Your target market and current clients are being sent information on financial products and trends every day. They are receiving it via email and direct mail. Regarding the mail, some are getting postcards and some are getting a direct mail offer in an envelope.

The big winners are the firms that are offering quality content to their clients and prospects. That, in many cases, will be a call to action for your clients. Let’s not make the mistake of believing that your clients are not going to purchase additional products. They gave you part of their nest egg and are waiting to see how you perform before talking to you about their other problems that need to be solved.

So, what do you send them? We at Ohlson Group are writing content every week. If you are a member of The Safe Money Places Agent Network, we will send the content for your clients with your name on it. There are so many things to talk about. Example: What are your clients doing with their RMDs? Maybe they should consider using part of that check to fund a simplified issue life policy? That death benefit could be earmarked for final expense, or maybe to take the sting out of losing one Social Security check when one spouse passes away. Maybe they should be considering a “hybrid product”? You know, an annuity or life product that has accelerated benefits when a chronic illness strikes. These products are really gaining traction, as retirees know how expensive medical costs get when they can’t do 2 activities of daily living.

I could go on and on. Any IMO can give you products and commission. At Ohlson Group, we can provide you with a digital platform that will keep you in constant contact with your clients and prospects. Want to know more? Schedule a phone appointment with one of our marketing consultants and find out why agents from coast to coast continue to refer to us as… a different experience.

I have done both. I became an MDRT member in my first year by cold calling on the phone, knocking on business doors, clipping announcements out of the paper and sending congratulatory notes until I could establish a good flow of referred leads and a process to get the referred leads.

I was reminded of this recently when I had the opportunity to chat with an associate and friend in the business at an Indiana Pacer game. We are near the same age and we agreed that the marketplace is so different, but still ripe with great opportunity if you know what to do. We also had another similarity, and a solution, that kept us in the business when we could have been a perfect candidate for failure. Let me explain…

We are both life members of the MDRT. We both moved to strange cities after being in the business a couple of years. Tim moved to North Carolina and I moved to Baltimore. We were intrigued with the opportunities and the offices at that location. Neither one of us knew a person there. So, you might ask, how did we make it?

Let me give you the solution: "10-3-1 and the One Card System, Al Granum's gift that keeps on giving." Brian Anderson wrote an article on Al in January 2014, shortly after Al's passing that year at the age of 91. This system was also based on activity, and the quest to get a stream of referred leads. He was the pioneer of 10-3-1. As you know, every 10 leads would produce 3 prospects and one would become a sale.

After years of research, this ratio remains the same regardless of how experienced the agent was. There were no digital leads at the time I started in the business obviously. I spent $700 for a Bomar calculator and felt that I had the most powerful tool in the world. But, I believed in the one card system and activity. One of our best associates in the field still uses the system today and is always ultra-successful.

So, now we are able to produce digital leads for our agents. Yes, the stats still hold true at 10-3-1. The successful pro uses more than one venue to obtain leads. They drip on the clients and prospects each and every month with quality material. And that my friends... is how you get referred leads.

So, in closing, if you are tired of lip service, and want to get your insurance game up to pro level... there are plenty of openings on Ohlson Group's team. Give us a call.