Berry' best
41. Set appointments at your seminars. Sign up people while the information and desire is fresh; a cooling-off period will leave you with fewer appointments set and kept.
42. Change is good. We are always willing to try new things. For example, an invitation that worked well for you over the past three years may not work well for you in the fourth.
43. Although change is good, make sure your changes are tested and that there is a review process to determine if the change was beneficial.
44. Make your own confirmation calls for seminars. Although most direct mail marketing firms provide a confirmation call service, you may want to make them yourself.
45. Tax check Just ask each client to review their form 1040 with you to uncover who's needlessly paying taxes on money they aren't using. An annuity may be an ideal solution for these clients.
- Michael Harrison, VP, annuity sales and marketing, AIG American General
The Wedmore way
46. Stop prospecting for clients! Spend your time prospecting with people who associate with the type of client you are looking for. For example, if you are looking for clients who are transitioning into long term health care environments, network with people in that field. They are dealing with hundreds of your ideal prospects every year.
47. Use what you know best to become the local expert on that subject. Use that knowledge to write a column in at least one local senior publication. Many of the free senior newspapers that are available outside discount and grocery stores will let you write an article if you purchase a small ad.
48. Plan to prospect. Pick a time each week where you schedule appointments, don't accept incoming phone calls and can't be interrupted.
49. Learn to use the computer. I know it sounds trite, but using the technology available to you is important. Research and communication are the two primary areas to focus on, but being computer-savvy may just save you a case or two because of your ability to quickly get the information the client needs.
50. Find a niche and position yourself within it. If you know a lot about one thing compared to a little about a lot of things, you will be more focused and most likely, more successful.
