Over 25 years experience
Experience tells us, the best clients, are existing clients. If we serve a client deeply, they typically will have multiple products or services with you. They also will be an excellent referral source. When was the last time you reviewed your existing book of clients?
Many of us fall into the prospecting rut. We focus a lot of time and energy looking for the next client. While this is necessary to grow over time, we find there are several opportunities with existing clients to discuss protection solutions. Many times, both clients and advisors think of protection solutions only when clients are still in the asset accumulation stage. Once your clients have satisfied their retirement goals, we find their protection needs may actually increase. These needs now shift from income replacement to wealth transfer, tax planning, asset protection, and long term care planning.