consultation with one of our marketing consultants. We will analyze your business, present a plan, and then we are on our way. Then you can go out and... sell something. Remember the old Greyhound Bus commercial, "Leave the driving to us?" Leave the back office and marketing program to us. Then you will see why agents from coast to coast continue to refer to us as a... different experience.

Hope to hear from you soon.

Until next time... good selling!

Ask and Listen before you sell

6/4/2018

"Please give me your thought process when you set up your retirement income plan"

That's right... ask them. Until you get your prospect talking, until you make them feel the potential financial pain they will suffer, they won't listen to your solution. Until they admit, out loud, that they have a problem... don't give the solution. They need to verbalize to you how and why they implemented the retirement plan they now have.

Do they think the plan is working, and why do they feel that way?
Do they feel comfortable with the financial pro they have been working with... and why?

Let them tell you if they feel that they have the "appropriate amount of money at risk"... then ask them:

How did they come up with the proper amount?
What method, program etc?
Do they feel as though their retirement plan is set up in a tax advantaged way? Then have them explain why they feel that way.

Okay, there are more questions, but now, after their shortcomings are exposed, you can present the solution. This is not high pressure, this is doing the job that my CLU oath says I should uphold. Help the people, show them how much better they will feel, and they will buy as opposed to you having to sell.

Want to learn more about behavioral dynamics? I would love to discuss with you once you contract with us and write some business.

Until next time... good selling!

Widows and Poverty

5/29/2018

We recently hosted a seminar for some of our top agents here in Carmel, Indiana. Our featured speaker brought up a stat:  "Widowed women are the fastest growing poverty group in America.”

This stat really threw me back into my seat.  But, I thought of some of my friends, whose wives are still living, knowing that their wives will not be in good shape if her husband passes prior to her.  There are many reasons for that, but the bottom line is, there won't be enough money to keep the wife in the world that she has become accustomed to. The man will continue to work at something until he drops.  But, chances are the husband will go first and for the first time the wife will get a real look at the financial picture. So, how can we help? Read on.

We have to step in and assist with dream completion. There is only one cure in most cases - the husband needs more life insurance. Yep, that is all he can do.  He doesn't have enough money (and can't risk it), and not enough time.  We have all seen this.

So, give your client or prospect the tough love that is necessary.  Buy life insurance and give your spouse something to remember you by. Or, do nothing and we will hear him being cursed by the wife after all the excitement, mourning and friends have left.

Help complete their dreams and until next time... good selling!

How to Become a Financial Magician

5/21/2018

A few years ago, someone asked me what I “really” do for a living. I told him I was a financial Magician. When he asked me what I meant by that, I told him that I can make retirement income guarantees like no other financial services pro. He wanted to know more. So, I said, when planning your retirement income goals, I only need the answer to 2 questions:

How much do you need?
When do you need it?

Once I know that information, I can tell you exactly how much you need to give me in order to make your retirement income dreams come true... guaranteed,with no chance of loss. He wanted to know how I can do that. I said simple, I use an annuity. You know, that same product used in Ancient Rome to reward the fighters that came back home after battle. I say, If it was good enough for Julius Caesar to use with his "clients," it just might be good for you.

Until next time… good selling (magic)!

Better marketing means more sales

5/14/2018

It is amazing to me how many people think marketing and sales are the same thing. If you are one of them, let me help you "remember" the differences.

In a nut shell, marketing is what you do to prepare to sell. If you remember some of the old musicals, you might remember the "lead people” that came into town prior to the circus arriving. They got the town excited and drove sales prior to the big tent being erected. That is marketing. They sold the sizzle and created excitement. That is what we have to do in our business.

But you need a lot of stuff to make it work. Let's look at some of the elements you will need…

A plan with timelines, strategies, and tactics
A budget
A combination of digital, print, and video content
Someone to develop content
A partner

Once all is set into motion, you will have a stream of prospects that will want what you have to offer. It takes time, but it works.

What's next? Give us a call at 1-877-844-0900 - we will become your marketing partner, and you provide the sales. We know what we are doing.

Until next time… good selling!

GRAB OUR AGENT HOW-TO GUIDE:
"A FINANCIAL ADVISOR'S GUIDE TO DIGITAL MARKETING"

Financial professionals can no longer afford to NOT be involved with digital marketing. But, the questions are always the same... “Where do I start?” and “Who do I turn to?”

This guide will show you how to:

Promote your website via internet marketing
Generate leads with your website
Utilize email and social media marketing
Use Facebook, LinkedIn, and Twitter to help grow your business
Generate leads with Landing Pages
Create and promote blog posts to help increase traffic to your site

Take down that website!

5/7/2018

I am sure you remember when President Reagan said "Mr. Gorbachev, Tear Down This Wall!"  Well, I have been looking at some of our agents websites and I want to say (without mentioning names)... Mr. Agent, Ms. Advisor... take down that site.

Let me be blunt.  Some of the sites I look at are hurting you... not helping you. The public knows an old fashionedelectronic billboard when they see one - you need a face lift.  So, you are busy.  We know that, and that is why we are here.  For a very modest amount of production we will have you up and running with a new site that is chock full of content, tools, and an invitation for the public to do business with you.

So, if you are a little embarrassed about your site but don't know what to do, we have the answers.  Give us a call at 1-877-844-0900 and let's get started. And, if you have one of these sites I was speaking of… take it down now.

WANT A NO-COST, PROFESSIONALLY DESIGNED WEBSITE THAT'S FILLED WITH CONTENT YOUR PROSPECTS EXPECT TO FIND?

Until next time… good selling!

