The last two years have taught us the value of adaptation. Unprecedented and unpredictable times have forced producers to stay ahead of the curve and think outside of the box in order to maintain a steady book of business. Selling in our new landscape requires incorporating new ideas and tactics. As we move into 2022, it’s vital that you keep those new ideas flowing. Below are a few ideas to get that ball rolling.
Bridge the Genertation Gap
Most of your clients are working with you to leave a legacy for their children, and many of their children are younger adults starting lives and families of their own. This is a good opportunity to cross that bridge and help your clients’ children craft a plan to make the most of that legacy. As unpredictable as the next two or three years maybe, it’s impossible to tell what the next 10 years will bring.
Invite your clients to share your contact information with their adult children. The trust you’ve built with them should easily carry over to the next generation and bring new clients through your door.
The Pension Benefit Guarantee Corporation was set up to protect pensions from companies that have gone bankrupt and to manage unclaimed pensions. Before 401(k) plans became prevalent, most companies offered pensions to their employees. Many people hold multiple jobs throughout their lives and might have old pensions they aren’t aware of. The agency’s website (PBGC.gov) features a database of unclaimed pensions. Leverage this as a potential sales opportunity by searching for a prospect’s name to see if they have an old pension.
Lay-offs and workforce reductions have become all-too-common in today’s economic climate. Those who have lost their job due to a lay-off have also lost their group term plans. Additionally, they might have money in a retirement fund that needs to be rolled over. FreeERISA is an online database that provides a listing of companies doing lay-offs in your area, along with the number of employees being laid off. Advisors should take advantage of this valuable tool when prospecting for rollovers.
Expanding Your Horizons
Don’t limit yourself to the ideas listed above. There are numerous ways you can continue to grow your business during these challenging times. Are you looking for more ways to expand your horizons and make more sales? We have the answer.
IAMS’ 22 Sales Ideas for 2022 provides an exclusive list of valuable tips and best practices aimed at helping advisors achieve growth objectives. This newly updated edition of one of our most popular guides offers a variety of low-cost, low-pressure prospecting strategies and innovative ways to boost your brand.
Click below to request your free copy today.
Take Your Business to the Next Level
There’s still time to register for Ascend, IAMS’ second-annual virtual kick-off event. This workshop features some of the best minds in our industry and will cover industry news, new marketing strategies, sales concepts, and more. We have several featured speakers lined up to discuss important ideas as we head into the new year.
Ascend takes place on January 19 – 20, with presentations running from 11 am – 2 pm CST each day of the event. Click here to register.