All Categories

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)!

1 Comment

Better marketing means more sales

5/14/2018

0 Comments

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

Download now >

0 Comments

Take down that website!

5/7/2018

0 Comments

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?

Learn more >

Until next time… good selling!

0 Comments

Is Your Website the Dress Suit of Yesterday?

4/30/2018

0 Comments

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?

LEARN MORE >

0 Comments

SCIP… The 4 Pillars of Successful Business

4/16/2018

0 Comments

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!

0 Comments

A multi-pronged approach to success

4/9/2018

0 Comments

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!

0 Comments

So you need decent leads at a low cost?

3/26/2018

5 Comments

I have the answer, but it's going to take some work, talent, a good attitude and a willingness to start doing the things that made you successful in the past. There is a very good way to obtain "decent" leads (we will talk about the term "decent" in a bit). If you don't want to pay, or can't pay' $200 - $300 per lead, I am talking to the right person. If you don't like, or can't afford, to do seminars, then yes... I am talking to the right person. If you are a little worried and looking for a way to "jump start" your business, then I am talking to the right person. What is the answer? Let's look:

The answer is the tried and true direct mail. Now, before you puke, give me a minute. There is a segment of the market that will respond to direct mail. And, there are various direct mail pieces. But, allow me to continue. Email marketing is too difficult. People delete before they even attempt to read your subject line. Seminars still work, but you had better have your best game face on as you have but once chance to make a good first impression. And, the new potential buyers are pretty savvy and have researched you, checked out your website, and are ready to do battle. They’re also expensive. Do seminars work? Of course they do, if the presenter is good and follows up. So, why direct mail? What are the pitfalls? How do you avoid them? Finally, how can you convert these leads to appointments and then into sales? Let me show you…

Cost:
The basic retirement type direct mail piece is about $500 per thousand. Of course, through The Ohlson Group and our partners, less than that. You will start with 3,000 mailers that also offer a gift of information. You will get a minimum of 30 leads... in many cases up to double that amount. But, let’s stick with 30 leads for this example.

Pitfalls and problems with direct mail:
When you call for the appointment, the prospect won't answer as they look at caller ID and they don't know you. The prospect only wanted info through the mail, and might also be fearful of having someone in their home. They don't believe there is any reason to see you and on and on and on... is there a solution? Sure.

The answer:
First off, when you get the lead you send an introductory package. Total cost of the package is between $3 and $5. Or, go first class with $10. We develop the copy for you to place in the envelope, include your photo and also offer the lead another gift that you will provide (we’ll give the gift to you).

Now, when you send this out and make the call, they remember your name, they have seen your photo, we send out info as to why they should see you face to face.

So, let's go back to the results:

We said you would get at least 30 leads.
This will yield 9 appointments, and will net you 3 sales.
Let's assume a low number of $50,000 annuity sale.
Times 3, this equals $150,000 in sales.
At 6% commission... that equals $9,000.

I am being conservative, and have given you but part of the system. This is a “decent lead.” Want to know more... give us a call at 1-877-844-0900.

Until next time... good selling!

5 Comments

The situation is critical and chronic

3/19/2018

1 Comment

Sounds pretty bad, doesn't it. Can the patient get well? Is there a cure or a prescription that can be taken? Of course.  But, let's take a closer look at what we are talking about. Read on…

I was at a meeting recently and they were talking about the lack of disability income ownership in America.  Sure, there is group disability in many places, but not many individual policies owned by the rank and file.  We can debate the reasons, but the lack of agents that grew up with quality training are retiring.  Only the career mutual carriers explain how this products work.

But, again I digress… here is the point: younger Americans are more worried about the critical illness that can occur and force them to lose their house, cars,etc.  Why? They have very little in savings.  But they see people with the critical illnesses.  You know, heart attack, cancer, stroke, Alzheimer's, renal failure. With a critical illness policy you get the lump sum tax free and you're in business.

Think about this: most group disability plans have a 90 day elimination period.  So, then you file and hopefully get your first disability income check in 120 days.  Question to you... how many young Americans can live for 120 days without the paycheck?  I don't need an answer.

So, chronic?  Yes... chronic.  What are the elder statesmen in our country (we call them seniors) going to do if a chronic illness occurs? You know, they can't do 2 of the 6 activities of daily living. They don't have LTC, and they are afraid this is going to take them down.

Don't you think that many of them would be better served with a single premium life policy with chronic illness accelerated benefits as opposed to an annuity? Maybe one with return of premium in the event of an emergency.

