Well, if you know me at all, you know that I have never been a farmer. But, as an MDRT agent, I always planted seeds with my clients and prospects today... hoping for a harvest tomorrow.
I do know quite a bit about gardening. I know that you have to tend to the plants. And, if you tend to those flowers, they will continue to provide pleasure for you during the season. The same is true with your clients... if you have clients, that is.
Please don't take offense, I know that the majority of our valued associates in the field have clients. You know, people that you have a continued relationship with. People that count on you for direction and guidance in the financial services relationship.
But, unfortunately, some in our business have customers who are a "one off transaction.” Now, I had (and have) plenty of these customers, too. They would be people that were just looking for one thing to take care of one need. Could have been a term policy at the lowest premium, or a MYGA with the highest rate. They view me as a facilitator, and I was happy to handle the transaction. But, that is a tough way to build a business. One off sales also don't produce many referrals. So, what is the purpose of this "farming story?" Read on please.
I hear most agents and advisors stating that they need "leads." Well, of course we all need to keep a marketing program to provide us with pre-qualified prospects, under favorable circumstances and on a regular basis. But, are you overlooking your greatest asset... your client base?
In other words, are some of the fruits just withering on the vine? If so, we have solutions to help you get in front of these customers and turn them into clients. Okay, we all know that the new client does not give us all of their assets with the first sale. You earn their trust by the service you provide, the promises you keep, and the perceived value you present to them. You may have not spoken with these purchasers of your products for many years. If that is the case, it is time for a periodic review. This can be done either via phone or face to face. Yes, this is a job, but it will provide you with great dividends. How to get started?
Okay, we have the system. But, we need for you to "buy in.” You might need to hire a college kid in the summer to make some calls and update your CRM. Don't have a CRM? We can direct you. We will also provide the presentation and info to be gathered. We will immediately start sending, on your behalf and with your name, quality content to your clients and prospects, to enhance your credibility. Now, there is a lot more to this program, and we would like to help.
You need to give us a call and find out why agents from coast to coast continue to refer to us as... a different experience. Hey, looks like I am watering our plants (that would mean you) and hoping for a harvest today... or tomorrow.
I do know quite a bit about gardening. I know that you have to tend to the plants. And, if you tend to those flowers, they will continue to provide pleasure for you during the season. The same is true with your clients... if you have clients, that is.
Please don't take offense, I know that the majority of our valued associates in the field have clients. You know, people that you have a continued relationship with. People that count on you for direction and guidance in the financial services relationship.
But, unfortunately, some in our business have customers who are a "one off transaction.” Now, I had (and have) plenty of these customers, too. They would be people that were just looking for one thing to take care of one need. Could have been a term policy at the lowest premium, or a MYGA with the highest rate. They view me as a facilitator, and I was happy to handle the transaction. But, that is a tough way to build a business. One off sales also don't produce many referrals. So, what is the purpose of this "farming story?" Read on please.
I hear most agents and advisors stating that they need "leads." Well, of course we all need to keep a marketing program to provide us with pre-qualified prospects, under favorable circumstances and on a regular basis. But, are you overlooking your greatest asset... your client base?
In other words, are some of the fruits just withering on the vine? If so, we have solutions to help you get in front of these customers and turn them into clients. Okay, we all know that the new client does not give us all of their assets with the first sale. You earn their trust by the service you provide, the promises you keep, and the perceived value you present to them. You may have not spoken with these purchasers of your products for many years. If that is the case, it is time for a periodic review. This can be done either via phone or face to face. Yes, this is a job, but it will provide you with great dividends. How to get started?
Okay, we have the system. But, we need for you to "buy in.” You might need to hire a college kid in the summer to make some calls and update your CRM. Don't have a CRM? We can direct you. We will also provide the presentation and info to be gathered. We will immediately start sending, on your behalf and with your name, quality content to your clients and prospects, to enhance your credibility. Now, there is a lot more to this program, and we would like to help.
You need to give us a call and find out why agents from coast to coast continue to refer to us as... a different experience. Hey, looks like I am watering our plants (that would mean you) and hoping for a harvest today... or tomorrow.
 | Until next time… good selling! Raymond J. Ohlson, CLU, CRC, LACP President and CEO of The Ohlson Group 1-877-844-0900 |
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