Continuing education and professional growth must be a central part of your marketing and client building plans. To meet your career goals, you must remain competent in dealing with the changing needs of clients — including attending continuing education seminars and earning the LUTCF, CLU, ChFC and/or CFP professional designations — and always have up-to-date technical reference resources at your disposal.
Remember, the more you can do for your clients, the more your clients can do for you.
Try this! Keep your clients and professional advisers informed about your continuing education activities. If you attend a seminar or complete a course, let your policyholders and clients know about it. Even better, if your hear a red-hot sales idea at a seminar, make a list of people who might benefit from it, and give them a call.
- Invite selected on-profile clients to breakfast or lunch once a year or so. Many producers have breakfast with a different client or center of influence once a week. This is a good way to keep communication lines open and get on-profile referrals.
- Use "Copytalk" mobile scribe or keep a portable mini/micro tape recorder in your car, home, and office. Use them to compose first drafts of letters, remember client service ideas, or remind yourself of prospects or clients you should call who fit your profile.
- Use your fax or cell phone for informal contacts with clients. Good time management suggests using down time between scheduled meetings effectively. One way to do that is to visit informally (and briefly) with policyholders and clients in the area.
Consider this! If you're not using tools and techniques like these to keep in touch with your clients, the competition might be!
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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.
