Bring Social Media Into Your Marketing Plan

Presented by John Schraut Any insurance industry publication you look at now has ways to use social media. So my question to you is: Do you have a Facebook, Twitter or LinkedIn account for your business? If not, you are losing out on a way to connect with other professionals and potential clients. Best of all it’s FREE! I recently saw a survey that said more than 60% of advisors have used LinkedIn to gain new clients and 75% said it has improved the effectiveness of their referral network. I have even noticed some carriers offering social media marketing pieces such as blogs, statistics and videos. One agent I talked to said that he sets aside time each day to dedicate to his social media marketing. So have you set aside time to utilize FREE marketing? Maybe it’s time to do it!

Secret to Being a Successful Financial Advisor

Presented by David Corwin The secret to being a successful financial advisor isn’t about what you do or how you do it; rather, it’s about why you do what you do. If you are truly inspired, success will easily follow. Communication, listening and wisdom are the foundations of inspiration and the basis of all positive beliefs and feelings. Inspiration is sustainable because it comes from within. On the other hand, lower forms of motivation are based on a desire to meet your needs for recognition, safety and worthiness. These needs are the basis of all negative beliefs and emotions. Such motivation is not sustainable because it comes from outside. It attempts to satisfy unmet needs through people, places and things. What are the practice management issues many advisors face? Things such as lacking a business plan and clear goals, neglecting to ask for referrals or simply allowing yourself to become overwhelmed are just a few. Starting out with a “zero” in the production column has its way of getting you down or not as motivated. Here are 3 reasons why: 1. Lacking business plan/goals. The need for safety generates negative beliefs such as “I don’t have enough time” and “I don’t have enough money,” which fuel the negative emotions of anxiety and fear. Hence, an advisor becomes addicted to survival. It is impossible to establish values, vision, a business plan and goals while this is happening. A learned advisor once said, “Most financial advisors are addicted to selling, and they will not take the time to build vision, a business plan and goals.” 2. Not asking for referrals. Ninety percent of advisors agree that asking for referrals is the number one way to build their businesses, and yet only 15 percent actually ask for them on a consistent basis. The need for approval generates negative beliefs such as “What if they say no?” which fuels negative emotions such as uncertainty and worry. 3. Becoming overwhelmed. The need for control generates negative beliefs such as “I am out of control” and “No one can do it as well as me,” which contributes to the negative emotion of fear. Just remember that the “law of attraction” is absolute, and with the need for control fueling negative beliefs and emotions, you will refuse to delegate. Or, if you do decide to delegate, you will fear that no one will ever be able to do the job as well as you can. Your needs will become your jailor. Values are like turtles: They only come out when it is safe. Unmet needs will wreak havoc on your values, vision, business plan and goals. They will limit your ability to grow. Until you are able to meet those needs from within, inspiration which is the foundation for true success will elude you.

Policy Reviews

Presented by Gary Peterson Life insurance left untouched may no longer be meeting your clients’ needs. By implementing a periodic policy review as part of your client retention process, you will keep a client’s protection program up-to-date and provide a valuable after-the-sale service. The net result will be happier clients, the identification of additional sales and more and better referral introductions. Here are some great resources to help you build policy reviews into your sales and service processes and make the most of every client relationship. Policy Review Quick Tips Prospect in Your Client File Annual Review Checklist
Life Insurance

Are your clients missing out?

Presented by Brian Leising They might be if all their retirement assets are tied up in the wrong vehicles. Look at the choices below and see if your clients have their money in the right places. 1. Growth taxed NOW- Savings accounts, CD’s, money market, mutual funds. These assets are funded with after-tax dollars and growth is taxed each year. 2. Growth taxed LATER- 401(k)’s, 403(b)’s, deferred annuities, pension plans. Clients receive a tax deduction for the money placed into these plans and defer taxation until the money is distributed, usually in retirement. 3. Growth taxed NEVER- Cash value life insurance, Roth IRA’s, Roth 401(k)’s. These assets are funded with after-tax dollars and will have growth distributed tax-free if structured properly. Life insurance policies usually allow greater contributions with less restrictions than Roth plans. When would your clients like to pay taxes on the growth of their retirement assets? Now, later or never?

Are you an expert?

Presented by John Schraut If you were asked to be part of panel of experts what would you say? I am an expert in… You don’t want to be an expert in a product but a concept; income planning, pension maximization, voluntary employee benefits, long term care planning, income replacement, family legacy, family income protection, etc. Sure you might be an expert in annuities, life insurance and long term care insurance, but people don’t want to be sold a product. The product is just the way to provide the solution. So take some time and think about what you’re an expert at.