Is Your Website the Dress Suit of Yesterday?

4/30/2018

I should start out by saying that The Ohlson Group wears suits and ties every day and the ladies are always dressed smartly.  We do have "casual Fridays" where I’ll just wear a blazer.  But, I know that this "dress code" is not the norm today. Yes, things have changed.

In "the old days," you would make sure that your suit was top notch, your shoes were shined and your nails were trimmed.  Because that was your chance to make a good first impression with your new prospects or clients.  But today, your prospect has already gone on line and checked you out. They have already visited your website, and will look to see if there is any reason that they should meet with you.

So, even if you are wearing your best Brooks Brother's suit, if your website does not scream of professionalism and credibility, you might as well dress in sweats.  So, if you were searching for a financial professional or vetting one, would you want to see "you" if the tables were reversed?

Bottomline, you had better have a first class site with quality content - this is a given. Will the website get you business?  Probably not… unless you implement a digital marketing leg to your marketing plan.  Are you able to do your own content? You will need both print and video.  And, you have to distribute on a monthly basis to your clients and prospects.  Are you able to handle this? For most reading this, the answers will be no.  So, what should you do?

The answer is simple. Give us a call… we have it all. We will build the site, work on your marketing plan, personalize the content and deliver to your people.  And, much more. So, even if you don't wear a suit and dress clothes (which I think you should) you had better have a good digital presence.

Call us today at 1-877-844-0900 OR book a time to chat with one of our marketers, and we'll get you set up and ready to go.

Until next time… good selling!

WANT A NO-COST, PROFESSIONAL WEBSITE THAT'S FILLED WITH CONTENT YOUR PROSPECTS EXPECT TO FIND?

SCIP… The 4 Pillars of Successful Business

4/16/2018

As many of you know, I registered SCIP in 2003.  SCIP represents the four pillars upon which I have always built my business and lived my personal life. SCIP stands for Service, Credibility, Integrity and Profitability.

When incorporating SCIP into my business life, I know that all four elements of this acronym must be there for every participant in a financial service transaction.  I believe it has to be there in order for you, the agent/advisor, because nothing happens till somebody sells something.  It also has to be there for us, The Ohlson Group/Safe Money Places International, LLC because we have to make a profit that allows us to deliver the services you have come to expect from us.

And, because we are an independent boutique firm (and will be that way as Nick and Joe are partners and will be the successors) we don't rely on the "big box”IMO way of doing business. No one tells us what to sell, how to offer, what to pay or what to do. Nope, we stay independent and operate in your best interest.  So, we have to hit our margins.  Let's continue...

So, the Service has to be there for all of us.  Credibility, or believability, has to be there.  You have to look at us as believable, the client needs to view you as credible, and the insurance company had better be credible with all of us.  Integrity is something else- you can't earn it with a test or classes, and you can't buy it, and it is earned over many years. But, it can take but minutes to lose.  So, we all want to be dealing with people that have integrity.  And, back to Profitability.  Yep, we all deserve that,  and the #1 recipient should be the client. That is how we have operated, and I am sure you do the same.

So, if you start wondering where to place your next piece of business, or if you are being courted by one of the "big box shops,” don't forget the people that have truly walked a mile in your shoes.  Yep, we have. Give us a call at 1-877-844-0900 to learn more about "SCIP.”  I think you will like what you hear.

Until next time... good selling!

A multi-pronged approach to success

4/9/2018

Things move so swiftly today.  There is also the "idea de jour" regarding business success.  Many are quick to point out that what you were doing yesterday may no longer work today. They would say the digital world makes you, and how you do things obsolete. How many times have you heard, "The seminar marketing approach is dead?” Really, is that why I still get 3-4 invites to a financial seminar from some of the best advisors in my area?  How about this one… "direct mail is dead?”  Really, is that why I get the full page glossy colored postcard from the best realtors in my community? I could go on and on. You see, the successful marketer has a multi-pronged approach to his or her marketing.  Let's look at what many are deploying in their marketing arsenal.

First off, the successful agent/advisor is totally accountable for developing his/her clientele.  Their clients hear from them on a monthly basis, with quality content that comes via email.  We all know that the most expensive sale you ever make is the first one.  And, just because the new client gave you $100,000 for the annuity, that doesn't mean that they fully trust you. They are now going to watch and see how you follow up on the promises you made.  You see, there is plenty of additional money in their wallet and plenty of problems to solve and dreams to be completed.   But they (like you), expect service.  When they see you act in the way they expect, they will load you with referred leads,  which have the lowest acquisition cost.

Direct mail that stands out in the mail box.  Yes, of course it still works. But, it has to stand out and have a compelling call to action.

Seminars? Of course they still work,  but like the direct mail piece, better have a compelling reason to attend.   There must be solutions to problems that your target really thinks about.  Do you know what they are? Tons of research and we can share that with you. And, meal or no meal? Who cares... time of the seminar? Lots of questions to be answered,  and we do have the answers as well as various content.  We have just employed a "seminar consultant" to assist our advisors in this endeavor.

How about text messaging? Do you ever text your clients? Think about it, do you respond more quickly to a text versus an email or letter? Of course, the best is a client appreciation event. It could be a meal with a speaker, or wine and cheese.

Let's face it, you need the mindset to grow, money to invest, and a commitment to get referrals. We can provide you with the tools, presentations, approaches, content and more.  You just need to have the attitude and the aptitude.  And, we have to have a mutual commitment to each other.  This is simple and being done all over the country.  Things not working like you had hoped? Then you need to give us a call and speak to one of the marketing consultants.

Until next time... good selling!

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