Let’s face it – the plethora of digital developments and subsequent demands of our already-stretched comfort zones can exhaust even the most hardy and tech-savvy agent or financial advisor. Sometimes, however, there’s a certain “magic” in simplicity. In this article, we bust open the hornet’s nest of complex choices and neatly pick out the very best hot uses of technology- to prospect, engage, and convert more of the right clients than ever before. Strap yourself in for a roller-coaster ride of digital strategies assured to lower your income anxiety, fill your calendar, and help more families and businesses make smart moves with their money.
It’s not the BIG that eat the SMALL. It’s the FAST that eat the SLOW.
Text or email your prospect or current client a polished “Thank you” note within 30 seconds of parting company. Set it up in your draft email or text it to yourself and just quickly copy and paste it after saying goodbye to the client:
“Hi Peter. Thanks for giving me time today to gain some insights into your financial dreams and responsibilities. I appreciate you considering our services and solutions at ABC Life & Annuities– we know you have a choice in selecting a financial guide to bring clarity, confidence and control to your wealth creation and risk management. Have a great day. Please feel free to refer us to work colleagues and family members you care about who may not be receiving this level of speedy, personalized attention and may have felt neglected by their current advisor in these challenging times. I’d sure love to spend 20 minutes with them sharing some ideas.”
Google Alerts Positions You as an Expert
Set up a Gmail account. Set Google alerts to keep you automatically updated on any developments hitting the internet in these topic areas:
- Healthcare Crisis USA
- Retirement Planning Problems USA
- Elder Long Term Care Crisis USA
- Wealth Creation Financial Planning USA
For example, in my speaking programs I always reference the Fidelity Research summarized in the Wall Street Journal website article “He Wants To Retire But She Doesn’t.” I didn’t have to look for it. Google Alerts sent me the breaking research while I slept peacefully the night before.
Slydial Voice Messaging
This is possibly the greatest advisor prospecting tool invented in the last decade. Dial a voicemail into a prospect or client’s voicemail box without having to speak to them. NO objections to overcome! Craft some persuasive and intriguing messages that motivate prospects to take your next call, read your email or take action:
“Good day Mr/s. Prospect. This is Andrew Advisor. I recently did some work with Bob Jones who has strongly suggested that we meet to exchange some ideas on your financial direction. I believe he sent you a personal reference for my services so I have scheduled to give you a call tomorrow. I build mortality credits into clients’ retirement plans, remove longevity risk from their income streams and make sure they leave behind a lasting legacy for their grandkids through values trusts. I’d love to buy you a cup of coffee and see if we can make your money work harder for you. I look forward to speaking to you, Bob.”
Create a specimen or sample financial plan. Turn it into a PDF. Have glossy copies printed, entitled something like this: Personal Financial Plan Created For John and Julie Client, 5000 Anywhere Street, Anytown USA 12345. Email the PDF to prospects before the first meeting. Mail them the hard copy to their place of work. You could also send three copies with a sticky note on the other two reading, “Share this spare copy with a work colleague who you care about.”
Two Key Contacts
Tell your clients you want them to have your home phone number. Let them know that they are important to you and that you are available 24/7. Then say, “Also, from that contact list, I need the names of your two key emergency contacts in your life who I would get hold of in the event of a family catastrophe. Non-relatives, as relatives are too emotional at times like that. I am entering them in your client record in my phone right now. Oh, and I need to let them KNOW that you have listed them as key emergency contacts so they have the choice to opt out. Please send them this email and CC me so I know it’s done.” Forward this email to client:
“Dear (name of key contact)
During our recent work with (name of advisor), we listed you as a key contact in the event of family catastrophe/emergency. If you have any questions or issues with this, please contact (name of advisor).
(Name of client)
Then you should follow this up with your own quick email:
Dear (name of key contact)”
During our recent work with (name of client), you were listed as a key family contact. I wanted you to have my contact details and have taken the liberty of attaching some tools and resources we use in the financial planning process. I’d love to buy you a great cup of coffee sometime and exchange some ideas.
(Name of advisor)
Have You Done Your Financial Key?
Sit with clients and complete an Estate Directory (document that records every password, financial account and important relationship in the client’s life). Scan it immediately by portable scanner onto a flash drive, which is personalized with the words “My Financial Key” and your contact details. You get to learn about assets and relationships you never knew about. The client gets to feel the confidence of having everything in one place, locked securely in their fireproof safe or safety deposit box. This is a great source of easy and warm referrals into other family relationships.
Be sure to check in on the next issue for part two of this series.[This content was originally published in NAFA Annuity Outlook and is reprinted with permission.]