20. Ideas old and new.
I rely on such things as referrals from my existing book of business. I also have found success with Internet leads.
-Virginia Lee Kintz
19. The subject matter expert.
I’ve been working with other advisors as their insurance expert.
18. The radio.
I have a weekly radio show and radio advertising. Also, there’s been success by sponsoring the Mike Huckabay Report three times daily on a local talk radio station.
17. Do the right thing.
Always do what’s right for the client. Always offer help and support for CPAs and attorneys to make their lives simpler/easier.
16. The open door policy.
I have discovered new leads by going door-to-door in the community.
I have found the strongest success from referrals and client seminars or “lunch and learns.”
Working with associations (State of Michigan Retirees, Credit Union, American Legion Auxilary).
School 403(b) leading to annuity and life sales; leads that I purchase, not rent; ERISA lists.
12. Adult literacy.
I teach an adult financial literacy evening class.
11. Ask everybody you see.
It's that simple.