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The Platinum Plus Service ™
(Testimonial / Success Story #4 - November 2006)
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Rejuvenate your practice in 2007 with a successful, educational seminar approach |
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See the New Materials inspired by this testimonial!]
Note: This is a follow-up to Success Story #4, originally published in August 2006.
What started out as a successful value-add service for Robert (Bob) R. in Connecticut during the summer of 2006, turned into his favorite new process for client acquisition.
Strike While the Iron is Hot!
Since Bob had such a positive first-time experience with his July 2006, Savings Bond Educational Seminar, he scheduled two more "sets" of seminars: one in the mid-morning and another in the early-afternoon on August 29th, and another "set" at the same times at a nearby location on August 31st, 2006. Despite July and August traditionally being slower seminar months, Bob wanted to see what the response rate, and the conversion rate of attendees to meet with him on a second round of Educational Seminars would be. Could he see the same or better attendance rate AND write the same amount - or more - in new annuity business?
He Created a Combination that Works!
Bob used the same 15,000 - red and blue ink on white paper, patriotic themed, two-sided inserts delivered with his local newspaper the week-end before the two August seminar dates. The two separate locations were in the same area as the earlier (July) seminar location. He reports that he has witnessed essentially similar results. "I am amazed that I presented to about 35 units each day." Bob said. "I realized that I had chosen the right media, and the proper advertising message and seminar locations in my area - right from the start."
Again, the PowerPoint presentation went off very smoothly, and without a hitch. (Bob is gaining more experience - and confidence - each time he conducts a seminar.) "The seminar material was so easy to deliver. It's also very gratifying to see how helpful and beneficial the information can be to these mainly senior investors." Bob has satisfied his curiosity - and confirmed his earlier beliefs - that he was onto something really big.
Over 100 Qualified Leads
Early in September, Bob found himself in an unusual predicament: between the three seminar dates, (one in July & two in August), and the 27 persons who called in after reading the insert - but never attended any of Bob's seminars - he now had over 100 quality leads to follow up with.
In reviewing his list of prospects, Bob realized that these were not the typical leads that he had received throughout his career. These savings bond owners really needed the knowledge and the Savings Bond Performance Reports© that he was equipped to prepare and deliver. These investors really wanted, and fully expected, to meet with him again!
He had already received over $20,000.00 in commissions using the Platinum Plus Service in July after providing the Savings Bond Performance Reports© as a value-add to his existing clients - and some new prospects - but now Bob had to follow up with both the July and August seminar attendees in a timely fashion.
The Platinum Plus Service = New Annuity Business
Bob was amazed that he had so many promising prospects that he felt he would do business with. He started to see the similarity of the savings bond owner as being of the same mind set as the annuity buyer: they were looking for a safe, secure, long term investment, satisfied with a modest, but decent rate of return, for an extended period of time, without any chance of losing any of their principal, that was also tax deferred. Bob knew that he had the right products to migrate these matured savings bond assets into - Fixed and Indexed Annuities.
"Many of the savings bond owners I spoke with did not want to cash in their savings bonds just yet, they only wanted to learn more about their investment and to be certain that they were doing all the right things with them. But those who owned MATURE savings bonds [bonds that had stopped earning interest], were ready to cash them in and invest in something else", said Bob.
Bob indicated that the attendees wanted to know if they should hold onto their bonds and asked a lot of questions about other investments as well. They also wanted to know about any investments that offered a better rate of return with essentially the same level of risk. Bob re-confirmed his thoughts that savings bonds were a great way to get his foot in the door with the seniors in his community - especially for sales of annuities.
"I Have More Business Than I Can Handle"
"I have been in this business [financial planning] for over 31 years. I thought that I had seen it all when it came to seminars. But doing Savings Bond Educational seminars has truly changed my life." said Bob. He is now working on the on-one-one call-in leads from the newspaper inserts, along with the prospects from the seminars - and is constantly writing new business! Bob claims that he has not had to do any new prospecting in over two months. [Since he did his first seminar.] And, no more free meals or plate-lickers to contend with!
Bob is also getting referrals from new prospects, which are the friends and relatives of persons that Bob has already helped with their savings bonds. He is writing new annuity business with these clients as well. "I don't even have time to go golfing anymore", said Bob - kiddingly complaining with a half-smile on his face.
Bob's Savings Bond Educational Seminar process couldn't be going any better. He has plans to do more newspaper insert advertising and conduct more savings bond education seminars in 2007 - just as soon as he gets done following up with all the leads that he has on his plate right now. Bob couldn't be happier! "I have enough new, quality leads to take me through the cold, Connecticut winter", he reported.
Ed note: Robert R. recently renewed his subscription to the Platinum Plus Service.
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See the New Materials inspired by this testimonial!
]
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