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How I Acquire Clients

Written by: Donald F. Pooley

Article Overview: I work for a unique member-owned organization, unlike most other insurance companies. As a fraternal society, we use our profits to improve the quality of life for members, their congregations, and their communities.

How I Acquire Clients

I work for a unique member-owned organization, unlike most other insurance companies. As a fraternal society, we use our profits to improve the quality of life for members, their congregations, and their communities.
Our clearly defined membership helps me focus my efforts, and make the most of my time, and marketing dollars.
At the start of my financial services career, I'd contact prospects by cold calling. I didn't like it, but used it as the only way for me to generate business initially. I also worked on getting referrals. At times it seemed harder to get referrals than sales. But early successes in my referral system, and callbacks, made me feel I would make it.
Recently, I increased my use of an introductory letter. When I target an institution or congregation, I mail pre-approach letters each week, and follow up by telephone. This built up my appointment-booking rate to over 50%!
Early this year, I bought a letter writing program for about $300, which returned me over $3,000 so far in first year commissions alone. Letters do get results!
My seminars also achieved success. Our members' interest in financial planning increases when it assists an organization important to them. The many prospects attending my seminars understand that by adding their name to an attendance sheet, they will hear from me.
I currently mentor three agents; two new to the business, plus one twenty year veteran! They get the same advice that you see here.
Some agents do better at cold calling than others, as one would expect. New agents should learn their tolerance for rejection as early as possible.
If disheartened, they may find the pre-approach letter a better sales strategy.
James Dietrich, in his second year in the business, says he “enjoys it immensely”. Currently working towards his CFP, he lives near Saskatoon, with Angela, his wife of over 11 years, and their 3 boys. Email him here .

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Re: Who Did You Learn Most From and Why? - Hi Martin, You missed out on the most essential community that helps you grow - Your Clients. Well, I believe that my Initial Clients have been the ones who have given me the moments of 'aha' in my business. They have stood by me even when I was a starter and that has helped me shape and build my stand. They have helped me grow as an entrepreneur, learn to have loads of patience and make the most of what comes across. They have also helped me to strengthen me as a person. btw, personally speaking, my Grandfather always kept me on track and lent me emotional support when I was down in any matter - be it business or otherwise.
Coaching Women vs. Males - Tami, Do you have any clients from Eastern Canada? I was wondering if Coaching Clients from either Coast was any different. Also is it different coaching women entrepreneurs vs. males?
Internet Marketing is the best business in the world - I have 7 reasons for saying this 1. You develop it once an sell it many times 2. You have no inventory. 3. Clients pay you before they download your product 4. You earn money 24/7 5. No face to face selling 6. You can outsource the production 7. You can do it in your room
Re: Email Etiquette - [quote="jvprosperity":24jznj58] The P.S. suggestion is good but it depends on the type of communication (e.g. Autoresponder series verses one off emails to Clients or Prospects)[/quote:24jznj58] Andy, You are right. I was mainly referring to Auto Responder emails. To end a normal email, I attach signatures. Takuya
Re: What are your January Goals? - Here's a quick update on mine: Goal #1: Hire New Writer = done - Post job description on oDesk - Set up trial job - Pick top candidate Goal #2: Follow up with Clients = done - Create and send quarterly report - Touch base with last year's clients - Follow up with 4 connectors Goal #3: PERSONAL = about 70% done on the month - Do something nice for my wife each week - Exercise 4 times per week - Daily stretch - want to touch my toes


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