 Well, if you know me at all, you know that I have never been a farmer. But, as an MDRT agent, I always planted seeds with my clients and prospects today... hoping for a harvest tomorrow. I do know quite a bit about gardening. I know that you have to tend to the plants. And, if you tend to those flowers, they will continue to provide pleasure for you during the season. The same is true with your clients. Unfortunately, some in our business have customers who are a "one off transaction.” Now, I had (and have) plenty of these customers, too. They would be people that were just looking for one thing to take care of one need. Could have been a term policy at the lowest premium, or a MYGA with the highest rate. They view me as a facilitator, and I was happy to handle the transaction. But that is a tough way to build a business. One off sales also don't produce many referrals. So, what is the purpose of this "farming story?" Read on please. I hear most advisors stating that they need "leads." Well, of course we all need to keep a marketing program to provide us with pre-qualified prospects, under favorable circumstances and on a regular basis. But, are you overlooking your greatest asset... your client base? In other words, are some of the fruits just withering on the vine? If so, we have solutions to help you get in front of these customers and turn them into clients. Okay, we all know that the new client does not give us all of their assets with the first sale. You earn their trust by the service you provide, the promises you keep, and the perceived value you present to them. You may have not spoken with these purchasers of your products for many years. If that is the case, it is time for a periodic review. This can be done either via phone or face to face. Yes, this is a job, but it will provide you with great dividends. How to get started? You need to give us a call and find out. Hey, looks like I am watering our plants (that would mean you) and hoping for a harvest soon.
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