First off, this is not equity guidance or  investment planning. Just some thoughts on what might be going through your clients’ minds. I am an individual that is still heavily invested in equities. They have done just great for me.  But, I am still working, have an income and also a pretty cast iron stomach. 

But, maybe some Americans are now taking a look at some “safe money places”. For people very near to or in retirement, this could make them search for an antacid. This is the time to speak with your clients and remind them  of the life and annuity products they purchased from you. Let them know that this market pull back due to the coronavirus did not affect their principal or past  interest gains. We never know when geopolitical events, viruses and other things outside of our control could affect our portfolios. 

So, what should you be doing today?  Call your clients and best prospects, request a meeting and remind them of the “safety products” that we have available to them. Remember, I am  not saying equities are bad. On the contrary, they have fueled our economy and will continue to do so in the future.  But, they might just want a review of some alternatives that are available to them.

​So, let’s all hope that this virus stops.  Terrible situation for many. 

I was having a conversation with a friend of mine that owns one of the best insurance marketing firms in America. 

​We covered a lot in the conversation, both personal and professional.  We reviewed our results from last year and speculated on where we saw exponential growth chances for this year. Of course, the sale and use of annuities will continue to be a big answer for Americans that are desirous of guaranteed growth, guaranteed income that they can't outlive and protection of principal. 

But, we both admitted to being perplexed as to why an extremely important product to Americans is not even being offered by many of our advisors and agents.  We explored the reasons why this type of product is not flying off of the shelves, and what can we do to help the field force help their clients by offering this product. 

Oh, I am sorry, I didn't mention the product did I?  Well, it is single premium life with accelerated benefits.  Now, please give me 3 minutes more… okay, start the clock!

Situation... client has no long term care, and is worried about needing the product, but doesn't want to pay the premiums. The client sees the real need as taking care of a parent residing in a facility.  So, let's look at the answer:

• Client pays a single premium of $100K, gets a death benefit around $200K
• Did not need an exam... either online or phone interview
• Policy is issued and client is happy
• If the client dies, the beneficiary gets the $200K tax free
• If the client can’t perform 2 of the 6 activities of daily living, the client gets the $200K to offset care needs
• If the client changes their mind at any time, they get their money back.  What did it cost the client if they go for the money back guarantee?  Only the interest they would have earned on a CD

So, my friend and I agreed that we need to be screaming from the tops of our office buildings that  "This could be the right thing to do" for many of your clients that have this concern in one of their worry buckets.  Come on... give us a call or set up an appointment to discuss this miracle of paper and ink.

I recently read that the financial services business is one of the few industries that still primarily grows their business via referred leads.  I think we all agree that this type of lead is the best, and the most cost effective.  But, as we speak to our agents and advisors, we do hear that they are getting tougher to come by.  So, are there other answers to this challenge?

Well, of course-  and you are probably employing some of these tools.  You may be purchasing digital/online leads.  A great idea (and by the way, The Ohlson Group’s digital marketing leads might be the most cost effective in the business).  But, enough of the commercial.  Workshops are a great way to meet new prospects.  Radio ads, talk shows, blogs all work.  But, it takes time and money to establish credibility.  And, they still are not “referrals.”  So, what is the alternative?  

A great approach is to ask your new client who they think would enjoy, and benefit from, getting a complimentary subscription to Safe Money News.  Then, you obtain the name, email address and possibly the phone number.  You advise your new client that you will be sending these people an email stating that they will now receive a complimentary subscription to the critically acclaimed financial E-magazine, Safe Money News, courtesy of the new client.  You then follow up with the new subscriber via email, and introduce yourself, provide your credentials, website and more.  Ask them to contact you if they have any questions about any of the articles.  I suggest that you email additional quality content over the next 4 weeks.  Then, at the end of 4 weeks, advise the new subscriber that you will be giving them a call to see if you can make their acquaintance.

Ladies and Gentleman, we have and own Safe Money News.  My former partner, Dr. Jack Marrion and I started publishing this years ago.  It is a quality piece with thousands of subscribers.  When I wrote about the “content” you would send?  Yes, we have it ready to go.  This is a way to get low cost referrals, and establish credibility.  Call us and find out how you can use Safe Money News and how we will send content to your new quality prospects.