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!