Each month, Senior Market Advisor packs its issues chock full of hot marketing and sales tips and strategies. If you find that information helpful, then you're in for a treat. But before I go any further, let me say we couldn't have pulled this off without your input, which runs the gamut from straight out of the pages of a Marketing 101 textbook to first-person narratives to a quote from the English playwright William Shakespeare (didn't know he was a marketing guru?).
Inside, you'll find we have pull out sections that highlight Suitability issues, Web marketing and Insiders' Views, just to name a few. You'll see some commonality in the ideas, but the details in those entries reveal different ways to approach topics such as direct mail.
26. Suitability spotlight Don't try to make your client fit a product. Find a product to fit your client. Too many agents have a favorite product due to its commission structure, bonus opportunity or crediting style. Then, they try to make each client fit into that product. Yes, you can have a favorite and if it fits, sell it. But many times, the client will tell you what they want. Don't be afraid to search out a product that most closely resembles what they want without sacrificing what you believe they need.
- Kevin Wedmore, president, A2Z Annuity Marketing, Inc.
27. Co-op your talents. For those of us that offer financial workshops or would like to start doing so and may have limited funding, offer to stage a workshop at a local Council on Aging. If you can convince the council director that you are sincere and knowledgeable, he or she will be very grateful to allow you to offer a valuable informational service to their senior community. This way you will not have the need for any cost involved except for refreshments.
- Stefanos Loisou, independent agent
51. Practice, practice, practice. After years in this business, it is easy to become complacent. Prepare your presentation, prepare your close and prepare your follow-up.
52. Review your sales call ... both good and bad. Too many times we play the "ones that got away" over and over in our minds. But what about the sales calls that go right? We can learn as much from them as from those unsuccessful calls.
76. Gas station approach. Also, make up some flyers with pull tabs on them with your name and phone number and ask every 7-11, convenience store, gas station etc. that you can find if you can hang one on their bulletin board; most will let you. Do as many of these as you can and you will start getting calls.
- Mike Shaver, independent agent
77. Pay it forward. Pay others in complimentary businesses a finder's fee to give you business.
- Source: 301 Do-It-Yourself Marketing Ideas: From America's Most Innovative Small Companies