Editor’s Note: This is the fifth article in a 10-part series identifying the best sales techniques for 2015. To view the rest of the series, visit 100 best sales ideas 2015.
50. Go the extra mile.
Financial advisors have the opportunity to impact people’s lives not just at the time of plan implementation, but as the plan unfolds, to be there to make sure it delivers in the way it was intended. Some advisers choose to follow-up with clients on a regular, or semi-regular basis, while others spend the majority of their time on new client development.
Every advisor is faced with days where they are asked to go the extra mile for a client where there is little to no direct benefit. If they choose the path which often requires more work, it pays off in satisfaction for the client and a renewed passion for the advisor to help more people. I know because that happened to me!
— David Hillelsohn, brokerage manager, The Haslett Management Group Inc.
49. Get niche.
Break through the clutter of mass communications. Create targeted landing pages and email sequences to address the specific needs of your ideal audience. The more targeted you can segment your audience and messages, the more direct and impactful you can be.
— Alana Kohl, AdvisorPR
48. Effectively market to your existing database.
Financial advisors often spend tens of thousands of dollars each year on marketing, capturing hundreds of new prospect leads each year. Maximize your investment by continuing to effectively market to your existing database. Tag the areas of interest they have expressed, and send targeted campaigns speaking directly to their needs.
— David Alison, Clarity 2 Prosperity
47. Build a tax practice.
Tax planning for retirees is a critical component of financial planning to provide the most tax-advantaged income possible throughout retirement. Incorporating a tax practice as a part of your advisory firm is a great and cost-effective way to add hundreds of new first appointments to your calendar each year, while also providing a value-added service for existing clients.
— Don Chamberlin, The Chamberlin Group
46. What is your plan for your RMDs?
Simple and powerful. LIMRA reported that 64% of all annuities are funded with qualified funds. When you take out the affluent and mass affluent, I believe that number is much higher. All qualified funds have RMDs. If RMDs aren’t planned for, then the consequences can be devastating. Sequence of returns risk and a 50% penalty from the IRS are tops on the list.
Lead with this: “As someone who specializes in retirement income planning, let me show you how many people leverage annuities to satisfy their RMDs. . .”
— Sean A. Ruggiero, CEP/RICP, President & Founder of Safe Money Smart, LLC
45. Ask prospects about their previous advisors.
Determine if they have worked with a financial advisor in the past and what that experience was like. This is valuable information that can assist in finding the right balance when working with a prospect to ensure a positive and productive relationship. This method is effective because it has less to do with the actual question and more to do with truly learning to listen to the prospect’s answers.
— Herb White, President, Life Certain Wealth Strategies
44. Sell well online.
Traditional sales approaches don’t work for Social Selling. To succeed in selling online, you will need to listen more and provide value through a consultative approach in order to capture the attention of your audience.
43. Use your darn vacation.
It is very easy to work at a frenetic pace and forget that you need to recharge your batteries. Learn from my mistakes — take the vacation you earn at work. I use the work “earn” on purpose. Your vacation was not given to you, it was earned due to your sweat equity. Use your vacation on a consistent basis to keep your batteries charged up, your creative juices flowing. You will also work more effectively and efficiently with your colleagues when you are fresh and rested!
— John Richard Pierce, Jr., author of “Sell More and Sleep at Night”
42. Should your grantor trust be a non-grantor trust?
Consider gifting assets that throw off K-1 income to an irrevocable trust that can spray income to cooperative family members in lower income tax and capital gain tax brackets. Not only is the asset value now out of your estate, but you can spray income and have your parents, siblings, older children (above Kiddie Tax) pay for your non-deductible expenses like tuition and life insurance. Suppose the client needs $100k pre-tax to pay $50k tuition. The clients’ parents and siblings need only $75k pre-tax to net the same $50k. Take advantage of the income tax benefits as well as the estate tax benefits of $5.43M lifetime gifts.
— Herbert K. Daroff, J.D., CFP, Advanced Markets Director, Financial Services Representative, Financial Advisor, Baystate Financial Planning
41. Integrate Social Security into a holistic plan.
Social Security continues to have one of the highest response rates for generating new prospects in the financial industry. The key to converting this topic into new clients that you can help is to integrate Social Security planning as a part of a holistic picture, illustrating how each income source will work together.
— Willie Schutte, The JL Smith Group