These three sales ideas have helped take three MDRT members to Top of the Table.
1. “Every May, we invite all of our clients age 55 and over to a senior prom dance, and we encourage them to bring another couple or two. We hire a photographer and a band that plays old Bobby Vinton songs and big band music. In addition, we provide dinner. It’s an expensive event, but you can get some of that money back from wholesalers. At the last event, 250 people attended, including an 80-year-old woman who said, ‘My husband went away in World War II a week before our senior prom. This is the senior prom we never had.’ We picked up a $5 million brokerage account as a result of a dance.”
2. “Everyone likes to be thanked, and taken to a fancy restaurant for dinner. To thank some of our best clients, I recently started inviting three or four of them, with their significant others, to dinner. I say, ‘I’d like to invite you to dinner to thank you for what you’ve done for me and my business. ‘I’m also interested in expanding my business, and I’d like you to call one or two of your best friends who are like you, and ask them to join us for dinner.’ Usually, it’s a well-known, high-end steak place. Obviously, the idea is to coax the client to invite the kind of person you want them to bring.”
3. “I draw a circle and I say, ‘The way it is now, half of your money is going to go to the government for taxes, and half of your money is going to go to your heirs. Do you like that situation?’ They say, ‘No, but we don’t like the premiums.’ ‘Well, how about if we take a portion of your heirs’ assets and have it go into this little cash house?’”
Want more ideas? See “10 ways to better prospecting and client connections.”
Very very helpful advice