I recently spoke with a few Financial Advisors who wrote financial planning books. My first question to them was “The book is great, how many leads and sales have you generated from your book?” Their answers were, “I don’t know, it just sits in my bookcase.” ...OUCH!!!
Recently, while watching a baseball game, I realized how important it was to construct a winning team. Some players can hit very well, but are not good on defense. Would you have Big Papi play shortstop? I don’t think so! He is a great player, but does one thing very well – hit the baseball.
Are you using indexed universal life as a part of your clients’ retirement planning strategies? If so, I would encourage you to take advantage of a proprietary IUL product offered through DMI that your clients will truly love and more importantly understand.
We all know the importance of mastering your first impression, and it’s certainly no different in our business. When it comes to your mastering your first appointment with a new lead or prospect, you want to generate the WOW factor. What I mean by that is that you want your prospects, at least subconsciously, to be saying to themselves, “WOW, this advisor is different!”, and wanting to do business with you.
Recently, I met with a representative from an investment firm. I was interviewing his firm for a place to invest some of my own money. I explained who I was, what I did, how much money I had and what I was interested in. His firm specialized in tactical investing. They also had other services available – legal, tax advice, insurance, etc. From the beginning, I told him I only wanted to talk about one thing – their tactical account.