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Difference Makers

Difference Makers. Obtaining Clients & Getting Referrals. Develop a Relationship. Building Rapport Compliment clients home Engage them in conversations about things they like Get to know your clients Know relationship between client and trainee Remember names of spouse and children

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Difference Makers

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  1. Difference Makers Obtaining Clients & Getting Referrals

  2. Develop a Relationship • Building Rapport • Compliment clients home • Engage them in conversations about things they like • Get to know your clients • Know relationship between client and trainee • Remember names of spouse and children • Birthdays, Anniversary • How long they’ve been in area and what brought them here • Clients do business with people they like and trust • Gain credibility with your clients • Do what you say you’re going to do • Exceed their expectations

  3. Have Good Business Practices • Send Thank You Cards • After Training Appointment • After Carry-Back/Closing Business • For Referrals • Regular Calls to Clients • Quarterly, Semi-Annual, Annual • Investment Deadlines • Complimentary FNA updates • Follow-up with clients • Reminder Calls: Medical Exams, Teleunderwriting, Policy Issue/Delivery • Investment Status • Find reasons to call your client • How’s it Going • Birthdays, Birth of a Child

  4. Provide Value for the Client • Why should this client do business with me? • Provide a thorough Financial Needs Analysis • Educate them about their finances • Offer multiple products to help them protect their family and reach financial independence • Respect their assets regardless of size • Be prepared to address their concerns • Don’t short-cut • Does this client deserve my time? • Work with clients that want the help • Have a great attitude

  5. A Business of Expectations • Expect that you will close all lines of business • Make sure you are properly licensed • Be prepared with the necessary forms • Prepare paperwork in advance • Import clients information prior to appointment • Always carry saliva kits • Expect to get referrals • Always ask, then ask again • Expect to make money and keep it • Ensure business practices are completed in a timely manner • Help yourself get paid

  6. Getting Referrals • Plant seeds throughout your presentation • Reminders for referrals • Always ask for them • Send out the Referral Text • I sat down with a Financial Coach and he/she totally changed the way I view my finances. As a personal favor to me take a 5 minute phone call from _____. Thanks! • Help your clients to give you referrals • Memory jogger • Incent your clients to help you through competition • Continue to ask whenever you have the opportunity to talk to your clients

  7. Successful Examples Income • $31,477 – Old 401k Rollover $523 • $22,000 – Roth IRA $412 • $15,419 – 1035 Exchange (VA) $330 • $42,757 – Old 401k Rollover (VA) $909 • $32,000 – SEP IRA $540 • $18,000 – Roth IRA, Coverdell, Emergency $337 • $9,862 – Cash Surrender (VA) $211 • $25,000 – Non-qualified (VA) $470 • $5,000 – Roth IRA $93 Total Compensation $3,825

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