- 179
Hello fellow advisors,
I just wanted to offer up an idea for those of you who are looking to try something a little bit new. This Has been working for me quite well and after a couple weeks I'm getting some real results.
step 1: get a list of people in one occupation(e.g. electricians); I use US DATA, I think sales genie does the same thing. normal cost is about 40-50$ for a list of 500-700 names and numbers.
Step 2: find an association affiliated with that occupation; spend 5-10 minutes on their website and figure out what they're all about. What you're looking for is an association name that will be easily Identifiable. (e.g. Florida assoc. of electrical contractors)
Step 3: CALL; Hello Mr. Smith this is Bill W. with "big insurance company" and The Florida Association of electrical contractors how are you?............
Great, the reason for the call is that I wanted to get your take on a program we are currently doing. We set up free retirement plans for contractors statewide. It is simply a conversation about reducing your taxes now and in the future, and showing you some smart places to put your money. So that one day you can ultimately stop working. Would you have any interest in something like that?
Step 4: have answers to objections. I've been getting 2 common objections. 1)not interested right now. 2)I have a retirement plan through my company.
1)"Timing is everything when it comes to these matters. Since you're busy right now do you mind if I touch base with you in a couple months to see if it's a good time to do some planning?"- call back in 1 month
2)"I have a plan through my company too. is it a 401k or an IRA? you should definitely be taking advantage of that plan, however all that money is tax deferred and one day the taxes come due. We like to coach our clients and build a plan that has tax advantages now and later.(incorporating UL)"
2)"how is it performing?" "when was the last time the money manager sat down and did a yearly review with you?" "I do annual reviews with all of my clients to keep them up to speed"
Step 5: Make sure you can deliver, I work in an office with several investment advisors and series 7 producers. If you're on your own and just doing life this might not be the approach for you. But the goal is to help them max fund their Roth, contribute only as much as their company is matching to a 401k plan and set the rest up with a chunky UL if possible.
I call from about 9am to 10-10:30am about 3 days a week, and after 3 weeks Ive have 10 prosepcts who showed interest and I'm tracking. and 5 more prospects who have set appointments and are moving forward with some kind of planning. and we're talking bigger type fish, have families, most own a business.
I just wanted to offer up an idea for those of you who are looking to try something a little bit new. This Has been working for me quite well and after a couple weeks I'm getting some real results.
step 1: get a list of people in one occupation(e.g. electricians); I use US DATA, I think sales genie does the same thing. normal cost is about 40-50$ for a list of 500-700 names and numbers.
Step 2: find an association affiliated with that occupation; spend 5-10 minutes on their website and figure out what they're all about. What you're looking for is an association name that will be easily Identifiable. (e.g. Florida assoc. of electrical contractors)
Step 3: CALL; Hello Mr. Smith this is Bill W. with "big insurance company" and The Florida Association of electrical contractors how are you?............
Great, the reason for the call is that I wanted to get your take on a program we are currently doing. We set up free retirement plans for contractors statewide. It is simply a conversation about reducing your taxes now and in the future, and showing you some smart places to put your money. So that one day you can ultimately stop working. Would you have any interest in something like that?
Step 4: have answers to objections. I've been getting 2 common objections. 1)not interested right now. 2)I have a retirement plan through my company.
1)"Timing is everything when it comes to these matters. Since you're busy right now do you mind if I touch base with you in a couple months to see if it's a good time to do some planning?"- call back in 1 month
2)"I have a plan through my company too. is it a 401k or an IRA? you should definitely be taking advantage of that plan, however all that money is tax deferred and one day the taxes come due. We like to coach our clients and build a plan that has tax advantages now and later.(incorporating UL)"
2)"how is it performing?" "when was the last time the money manager sat down and did a yearly review with you?" "I do annual reviews with all of my clients to keep them up to speed"
Step 5: Make sure you can deliver, I work in an office with several investment advisors and series 7 producers. If you're on your own and just doing life this might not be the approach for you. But the goal is to help them max fund their Roth, contribute only as much as their company is matching to a 401k plan and set the rest up with a chunky UL if possible.
I call from about 9am to 10-10:30am about 3 days a week, and after 3 weeks Ive have 10 prosepcts who showed interest and I'm tracking. and 5 more prospects who have set appointments and are moving forward with some kind of planning. and we're talking bigger type fish, have families, most own a business.