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!