The folks over at Javelin Marketing provide insurance agents, investment
advisors and financial advisors with tips on Financial Services Marketing,
Prospecting, Lead Generation and Sales. Today's blog entry struck me as particularly relevant:
What do you really provide clients—a hope that maybe the mutual funds you help
them select will reach their retirement goals, that maybe the UL policy you sell
them will earn enough to sustain itself, that maybe the LTC company wont raise its
rate? When you think about it, you offer prospects nothing firm and you expect
people to give you their money. Maybe it’s surprising that we have any clients
at all as we guarantee them nothing and expect them to jump into the financial
pool with us, with no life vest.
Of course, you cannot make guarantees. Only the product providers can make these when they apply. But you can make promises about your own actions—something that few financial advisors do. If you don’t make promises to clients, why should they make commitments to you?
Of course, you cannot make guarantees. Only the product providers can make these when they apply. But you can make promises about your own actions—something that few financial advisors do. If you don’t make promises to clients, why should they make commitments to you?
They go on to list a number of service-oriented ideas that bring advisors closer to their customers.
Take a read and think about how "doing more in less time" comes into play. How would mobility drive customer service in these cases? Can I prospect more, grow and build my book, and still spend a lot of time with customers?
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