By Rex Rolfing, CLU, ChFC, LUTCF

One of the most effective sales ideas I use, and I've used it successfully for 16 years, is the annual insurance review. It's a vital and integral part of my success and even veteran agents shouldn't overlook it.

I have a system set up where I call or visit clients one month before their birthdays and go over their entire insurance program. I've found that many times situations have changed and new products and services may be required.

There's one question on my agenda that I always ask during the review. I take a deep breath when I ask it because I never know what the answer will be. "Has anything changed in your present situation?"

Many times I find that things have changed significantly--divorce, new business, job change--allowing me the opportunity to fill different needs with new products.

We need your sales ideas!
We need your input! The editors of Advisor Today are compiling the best sales tips in the industry to publish in the forthcoming book, Advisor Today’s Sizzling Sales Ideas.

Do you have a unique take on closing that difficult sale … on how to sell LTCI to Boomers … on landing that big worksite marketing client? There are as many ways to make the sale as there are advisors. We would like your 200 to 400 word submission on how you do it.

Each advisor whose submission we use in the book will be awarded an Advisor Today T-shirt.

Don’t miss your chance to be included in this important book.

Please send your ideas to amseka@advisortoday.com or send them by fax to 703-770-8212. If you have any questions, please contact Editor in Chief Ayo Mseka at 703-770-8204.

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Selling to Women

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