Life has been very good to me.  Sure, like most of us, there have been some real significant challenges.  Like the death of my wife after 45 years of marriage.  But, I was blessed to have found a wonderful widow (wasn’t looking) and we married.  I am very lucky.  Sure, even though I have three great grown children with wonderful spouses, I worried about them.  Now, my two sons, Nick and Joe, are partners in The Ohlson Group. 

So, how did I get so lucky? 

Well, hard work was probably one of the biggest factors.  I had two great parents who instilled a work ethic.  I just knew that I should start mowing yards at 10 years of age, and earned an allowance by sharing chores with my siblings.  I learned how to darn socks, clean a toilet, shine shoes and become an amateur landscaper under the tutelage of my parents.  Bottom line, even though I played sports all year long, I managed to find time for part time jobs.  So, maybe the lessons I learned early in life prepared me for paying for my last three years of college.  Look, I am not asking for praise because nothing that I did was unusual.  It was what had to be done.  Many of you know of by business successes, so I will not bore you by repeating them. You can “Google” me.  So what is the point of this commentary?  Read on.

You see, I have tried to pass down what I have learned to my kids.  Especially, for the point of this article, to my “partner sons” Nick and Joe.  They know that, in our world, the most important people are the agents and advisors that do business with us.  We also realize that each Ohlson Group associate is as important as the associate working next to them.  I also think that passing down what I have learned to the agent in the field could reap rewards for our agents. Why?  Because I have truly walked a mile in your shoes.  Yes, what you “earn” is a nice way of keeping score. 

But, passing down what you “have learned” will be far more important to the current and future generations.  Not learning just about the successes, but also of the failed attempts at things.  Teaching others that failure is the greatest recipe for success.  We, in our business, need to pass down what we have learned to our clients and prospects… and to their kids.  What about volunteering to teach a personal finance class at a high school?  Maybe coaching a little league team?  Or, sitting down with younger people urging them to reach deep and become someone special? Advise them that time is the one thing you can’t get back.  Each time you do that you have an opportunity to change and enhance someone’s future.

Bottom line, we all have the opportunity to make a difference in people’s lives.  All of us, parents, grandparents, teachers, police, military and financial services professionals and more.  So, if you are looking for another reason to do what we do, pass along what you have learned and enrich people’s lives… one person at a time.

​And, in closing, maybe The Ohlson Group has learned a few things that can help you.  And, I am confident that there are things you have learned that can help us.  Because, at the end of the day when your last press release is the obituary, people will continue to speak about you for passing down what you learned as opposed to just what you have earned.

In the financial services business, we can all agree that the client is one of our most valuable assets.  Now, I said “client” and not customer.  Let me explain the difference in these two groups as I see them. 

We make transactional sales to people looking for just one thing.  It could be the lowest cost term insurance or the highest paying MYGAs.  But, we all know when we get that feeling that this is going to be it.  So, we treat that “customer” with the dignity and respect that they are deserving of, providing top notch service.  We continue to drip on the them with helpful information, and contact them at least once per year for a phone review. And, we cross our fingers for the time when that person wants another product.  But, the client is different. Let’s explore…

The client is one that had enough faith in you to do a proper fact find and then agreed that a solution was necessary for the challenges they identified and was open to looking at your solution.  We now have a “consultative” relationship as opposed to a “transactional” relationship when they purchase from us.  These are also the best source for referred leads. As you know, there is no better lead than the referred lead.  But, that comes with mutual trust. 

Let me get back to the client appreciation event, and how this can transform your business and give you the best and most economical leads.

Okay, let’s make this simple.

1. Invite your clients to an annual client appreciation event at a restaurant
2. Keep it at 45 minutes
3. Give them an update on the financial world, interest rates, new products etc.
4. Have this at a restaurant and make the time 5:30
5. Have wine, cheese, soft drinks and chips
6. Encourage them to bring their family members
7. Tell them the requested entry fee is that the bring a couple, or single, that might have an interest in the services that you are providing them
8. Work a deal with the restaurant and get a buy one entrée and get one free  The restaurant is always happy to do this as the people will all be seated at 6:15.

This is  great chance for your guests to socialize. And, your cost is the wine and cheese and other snacks.  Then… you should leave the building. You will have provided the attendees with handouts and an offer for a complimentary no obligation meeting with the new guests. A card requesting that will be provided in the folder you give them

Guys and ladies, I have done these and they work. First off, it is the right thing to do for your clients and you will meet your clients next generation and new prospects.

May through October is “turtle season“ in the South Carolina low country.  This is when the turtles are nesting, the eggs are being protected and soon the baby turtles will hatch.  I have my home and office on the beach and I am able to watch the “turtle people” scour the beach for nests, fill in the beach holes that were dug by children enjoying their day on the beach and placing red flags and tape around the nests they have found.  All on the beach have to make sure that outdoor lights are off by 10 pm in this season.  Many wonder why. Allow me to explain:

When the turtles hatch they need to get into the ocean and they follow the light of the moon.  If they see bright lights on the beach houses or business, they go the wrong way (away from the beach) and they usually perish. That is why the “turtle people” fill in the holes in the sand so the turtles can follow the light of the silvery moon and get safely to the ocean. Then, life goes on and the system will continue.  Well, what has this have to do with our business… you might be asking?  

In our business, in life or in any profession, we are sometimes blinded by the “bright lights” and think that the new direction is the answer to success.  Don’t get me wrong, we need to all experiment with new ideas and concepts as the world is continually changing. Digital marketing, social media,  and technology are good examples.  But, some things are tried and true and should not be forgotten.  

We need to keep our eyes on the moon (or any other guiding principle) and make sure that we don’t abandon the things that got us to where we are. You know, SCIP… Service, Credibility, Integrity, and Profitability.  So, The Ohlson Group would like to be your moon, the light to keep you head- on to your goals.  Maybe we might be considered your navigator.  

​So, if you need some help re-aligning your path with your goals, give us a call and find out why gents from coast to coast continue to refer to us as… a different experience.

These words are so important for the country in which we live.  And, no better time to reflect then on 4th of July.  But, it also says a lot about we do for a living. 

We “preserve, protect and defend“ our client’s retirement nest eggs.  We do more than help Americans plan for a stable, dependable and timely retirement income payment.  We can also, through our products, protect them from catastrophic losses.

Our annuity products are amazing.  But again, we do more.  We can provide tax free death benefits to handle final expanses and more.  The life policies also allow people left behind an opportunity to stay in the world we have become accustomed to.  Yes, it is truly “the miracle of paper and ink.”  Some of our products also have enhanced, or accelerated, death benefits in case our clients can’t perform two of the activities of daily living.  I don’t know about you, but I am very proud of the services we provide.

So, in hope of keeping this short, how about explaining what we do for  prospects in clients using some of these talking points? And, let’s listen and find out “where it hurts.”  You know, a great intake/fact finder where the client can tell us what is keeping them up at night.  

We at The Ohlson Group are proud to have the tools to help you help your clients.  So, if you need some help… get in touch with us.  As we go into this holiday celebration… God Bless America. Thanks to all of you for helping Americans preserve, protect and defend.