1. Make sure your list is correct.

Sponsored By:

A world filled with many distractions makes your prospects' attention a rare commodity. By personalizing your direct mail efforts, you can help ensure that your message reaches the right target.

Sponsored By:

Get on TV.

Sponsored By:

As an advisor you're always looking for that edge on the competition and you can find that through the effective use of lead generation. If you are an advisor already utilizing lead gen, have you asked yourself the question: are the leads you are generating quality leads?

Sponsored By:

Last month I left off on the topic of where to hold seminars. One of my motivations in writing "Coach's Corner" is to help you avoid the many mistakes we made in developing my seminar program.

Sponsored By:

One of my favorite quotes is, "Help people get what they want, and you will get more of what you want." A large percentage of our clients come to us because they were referred by a friend who is also a client. People will be much more receptive to you and to your presentation if they know their friend is also a client.

Sponsored By:

Natural disasters are something to avoid at all costs, but something interesting occurred when Hurricane (er, Tropical Storm) Fay hit Florida in late August--it whipped up a weird energy--a strong group dynamic--at the 2008 Senior Market Advisor Expo.

Sponsored By:

Fifty percent of your clients will offer referrals if you would only ask.

Sponsored By:

"About a month ago. My husband is 80 and we had been talking about getting it looked at for a while. We're both on our second marriages and it was a good thing we had it checked because his ex was on a policy."

Sponsored By:

"I have made referrals for my advisor. I have a great relationship with him. We're friends outside of the pure working part of the relationship so it's not a stretch for me to put in the good word about him."

Sponsored By:

Generating referrals from other professionals takes work (and networking), but the effort will likely bring you your best clients.

Sponsored By:

Treat existing customers like prospects.

Sponsored By:

Web sites aren't just nice places to put your picture and a short biography.

Sponsored By:

Have you ever wondered why your closing ratio on seminar buying units never exceeds 40 percent? The reason is in the numbers. Twenty-five percent of seminar attendees are "plate-lickers" -- many seniors actually look for seminars offering free meals to get a complimentary night out. Another 15 percent barely have enough gas money to get to the restaurant.

Sponsored By:

Keeping the pipeline full is the surest way to earn a decent living and improve sales numbers from day to day and year to year.

Sponsored By:

Effective marketing is figuring out what motivates people and getting them to act. Marketers have been doing this since time immemorial.

Sponsored By:

Women are a great market for financial advisors. Half the population lacks a Y chromosome and women outlive men statistically, so they need financial advice.

Sponsored By:

Cold calling is the least favorite way of prospecting for most advisors. Those who can, avoid it altogether. But if cold calling is a necessity, there are ways to do it well. Brian Maroevich of Insurance-Leads-Advisor.com offers these tips for cold calling:

Sponsored By:

In the middle of a very fine publication called Senior Market Advisor is the word "market." Just what does that keyword imply? It is possible there might be more to be discovered in the word "market?" Have we lost our vision of what it takes to get in front of a potential customer base? Could it be there is more intended than we sometimes take for granted?

Sponsored By:

Coaxing upstanding and marketable words of support from your clients takes a bit of coaching, but can yield endorsements that will revolutionize your business.

Sponsored By:

How can you join the tiny minority of advisers who generate 100 percent of their business by referral?

Sponsored By:

Underestimating the senior audience.

Sponsored By:

It's no secret one of the fastest growing demographics these days is adults age 60 and over.

Sponsored By:

Keep it clean.

Sponsored By:

How often are you in contact with your clients?

Sponsored By: