The last several months have taught us the value of adaptation. An unprecedented 2020 has ushered in an unpredictable 2021. Producers need 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. How do you plan on expanding your horizons throughout the new year? Below are a few ideas to get that ball rolling.
Virtual Client Appreciation Events
Consistent contact with your existing clients has always been an important aspect of your business. In the past, you’ve probably done this through various appreciation events. BBQs, wine-tastings, document-shredding days, etc. While the pandemic has put a damper on these activities, there is an alternative approach.
Not long after safer-at-home issues were ordered, people broke through the monotony by holding video-conferenced hangouts, book club meetings, cocktail hours, and several other virtual social events. Take this concept to your clients for an appreciation event or casual get together. Use your video conferencing platform to get in front of several clients at once to share recipes, play cards, or anything else that might appeal to your audience. Encourage your clients to invite their friends and family to engage with new prospects.
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’ 21 Sales Ideas for 2021 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.
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