Brains & Bytes: Techie Tips to Wow Your Prospects and Boost Next Month’s Income – Part I

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Let’s face it: The plethora of digital developments and subsequent demands of our already stretched comfort zones can exhaust even the hardiest and most tech-savvy agent or financial advisor. Sometimes, however, there’s a certain “magic” in simplicity. In this article, we bust open the hornets’ nest of complex choices and neatly pick out the very best uses of technology — to prospect, engage and convert more ideal clients than ever before. Strap yourself in for a roller coaster ride of digital strategies assured to lower your income anxiety, fill your calendar, and help more families and businesses make smart moves with their money!

1. It’s Not the Big that Eat the Small — It’s the Fast that Eat the Slow

Text or email your prospect or current client a polished thank-you note within 30 seconds of parting company. Set up something like this in your draft email or text it to yourself and just quickly cut and paste it after saying goodbye:

“Hi Peter (if his name is Peter. If it’s Paul, then use that!),

Thanks for giving me time today to gain some insights into your financial dreams and responsibilities. I appreciate you considering our services and solutions at ABC Life & Annuities — we know you have a choice in selecting a financial guide to bring clarity, confidence and control to your wealth creation and risk management. Have a great day.

Please feel free to refer us to work colleagues and family members you care about who may not be receiving this level of speedy, personalized attention, and may feel neglected by their current advisor in these challenging times.  I’d love to spend 20 minutes with them sharing some ideas. Forward them the tools and resources I shared with you and let me know how to contact them.”

2. Google Alerts Position You as an Expert

Set up a Gmail account. Then set Google Alerts to get automatic updates on any developments hitting the Internet in these topic areas:

  • Healthcare Crisis USA
  • Retirement Planning Problems USA
  •  Elder Long-Term Care Crisis USA
  • Wealth Creation Financial Planning USA

For example, I always reference the Fidelity Research summarized in the Wall Street Journal web article, “He Wants to Retire… but She Doesn’t” in my speaking programs. I didn’t have to look for it — Google Alerts sent me the breaking research at 12:01 a.m., while I slept peacefully.

3. Slydial

Possibly the greatest advisor prospecting tool invented in the last decade, Slydial allows you to send a voicemail straight to a prospect’s/client’s voicemail box without having to speak to them. This means no objections to overcome, so grab the opportunity before the next presidential candidates discover it and abuse it to the point that it’s outlawed! Craft some persuasive and intriguing messages that motivate prospects to take your next call or read your email, or to motivate clients to take action, such as:

“Good day, Mr./Miss. Prospect. This is Andrew Advisor. I recently did some work with Bob Jones who strongly suggested that we meet to exchange some ideas on your financial direction. I believe he sent you a personal reference to me, so I’m scheduled to give you a call tomorrow. I build mortality credits into client’s retirement plans, remove longevity risk from their income streams and make sure they leave behind a lasting legacy for their grandkids through values trusts. I’d love to buy you a great cup of coffee and see if we can make your money work harder for you. I look forward to speaking to you then, Bob.”

4. Sample Plans

Create a “specimen/sample” financial report or plan. Turn it into a PDF with a title like “Personal Financial Plan Created for John and Julie Client, 5000 Anywhere Street, Anytown USA 12345.” Print some glossy soft copies and email the PDF to prospects before the first meeting. Mail the soft-copy PDF to their place of work. Better yet, send three copies with a sticky note on the other two reading, “Share this spare copy with a colleague you care about.”

5. Two Key Contacts

In your meetings, tell your clients “I need you to open your phone contacts and put my home phone number in your contact list.  You are an important person in my life, and I am available to you 24/7.” Then say, “Also, from that contact list, I need the names of your two key emergency contacts who I would get ahold of in the event of a family catastrophe. Nonrelatives are best, as relatives are often too emotional at times like that. I’m entering them in your client record on my phone right now. Oh, and I need to let them know that you have listed them as key emergency contacts so they have the choice to opt out. Please send them this email and CC me so I know it’s done.” Forward this email to your client:

Dear (key contact name),

During our recent work with (name of advisor), we listed you as a key contact in the event of family catastrophe/emergency. If you have any questions or issues with this, please contact (name of advisor).

(client name)

Follow this up with your own quick email:

Dear (key contact name),

During our recent work with (client name), you were listed as a key family contact. I wanted you to have my contact details, so I’ve taken the liberty of attaching some tools and resources we use in the financial planning process. I’d love to buy you a great cup of coffee sometime and exchange some ideas.

(advisor name)

6. Have You Done Your Financial Key?

Sit with clients and complete an “Estate Directory” (a document that records every password, financial account and important relationship in the client’s life). Scan it immediately with a portable scanner to a fancy USB that’s engraved with the words “My Financial Key” and your contact details. You’ll uncover assets and relationships you never knew about. The client gets to “feel” the confidence of having everything in one place, locked securely in their fireproof safe or bank safety deposit box. It’s a great source of easy and warm referrals to other family relationships.

Be sure to check out the next issue for Part 2 of this techie series.

Anthony Morris is an international financial services speaker and client-building coach. He has spoken in 50 countries since 1992, including multiple appearances at MDRT, Top of The Table, NAIFA State and Company National Meetings. Audiences from Dubai and Singapore to Australia and North America have been enthralled by the PRACTICAL nature of his message. He works primarily with investment and insurance specialists in the agency, independent advisor and bank channels of financial services. Learn more by visiting

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