Yes, when most of you are reading this commentary, I will be on the road fishing.  Nope, not in the traditional way, as I really don't know how to fish. I am spending the next several months out on the road "fishing" for quality agent /advisors and singing The Ohlson Group song. 

​You see, our industry "fishing pond" is shrinking.  It seems to be working closer to low tide each and every month.  Some IMO's are selling out to bigger organizations as they aren't sure that they can continue to "fish" as they did in the past. Well, I have two sons that will be taking over The Ohlson Group ,and I am on a mission to bring new blood into the company.

So, what (who) am I fishing for?

1. First, I am looking for a producer doing around $1 million in annuity premium or $75,000 in target premium. Of course I look for "the whale" (that $10 million person), but I know that I can get the $1 million producer to $2 million and above.
2. I want to recruit producers that have a solid attitude and great aptitude regarding what we do for a living.
3. I want the honest person. The person who is honest with friends and family will usually always be honest and fair with his/her clients.
4. I want the producer that believes in the "rich get richer" concept. Why?  Because we pay a handsome quarterly allowance based solely on your production. That is why we pay out hundreds of thousands of bonus dollars each year.

 
I guess we want a person that still wants to be in the business. 

1. One that realizes that the opportunity could not be greater.
2. A producer that embraces change and technology.
3. And finally, a producer that is ready to put some fun back in his practice .

 
So, a good fisherman (from what I have been told) wants to know where the fish are biting. So, help me out. If you fit the above description and are up to hearing the story, give us a call at 1-877-844-0900 and we will let you know why this company, that's been around since 1975, continues to be referred to as… a different experience. 
 
Thanks for your time, and  until next time... good selling!

I am sure many of you remember that was the line used by Columbo (played by Peter Falk) right before he cornered the bad guy. That would eventually lead to the successful arrest of the criminal. Well, it also has a lot of relevance to our business. Yep, and in a couple of ways. Let's examine…
 
Right before you leave the prospects'/client's office or home you would want to use this line.  And, it would be for a couple of different reasons. First, if the prospect has stated that he/she is not going to buy, accept his decision but turn and say..."just one more thing". Then you give one more benefit to your proposal and keep the dialogue going.
 
There is another reason we should all be using the "Just one more thing" line. That is when we ask for referred leads. After you have thanked the client for the business, congratulated them on the wise decision, it is now time to get the leads. So, on your way out the door, "Just one more thing Mr./Ms. client, who do you know that would appreciate the work I have done for you? Would you mind making an introduction?" This should also be done after conducting a periodic client review. 

I hope these simple tips help you. I do thank you for taking the time to read this commentary.  "Just one more thing," Mr./Ms. Advisor, if you aren't doing business with The Ohlson Group, can you tell me what I would have to do to earn your business? Give us a call at 1-877-844-0900 so we can chat about this.
 
Thanks for your time and until next time... good selling!