I was watching the AT&T  tournament at Pebble Beach this weekend and thought about how the golf game has changed, and how it relates to our business.  The game really got a kick start with greats like Bobby Jones and Walter Hagen. They played the game with style and grace and some hickory shafts and the smallest of blades.  Then, another generation made golf a television viewing opportunity.  These greats  were names such as  Sam Snead, Arnold Palmer, Julius Boros, Gary Player, Jack Nicklaus and others. 

The game had moved from Hickory shafts to persimmon woods. Yes, the blades were bigger and these guys were real competitors and studied each and every course that they played on. But, there were changes taking place. Enter Tiger Woods, Phil Mickleson and others using the “Big Bertha” drivers.  Wow, I couldn’t believe how large the heads looked then. But today, they are larger, the shafts  bend more and  the irons have the concaved backs.  What about the rescue clubs?  Some people never use a 3 or 4 wood.  Many now leave their 3,  and 5 woods in the garage in favor of these rescue clubs. 

But, it is more than the new equipment. The golfers of today are as fit as many NBA players. They also have coaches to help keep their mind straight. The caddies know the courses they play from tee to green. It’s like they have mentors and guides. 

In short, they have adapted to today’s game.  My questions to you "golfers" in the financial services industry are: 

• Have you adapted to today’s game? 
• Are you taking advantage of the new equipment available to you? 
• Are you a student of the game? 
• Are you studying the financial landscape from tee to green? 

If not, you aren’t going to score very well. You might already be seeing your sales “handicap” starting to soar.  So, how do we get you into playing shape for this year’s season?  There is still plenty of time. Let’s take a look…
 
Today’s’ buyers no longer accept the “old school” type of selling. They know so much about the products we offer before we ever meet with them.  They also know where to get their research.  They will check you out through Google and they scour your website prior to even granting you an appointment. 

We have many new tools in our business. Are you utilizing videos…short ones?  The consumer likes that approach.  You can, and should, be showing those at point of sale.  You also need to be dripping  on your prospects and clients via email and regular mail. 

What about content?  You’ve heard that content is king. Are you giving your clients quality content?  And, are you aware of what all the clubs in your bag can do?  For example, are you comfortable using your “life insurance club”?  What about that one marked final expense or critical illness?   Maybe you need a “professional caddy” that can explain everything from “tee to green”
 
In closing, we have all of the tools. We have the consumer videos, the training videos for you, the written content, white papers, and we will even build your website. AND, we even send the email content and videos out to your clients and prospects for you. 

We would like to give you a tour of the “Ohlson Group Course.”  We have the pros that have played the course and have won a few tournaments... for example I am a Life Member of the Million Dollar Round Table MDRT.   We have so much to show you and we know how to lower your handicap. We can really help you with digital marketing and help you generate referred leads on a regular basis. 

Bottom  line, if you are still using those persimmon woods and blades while your competitors are using those “big headed drivers,” how far and long do you think you can go?  Time to “tee em up!" So, if you are in need of a lesson, schedule a digital marketing assessment and let us show you what being a part of the Safe money Places Agents Network and The Ohlson Group can do for you. 

Until next time…good selling!

All business is show business- and I say that in a positive way. Thoughts, concepts, products and ideas can be boring, and hard to present if you can’t get the prospect or user anxious to learn more about your expertise. You see it everywhere: in places of worship, in schools, in politics (that’s an understatement) and throughout our daily lives.

​Can I make a confession? My degree in college was Radio, Television and Motion Pictures, with a Journalism minor. So I have always taken what I learned in that discipline and tried to utilize it in the financial services business. You see, we are really performing every day. We are trying to develop a brand that separates us from the competition and builds credibility in the financial services arena. Allow me to give a few examples:
 
Abraham Lincoln was known as the story teller. He would try to sell congress, his cabinet, and the American people through the use of his stories. He was very successful in setting the stage, and getting people’s attention. Let’s look at television: one of my fellow Ball State University graduates is David Letterman. I must admit that he took advantage of his degree in Radio and Television more than I did. Prior to coming out to do his late night show, the crowd was warmed up, ready to greet Mr. Letterman and have a successful show. Isn’t that what we should be doing?  Warming up the crowd so they are ready to listed to the “show” we’re ready to present? The answer is resounding…yes. But we aren’t David Letterman, or Abraham Lincoln. So how do we accomplish this? Please read on…
 
The answer is to give our prospects and clients the information in the medium they are used too… bring the message using tools that they are more likely to enjoy. We can help you on the big stage. As a matter of fact, we will send the entire production team with you on every appointment and on every sales call.

