 
By Helen Thompson
Financial advisors don’t have much time to think about sugar plums this time of year. Even though you may have time to relax and kick back for a little while during the holidays, it won’t be long before you’re back in action.
We asked some YAT leaders and other Advisor Today contributors for some of their best sales ideas. Before we share them with you, you should know that we have lots more where these came from. Visit the NAIFA Marketplace at www.naifamarketplace.com to pick up your copies of Sizzling Sales Ideas and Sales Success: The Tom Wolff Way.
And one last thing before we let you go on Christmas break: Don’t forget to get your nominations in for Four Under Forty. Nominations for this prestigious spotlight are being accepted through Jan. 16, and that deadline is right around the corner. Click here for the nomination form.
And now, without further ado, here are your sales ideas!
Get involved in your community
Nobody likes to cold call, and referrals are the preferred way to get new clients. But even in a mature practice, an agent needs different sources for new clientele.
I have heard from many of my peers that being involved in too many nonprofit organizations can eat up all of your time—leaving you no time to sell. But we all know that the most successful advisors do their business with persons with whom they have a relationship. By being involved in your community, you gain priceless “relationship” exposure to a lot of people. They get a chance to see how you work and how much you care about things other than selling. It is one of the best ways to earn their respect and trust.
This only works when you get involved with things you care about! If you have no passion, then you will come across as a cheap salesperson with an agenda. Don’t tell people what you do until they ask. But when you are asked, be calm and cool about the opportunity. I always make things move at a steady pace, but I never seem like I am in a rush.
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By being involved in your community, you gain priceless "relationship" exposure to a lot of people.
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If your work for nonprofits starts to eat up your time, delegate the work to your staff. This work is part of your business, too. Your part of the job is to build and nurture these relationships, so you can do business with them and get their referrals as well. I would say about half of my new business comes from people who see me in action in nonindustry-related activities; the other half comes from my satisfied clients, either through repeat business with them or the referrals that they send me.
Marc Bregman
mabregman@ft.newyorklife.com
Focus on retirement income management
Providers of income products, solutions, and services have started ramping up to educate advisors on this market—but only a few. Retirement income management is different from asset accumulation, and clients need a different set of solutions.
It is critical that companies move forward on this. The oldest Baby Boomers are reaching retirement age, and many are getting ready to start taking out income from their retirement funds. Advisors are the ones to whom Boomers will turn for help. Take the time to learn about the products that deliver income, such as managed money accounts, variable deferred annuities, variable immediate annuities, indexed immediate annuities, and fixed immediate annuities to name a few. You’ll also want to learn how to factor in risks related to longevity, inflation, markets, interest and changes in Social Security.
Trey Kelly
tkellybia@brandbanking.com
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DECEMBER 2005
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