In our business, I often hear some advisors and agents refer to all of the people they do business with as clients. Well, I would invite all of you to look up the definitions of client and customer.
I view the customer as a "transactional sale." They bought something from us because we had something "hot" and they were moved and bought. I also see some situations where the buyer wants to be a client. They were impressed with the knowledge, the presentation and the product. They listened to the promise of service, contact and content. But, when it didn't happen, their next purchase was from someone else.
In short, if you are not developing with your new client/customer, then they will be ripe for the picking by another advisor. Also, you can't get a good referred lead from a customer. You will get them when they are clients. After they grade you. We all talk about how tough it is to get good prospects. You need to drip on your clients with good content. Content that is meaningful and that might help people today and tomorrow. Or send postcards on special events. And more so, call them every so often to ask, "Mr. or Ms. Client, what can I do to help ease your financial troubles?"
So, how do you get this going? It is simple. As a member of The Safe Money Places Agent Network, we have a slew of handouts, videos, and articles available for your clients or prospects. Let us create a website for you, full of this information... with your name on it. We do the work and you reap the benefits of providing your prospects and client's with helpful information to ease their minds.
This is a no brainer. We have the system, and there is a spot open for you. Have your interest? Give us a call to line up a phone meeting with one of our marketing consultants. Then you will know why agents from coast to coast continue to refer to us as a different experience.
I view the customer as a "transactional sale." They bought something from us because we had something "hot" and they were moved and bought. I also see some situations where the buyer wants to be a client. They were impressed with the knowledge, the presentation and the product. They listened to the promise of service, contact and content. But, when it didn't happen, their next purchase was from someone else.
In short, if you are not developing with your new client/customer, then they will be ripe for the picking by another advisor. Also, you can't get a good referred lead from a customer. You will get them when they are clients. After they grade you. We all talk about how tough it is to get good prospects. You need to drip on your clients with good content. Content that is meaningful and that might help people today and tomorrow. Or send postcards on special events. And more so, call them every so often to ask, "Mr. or Ms. Client, what can I do to help ease your financial troubles?"
So, how do you get this going? It is simple. As a member of The Safe Money Places Agent Network, we have a slew of handouts, videos, and articles available for your clients or prospects. Let us create a website for you, full of this information... with your name on it. We do the work and you reap the benefits of providing your prospects and client's with helpful information to ease their minds.
This is a no brainer. We have the system, and there is a spot open for you. Have your interest? Give us a call to line up a phone meeting with one of our marketing consultants. Then you will know why agents from coast to coast continue to refer to us as a different experience.
 | Until next time… good selling! Raymond J. Ohlson, CLU, CRC, LACP President and CEO of The Ohlson Group 1-877-844-0900 |
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