NAIFA members received some helpful hints for expanding their practice from industry expert David Appel, CLU, ChFC, during the NAIFA Career Conference and Annual Meeting currently under way in Washington, D.C. Appel is managing partner with Goldwasser-Appel Insurance Advisors, LLC.
Because Appel hates asking his clients for referrals, over the years, he has developed some simple but effective methods of prospecting and marketing his products and services, which he shared with attendees. Among his nuggets of wisdom for achieving success in prospecting:
*Make sure you have a very good "elevator speech" you can use with your prospects and centers of influence. Whatever words you choose to use, say them with confidence and conviction.
*Remember that your clients need to know what you do, not just have an idea of what you do.
*Find a charity that is important to you and take a leadership role in that charity. Be prepared to give your time, money or both to that charity, and do not expect any "rewards" for at least six months.
*Get your name in print.
*Get out of the office and attend other advisors' breakfast events or lunch sessions. At these events, do not sell your products or services to them or hand out your business cards.
*Hit the street with your Road Shows. Keep these imple, use case studies whenever possible and differentiate yourself by demonstrating your expertise
*Get involved in your local Estate Planning Council. He is a member of his local Estate Planning Council and he has found it to be very beneficial.
*Get involved in your children's school, coach their sports teams and take an active part in your religious organizations. You will get to meet and know lots of people who will eventually do business with you.
*Keep prospect presentations simple--one or two pages at the most.
* Send out pre-policy anniversary letters to your clients.
*Do targeted email blalsts to your prospects and clients, but try not to do too many of these.
*See the people. In June 1992 when he started in the business, he asked industry icon Ben Feldman for some success strategies. Feldman told him to see the people.