Wednesday, October 19, 2016

Relationships Are Key in 2016

By Dina Mestel, Sales Trainer

There are many external elements affecting our industry today: market volatility, low interest rate environment, and of course the Department of Labor rule, to name a few. Market volatility remains on our clients’ short list of concerns. The Dow Jones Industrial Average has reached all-time highs in 2016, which is a great thing, but our memory of the 2008 correction continues to make clients concerned for what may come. In addition, no one ever expected the interest rate environment to continue at this historically low level for as long as it has. Finally, with the DOL fiduciary rule, the landscape of our industry is changing. We still do not have all the details on how it will change, but we do know that it will not be business as usual for many.

Make the most of 2016. 

Don’t waste time and effort chasing down the latest lead program or the next big thing. For the last quarter of the year, the most effective form of prospecting will come from clients that you currently have. If we, as financial professionals, are concerned with all of the challenges we face right now, imagine the way your clients may feel. Help them feel less uncertain about their financial future. Talk about the current environment and generate a solution to help them accomplish their financial goals.

Make yourself a reliable resource for your clients. 

An excellent way to accomplish this is by keeping in close contact. If you are not addressing your clients’ concerns and staying in front of them with information, they may end up looking for someone who does. You already have their trust as a current client, and now is an ideal time for you to reconnect and remind them why they have that relationship with you. This can be as simple as picking up the phone, sending an email, generating a newsletter (if you don’t already have one), or hosting a client appreciation event that is in accordance with applicable laws, rules, and regulations. Any way that you can get in front of your existing clients will help the transition into whatever the next year will bring.

Ann Arbor Annuity Exchange has content and concepts that might help you to get in front of your clients and finish the year strong. Contact a 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

Designed for Financial Professionals.