STEP 1 - Find a specialty that you really believe in, excel in, and are ready to commit to. To say that you are in the “financial services business” may just be a little to general, as everyone is in this arena. If you establish credibility (believability) as a retirement income professional, then we have narrowed things down. But maybe you should be a financial services specialist, focused on the retirement income and maintenance needs of Americans. Specialists make more sales, make more money, and obtain more referrals.
STEP 2 - Add to your product mix. Maybe it’s time to offer index annuities with lifetime income benefits, MYGAs and Wealth Transfer/SPL with chronic illness benefits to hit the top 3 needs of baby boomers.
STEP 3 - Get online. If clients and prospects cannot find you online, you will have a rough time convincing them that you are the “go-to person” we described in step 2. An IMO should have the resources to assist you, and give guidance in this area. If they don’t, then try googling insurance marketing organizations or field marketing organizations until you find a firm that can help you. If your “favorite” IMO does not appear on the first or second page, then as the song says, “You better shop around.”
STEP 4 – Have a website that is truly… a different experience for the consumer. Make the site a place full of useful information that your prospects and clients enjoy visiting. Have videos, whitepapers, and consumer info sites available. Sound like a tall order? It depends on what IMO that you work with.
STEP 5 – Get involved in your community. Sponsor a ball team, have a booth at an author’s luncheon, be seen at places where your target prospect goes and do educational meetings.
Let them know, through membership in the Safe Money Places Agent Network that you have the support and assets of a large National organization, while remaining an independent advisor focused on the needs of your clients. Sort of like “think global, act local.”
In summary, this can all be done rather quickly if you are working with the right IMO, have the desire to “step it up” and are serious about improving your practice.
Until next time… good selling.