You see, at the Ohlson Group and Safe Money Places, we have developed, and are continuing to develop, short videos on products and concepts that you’re presenting every day. We have some agents who are now opening their seminars with some of our videos – much like the warm up act for Letterman. These short conceptual videos allow the consumer to get a “lay of the land” prior to your presentation, based upon their individual needs and desires. Plus, you can take this with you and have the client view on any device. Whether it’s your smartphone, your tablet, your laptop, or on their 60 inch screen at home. This truly separates you from the competition.
 
One more thing- are you having a rough time obtaining referrals? Then ask us about our “drip program,” where we will send your prospects and clients timely videos every 30 days. As Ringo Starr said in his song, “They’re going to put me in the movies, they’re going to make a big star out of me”.  The Ohlson Group can also get you top billing at the Financial Services Marquis in your neighborhood. Give us a call if we have your interest.
 
Until next time… good selling!

I was watching one of the business shows this morning when the productivity results for December were released. Well, the number wasn’t too pretty- productivity was down by 3%...WOW. This means that even with an increase in hiring, productivity (which blends into the profits) was down. The result- having to use more people to get the same job done. It made me start to think about our business. Is your productivity down? In other words, does it take you longer, and cost you more, to get prospects and make the sale? Are you finding yourself having to go back to your clients 2 or 3 times to close the sale? Well, maybe I can help.
 
Many of us continue to do things the way we used to do them. In many cases, that would be fine. But Americans want their information a little differently today. They have a “get to the point” mentality. The world appears to have become too busy for chitchat. While I feel as though that’s a shame, I must align myself with the times. That is what we are doing at The Ohlson Group and Safe Money Places. We have developed, and are in the continual process of developing tools to make it easier to get your point across, engage your prospects,  get referrals, and close the sale. Allow me to give a couple of examples:
 
First off, we build you a new website, or improve upon your current site. We will add some of the finest content in America. You will keep your independence, but can brag about being a member of the Safe Money Places Agent Network. We then provide you with “dripping material” to warm the prospect up prior to your call. We arm you with consumer product and concept videos to show to your clients on your laptop or tablets. We also provide you with the accompanying factfinders and brochures to make your approach come alive. We even have scripts for many of these turn-key systems.

​There is a lot more… and too much to mention here. But, if your productivity is declining, then give one of our marketing consultants a call . We will get you an upgrade on your tools, and bring higher profitability to your firm.
 
Until next time ...  good selling!

 I know most of our readers remember the old safety commercial, “Do you know where your child is?” That ad always came on around 11pm. It was a reminder for parents to get their kids home at a decent time, or at least to get information about their child’s evening plans.

It’s the same thing in the financial services business. What do you know about your clients children? Have you met them? Do they even know that you’re working with their parents? If the answer to these questions is "no" … then you don’t stand a very good chance of retaining any of their parents funds after they pass on.

It’s a fact- if they don’t know you, they will leave you and use their own advisors. Think about it.  You have worked long and hard obtaining the client, servicing the client, and then retaining the client. Plus, we all know how hard it can be to get referrals. So, why do we walk by the ready-made, next generation? We know they will have funds- they are prospects. First of all… shame on us. Let’s dig deeper:
 
We all know that there are very few agents/advisors entering our business. The average age is 59, and 26% will be retired by New Year’s Eve 2018. So… our clients children aren’t being called on. What a great opportunity to meet a new prospect for the future, and also for today. They need life insurance now… right? Yes, they do. I guarantee it. Investment plan, retirement plan, critical illness? Come on, ladies and gentleman, they need everything and no one is calling them. Plus, that annuity or life plan will eventually be in “claim” dollars.

You should be the one to work with those dollars. So, set up a meeting- breakfast or dinners with the children if they’re in the area. Or, SKYPE them… yes, SKYPE. Let them see you, and then start dripping. We can help you will all the email and mail dripping materials, and we write the content.

So again… do you know where your clients children are?
 
Until next time ... good selling!