One of the top concerns for people age 55+ is health care in general… and long-term care specifically. I’ve created a whitepaper called, “10 Secrets Your Long-Term Care Salesperson Won’t Tell You.”
You may use it for both prospecting and to build credibility. All I ask is that you leave the “© Lakes Publishing” at the bottom of each page. You can download it here.
You should treat envelopes as mini-billboards. It’s what people first see. Make sure you are communicating right from that first look. Here are some points to keep in mind:
If you are spending the money to mail… make sure you are leveraging every aspect of it!
Whitepaper expert, Gordon Graham, identified the following criteria to make your whitepaper as effective as possible:
I brought in over $2 million, in 2 months, with this technique. Drum roll please…
I offered my assistant 50% of the commission for any new clients they brought into the practice. She brought in her parents, a teacher friend and a retired friend.
Here’s the funny thing. She had worked for another advisor for 10 years, before me. She had worked for me for 2 years… and she had never referred to either one of us. Ah Hah! But now that there was… not a small… but a LARGE reason to refer… magically, she did.
I’ve had backwards advisors say, “But Mike! You gave her $60,000 in commission, that had to hurt!”
Don’t be stupid! Who cares if she’s richer… I was $60,000 richer as well! It was the easiest money I have ever made in this business. Make the referral share too big to refuse! And it will pay off for you.
If you have a few doctors as clients… and you are looking to bring on more, here’s a program that will help you do it! Courtesy of 5Q Group.
There has been a lot of research done on LUCK. According to research by the world’s foremost expert on luck (Richard Wiseman)—If you implement these Things… people become an average of 40% luckier!
Don’t just think about these things! That’s what unlucky people do. Make an action plan to implement these things… and start getting lucky!
First, I’m assuming that you mail your clients and prospects a newsletter, at least monthly. If not, START! The #1 reason people leave their current advisor is lack of contact. So use contact to keep your clients… an to take your competitor’s clients!
If you want the recipients of your newsletter to wait at the edge of their seat for your newsletter each month… add two things in with your newsletter.
These two things cost you only the cost of the paper it’s printed on, because you put them in the same envelope as your newsletter, so there is no additional postage.
What do you get from adding these items? A ton. First, they are not about the client’s money so it shows that we ARE NOT just about the money. And second, it makes us memorable so when we reach out to them about an offer or service we have, all we have to say is… “Hi this is Mike the guy who has been sending you…”
They immediately recognize us and are OK with having a conversation. This is a cheap, effective way to make your newsletters much more profitable!
In order to get a response from your target market, you have to:
If you focus on the retiree market place, a recent study by Ken Dychtwald and Age Wave would be a good place to start. Here’s where retirees place their concerns:
88% Would like to have enough money for peace of mind
74% Want investments that provide guaranteed income
73% Want investments guaranteed to NOT lose value
72% Are concerned about serious health problems
71% Need help understanding Social Security and Medicare
64% Worry about covering LTC costs
60% Worry about NOT being a burden to the family
58% Would like help with inheritance and legacy matters
54% Would like to provide family with income when I die
52% Are concerned about Health care expenses
34% Worry about outliving money
21% Would like an investment with the potential to provide high return, but with higher risk
12% Would like to accumulate as much wealth as possible
Your competitor’s best client HAS money… and LIKES advisors. They’re perfect prospect. How do you get them to leave their current advisor and move to you? Use the #1 reason people leave their current advisor… against them. Read how in “The Guide to Whacking Your Competitor’s Achilles Heel.” My gift to you!
