I don’t know about you, but I can have a very optimistic day, go to bed and wake up to news that can slow my step regarding this virus. Let’s start out by saying that we all know that there are risks. But, none of us really know when or how it will affect all of us. This COVID-19 has been compared to wars, depressions, dust bowls and more. As we know, this is a war without a playbook. So, I think that we take the information we have, reflect on the past to gain insight, mange our risk and move forward. That is the “American Spirit.” So, what do we do? Do something… just get moving. I think that we have to come to grips that people will handle these risks in different ways. Businesses are adjusting and moving forward. Sure, in many cases, they are baby steps. But, they are moving and doing something. So let’s focus on the financial services business.
Never have Americans needed our services more than today. Let me give you an example: yesterday, I spoke with my sons and partners, Nick and Joe, and asked them how our Digital Marketing consumer lead program was going. They informed me that the number of leads following the Memorial Day weekend were extremely high. I also found it interesting that the highest number of leads came from areas where the states were slower to open. Bottom line, these Americans can’t wait for “complete answers” because there is no playbook. We are also experiencing a high level of virtual sales. Yes, first contact by phone or ZOOM, followed by another virtual fact finder and needs assessment, the presentation of a solution, the close and the e-app. Who would have thought that this pandemic would bring the financial services industry into the “tech” world. We were slow to enter, but now we are off to the races. Okay, so you might be thinking… what do I do, when do I start, etc? Let me give you a suggestion.
Let me first go back to my title… Do something and do it today. Get a list of your clients and schedule virtual reviews and find out about their worry buckets. Ask for a virtual family meeting with their kids. Introduce yourself, explain what their parents have done, review beneficiary designations, and then go through essential and discretionary income needs. Look, the families are concerned and want to know that their parents are taken care of. Think that this might lead to doing business with the heirs? Think that they might entrust you with the proceeds after the parent dies? I don’t know… but I think that this is an easy way to go forward. Need leads? Try our program. Want direct mail? We can direct you to the right sources.
I watched the news this morning and there is enough negative news to make you want to go back to bed. Remember, bad news sells viewership. Let’s spread the good news. We are upright and have the greatest opportunities in America. We will all get through this and be better off. And, don’t discount that things are improving. Yes they are… there is no doubt about that. So, manage the risk, do something and get moving. You can‘t get the time back and life is short.
Never have Americans needed our services more than today. Let me give you an example: yesterday, I spoke with my sons and partners, Nick and Joe, and asked them how our Digital Marketing consumer lead program was going. They informed me that the number of leads following the Memorial Day weekend were extremely high. I also found it interesting that the highest number of leads came from areas where the states were slower to open. Bottom line, these Americans can’t wait for “complete answers” because there is no playbook. We are also experiencing a high level of virtual sales. Yes, first contact by phone or ZOOM, followed by another virtual fact finder and needs assessment, the presentation of a solution, the close and the e-app. Who would have thought that this pandemic would bring the financial services industry into the “tech” world. We were slow to enter, but now we are off to the races. Okay, so you might be thinking… what do I do, when do I start, etc? Let me give you a suggestion.
Let me first go back to my title… Do something and do it today. Get a list of your clients and schedule virtual reviews and find out about their worry buckets. Ask for a virtual family meeting with their kids. Introduce yourself, explain what their parents have done, review beneficiary designations, and then go through essential and discretionary income needs. Look, the families are concerned and want to know that their parents are taken care of. Think that this might lead to doing business with the heirs? Think that they might entrust you with the proceeds after the parent dies? I don’t know… but I think that this is an easy way to go forward. Need leads? Try our program. Want direct mail? We can direct you to the right sources.
I watched the news this morning and there is enough negative news to make you want to go back to bed. Remember, bad news sells viewership. Let’s spread the good news. We are upright and have the greatest opportunities in America. We will all get through this and be better off. And, don’t discount that things are improving. Yes they are… there is no doubt about that. So, manage the risk, do something and get moving. You can‘t get the time back and life is short.
 | Until Next Time… Good Selling! Raymond J. Ohlson, CLU, CRC, LACP President and CEO The Ohlson Group 1-877-844-0900 |
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