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 - 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. 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, 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 quality wine, cheese, and appetizers.
5. Encourage them to bring their family members.
6. 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.
7. See if you can work a deal with the restaurant and get a buy one entrée and get one free.

This is great chance for your guests to socialize. And, your only cost is the wine and appetizers. 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 meeting should be provided in the folder you give them.

Fellow advisors, I have done these and they work. It is the right thing to do for your clients, you will meet your clients next generation and new prospects, and the payout can be drastically worth the low cost. Need more sales tips? Schedule your no obligation meeting with one of our marketing consultant.

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. It's interesting to watch 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. Everyone on the beach has to make sure that their outdoor lights are off by 10 pm in this season. 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. 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. 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.

If you need some help re-aligning your path with your goals, give us a call and find out why agents 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. Also through our products, we can help protect them from catastrophic losses.

Our annuity products are amazing! 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? Let’s listen and find out where it hurts. You know, a great intake or even a simple fact finder where the client can tell us what is keeping them up at night.  

We at 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. ​