In closing, there are needs staring the consumer in the face but we continue to offer a solution to a problem that is not in the front of their mind. Critical and chronic.  They have the need, we have the products, and we have the training.  Come on, give us a buzz at 1-877-844-0900 and let's talk.

Until next time... good selling!

1 Comment

Stop, look and... listen

3/12/2018

1 Comment

Yeah, you heard me... listen.  Let's face it: most of us, including myself, like to talk.  Some of us, including myself, a lot. We get all excited about what we do, how we can help and the services we offer. Unfortunately, it could be the thing that stalls sales. You see, we have to know a little bit about behavioral dynamics. Yes, we need to slow down, take a deep breath and focus our attention on the prospect or client.  What's next?

Look your clients in the eye. If they are a couple, make sure you look at both and include both in your presentation. After you have given enough background to prove your credibility, it is now time to sit back and listen and build your proposal around their wants, needs and dreams. Yes, be prepared to offer a ham sandwich even though you were all pumped up about offering the prospect a steak.  Being a proficient listener is much harder than being a proficient presenter. The advisor that first listens, comes back with a plan tailored to the client's goals.

What do you think sells better?  Your proposal or the solution to theirdreams?  Think about it... Hey... don't talk... think first.

Until next time... good selling!

1 Comment

Sometimes, less is more

2/26/2018

0 Comments

I know you have heard that before, and many times... it's true. Well, that could be said about Sagicor's newest entry into the FIA marketplace.

This product took the best of the FIA product, used widely known indices, kept it simple and provided for a retirement income benefit without any fees to the client. That's right, no income rider fees and tremendous payout opportunities. They wanted to have one of the best (if not the best) accumulation product, but still with a great income option. Well, this company rated "Excellent" by A.M. Best did not disappoint... they did just that… with great liquidity, compensation and e-apps, too. And, don't forget that they have a complete annuity and life portfolio to handle most of your client's needs.

So, if you would like to eliminate the long explanations of new crediting methodologies, that are untried, where you’re backtesting and creating hypotheticals... it’s time to come home to Sagicor. Please give us a call today at 1-877-844-0900, and let's do a little exploring. Won't take long because sometimes "less is more.”

Until next time... good selling!

0 Comments

<<Previous

CONTACT INFORMATION:
11611 N. Meridian Street | Ste 110 | Carmel, IN 46032
Toll-Free: 1-877-844-0900 | Fax: 317-844-4422

Book an appointment now

QUICK LINKS:

Marketing & Tools:
Product Searches
Marketing Programs
Lead Programs
Agent Software
Creative Services

Agent Training:
Training Videos
Recorded Webinars
Agent Guides
White Papers

Members Only:
Online Contracting
Agent Training
Product Training
Safe Money Places Marketing Kit
Business Resources

INFORMATION CONCERNING COPYRIGHT INFRINGEMENT CLAIMS
The Ohlson Group, Inc. provides links from its website to various third party sites which may enable you to obtain locations and information outside of The Ohlson Group's control. The Ohlson Group, Inc. neither controls nor endorses such other websites, nor have we reviewed or approved any content appearing on them. The Ohlson Group, Inc. does not assume any responsibility or liability for any materials available at these websites, or for the completeness, availability, accuracy, legality or decency of these sites.

CLAIMS OF COPYRIGHT INFRINGEMENT
The Digital Millennium Copyright Act of 1998, as amended, (the "DMCA") provides recourse for copyright owners who believe that material appearing on the Internet infringes their rights under U.S. copyright law. If you believe in good faith that materials we host infringe your copyright, you (or your agent) may send us a notice requesting that we remove the material or block access to it. If you believe in good faith that someone has wrongly filed a notice of copyright infringement against you, the DMCA permits you to send us a counter-notice. Notices and counter-notices must meet the then-current statutory requirements imposed by the DMCA; see http://www.loc.gov/copyright/ for details. Notices and counter-notices should be sent to info@ohlsongroup.com. The Ohlson Group, Inc., (877) 844-0900. We suggest that you consult your legal advisor before filing a notice or counter-notice. Also, please be aware that there are penalties for false claims under the DMCA.

Privacy Policy

STAFF LOGIN

How to Become a Financial Magician

Better marketing means more sales

Take down that website!

Is Your Website the Dress Suit of Yesterday?

SCIP… The 4 Pillars of Successful Business

A multi-pronged approach to success

So you need decent leads at a low cost?

The situation is critical and chronic

Stop, look and... listen

Sometimes, less is more

AUTHOR

Archives

Categories