Wednesday, May 24, 2017

Relationships Are Everything

By Dina Mestel, Sales Trainer

Fostering solid relationships has always been a cornerstone of our business. Now more than ever, it is important to make sure you are doing all you can to cement your current relationships with your clients and demonstrate your competitive advantage to prospective clients.

If you are looking for a starting point, I suggest beginning by segmenting your current clients. Using a CRM or other practice management system can help with this. Even if you are communicating with your clients on a regular basis, you may still consider how to make those communications fresh and more personalized. Many producers have regular communication with their current clients, which is great. I would also suggest ramping up the frequency of such communication, or generating new ways to reach out to your clients at this time. Many of our producers have monthly, quarterly, or annual newsletters. You may also consider offering an educational seminar.

Incorporating the opportunity for more face-to-face time could really assist in not only keeping abreast of your current clients’ changing financial landscape, but can also be useful to generate referrals from these clients and grow your business. One popular and fun way to do this is to host a client appreciation event. You can choose to do this as a themed event based on the season or tie it into a well-known community event. We have several ideas to help make this type of event work for you. Please feel free to reach out to your personal marketer for ideas.

Another way to stay in front of your clients and attract new ones is to search your community for opportunities. You may have a local newspaper or publication that reaches out to a target demographic. This may include publications focused on a hobby, athletic interest, or cultural affiliation. If you have not considered this in the past or have not looked into it recently, it could be well worth reaching out to a community-centered group or publication with your available services. This potentially could spark attention from prospective clients.

In summary, don’t leave any stone unturned. Start off by knowing your clients, think of fresh ways to stay in front of them, have more face-to-face contact, and explore opportunities in your community to connect with new prospects. Ann Arbor Annuity Exchange can offer guidance on any of these avenues. Make sure to contact your personal marketer at 800.321.3924  for further information.

Dina Mestel | Sales Trainer
Ann Arbor Annuity Exchange
Ph: 800.321.3924 x119 | Dir: 734.786.6119

Prior to engaging in marketing or social media programs, producers should follow the approval requirements of the carriers they represent and their broker/dealer and registered investment adviser, where needed, and ensure compliance with applicable rules and regulations.

Designed for Financial Professionals.