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Profiling clients in the Maintenance Stage of retirement

June 30, 2015 by

As a financial professional, it may be helpful to think about your clients’ needs in the context of three general Retirement Stages: the Preparation Stage, the Transition Stage and the Maintenance Stage. This blog will focus on understanding how to identify your clients in the third and final stage of retirement, the Maintenance Stage.

If you are interested in learning more about how you can use the suite of Retirement Stages materials, click here. You can also learn about the first stage of retirement, the Preparation Stage, here, or if you are ready to review the second stage, the Transition Stage, click here.

Here’s an overview of what a typical client profile might look like in the Maintenance Stage:

  • Retired from full-time career
  • May be working part-time
  • Dealing with routine health care issues and costs
  • Widowed or living alone for the first time in many years
  • Spending time with grandchildren

Understanding these client characteristics can make it easier to search your database for individuals with similar needs, and customize your marketing and communications to this specific group.

Maintenace Stage ProfileHere’s a helpful flier you can download to see the identifiers, motivators, pain points and goals to help profile your clients in the Maintenance Stage.

Ready to start using Retirement Stages engagement materials to generate new leads and re-engage existing clients? Visit our virtual storefront, The Compass, to find the complete marketing suite.

Our next blog will feature the major concerns your clients might be facing during retirement and key ways you can reach out to support them through the final stage of retirement.

Tim Cooper

Tim Cooper is a Senior Sales Support Representative for Brokers International. In this role, he works closely with agents to provide personalized product training, placement and insight into the insurance industry. Tim has been with Brokers International since 2003. In his free time, Tim enjoys playing tennis, golfing, biking and team bowling with friends.

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Take what you’ve learned and market to clients in the Transition Stage

June 23, 2015 by

In order to help your clients in the Transition Stage of retirement, you should have a firm grasp on what clients want and need. If you missed the earlier blogs in this series or want to review the topics covered, visit these blogs:

Once you understand the client profile, steps and resources available in the Transition Stage of retirement, it’s time to market this information to your clients. With effective communication and marketing, you will be able to show clients what you have to offer and ideally grow your business.

The first step is to go through your existing client database and categorize clients who fit the Transition Stage profile. Once you have your database segmented, you can specifically target your emails, social media, calls or direct mail to fit clients in the Transition Stage.

Here are a few targeted messaging ideas based off of the content provided in this blog series:

  • Use social media to post basic reminders for transitioning into retirement. You can use topics from the Transition Stage Checklist. For example, suggest clients work to pay off credit card debt and loans before they retire.
  • Call your clients to see if they have tried out their retirement income plan. If it didn’t work for them, offer to help them adjust their budget with the Needs Assessment Worksheet.
  • Email out a copy of this Social Security resource information sheet to help clients determine timing. Then offer to meet in person to discuss options more in depth.

These are just suggested concepts to consider, as always, you can dig deeper or be more specific in what you communicate to your clients.

Ready to start using Retirement Stages engagement materials to generate new leads and re-engage existing clients? Visit our virtual storefront, The Compass, to find the complete marketing suite.

Stay tuned for our third and final Retirement Stages blog series, the Maintenance Stage. It will provide you with helpful information and resources to share with clients who are actively retired.

Tim Cooper

Tim Cooper is a Senior Sales Support Representative for Brokers International. In this role, he works closely with agents to provide personalized product training, placement and insight into the insurance industry. Tim has been with Brokers International since 2003. In his free time, Tim enjoys playing tennis, golfing, biking and team bowling with friends.

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Resources to help your clients determine Social Security timing

June 16, 2015 by

Determining when to withdraw Social Security benefits can be an intimidating part of transitioning into retirement. While you want to help your clients with their retirement decisions, you as a financial professional cannot make specific recommendations on when your clients should begin to withdraw their Social Security benefits.

But rather than avoiding the conversation altogether, you can help educate your clients on Social Security timing and provide specific informational resources. Here are a few of the resources you can share:SocialSecurity

These resources will help clients learn about dates for obtaining benefits, ways to increase or decrease benefit amounts, calculators and planners. Download our helpful sheet of Social Security timing resources here. You can share it directly with your clients.

Ready to start using Retirement Stages engagement materials to generate new leads and re-engage existing clients? Visit our virtual storefront, The Compass, to find the complete marketing suite.

Don’t miss our next blog in this series, as it will help you understand how to tie all the information and resources you have learned about the Transition Stage into your insurance marketing strategy.

Tim Cooper

Tim Cooper is a Senior Sales Support Representative for Brokers International. In this role, he works closely with agents to provide personalized product training, placement and insight into the insurance industry. Tim has been with Brokers International since 2003. In his free time, Tim enjoys playing tennis, golfing, biking and team bowling with friends.

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Help your clients navigate the Transition Stage

June 9, 2015 by

During the Transition Stage, your clients will likely look to you for help navigating the steps and tasks they need to complete before disengaging from full-time employment.

You can assist your clients by helping them work though our Transition Stage Checklist. This checklist will help you guide your clients through the following tasks:

  • Paying off outstanding debts
  • Completing and update paperwork
  • Creating a healthcare plan
  • Developing an income plan
  • Understanding Social Security timing
  • Using tax strategies

Download a copy of the Transition Stage Checklist here.

Ready to start using Retirement Stages engagement materials to generate new leads and re-engage existing clients? Visit our virtual storefront, The Compass, to find the complete marketing suite.

In our next Transition Stage blog, we will focus on how you can help your clients determine their Social Security timing.

Tim Cooper

Tim Cooper is a Senior Sales Support Representative for Brokers International. In this role, he works closely with agents to provide personalized product training, placement and insight into the insurance industry. Tim has been with Brokers International since 2003. In his free time, Tim enjoys playing tennis, golfing, biking and team bowling with friends.

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Five ways to get quality referrals

May 21, 2015 by

Referrals are the most cost-effective way to grow your client base. But you can’t just pull referrals out of thin air—you need to build relationships with you current clients or other professionals in your community to get the referrals you need.

It may take some time and effort, but developing genuine connections with people who may recommend your services to their friends or their clients can have payoffs for your business.  In fact, three out of five financial professionals reported that referrals from other professionals were the source of their five best new clients in the previous year.1

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From hosting a casual neighborhood get together to sponsoring a community speaker, there are simple ways you can build relationships with your existing clients or other professionals who can lead you to new referrals.

Download Five Ways to Get Quality Referrals to learn creative ways to grow your client base.

1Bowen, John J., and Paul Brunswick. Building Powerful Strategic Alliances How to Leverage Today’s Most Effective Business-Building Strategy. Cork: BookBaby, 2010. Print.

Travis Redfern

Travis Redfern is a Relationship Manager for Brokers International. He works closely with key producers to help identify products and services that they can use to grow their businesses. Travis has been with Brokers International since 2002. In his spare time, he enjoys hunting, golfing, team roping, time with friends and family and escaping to his “man cave” to watch football. ADR-1263

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Steps your clients can take when preparing for retirement

May 12, 2015 by

In the previous blog, you learned how to identify clients and prospects in the Preparation Stage. During this stage, there are important planning steps you will need to work through with your clients to be sure they are financially prepared for retirement.

Here are some of the major tasks you will need to work through with your clients during the Preparation Stage:

  • Estimate income expenses
  • Inventory all sources of expected retirement income
  • Determine if an income gap exists
  • Calculate an income replacement ratio
  • Look at the big picture

To help you discuss these steps with your clients, you can download a Preparation Stage Checklist here. It will help you interact with clients and start discussing retirement income strategies.

Ready to start using Retirement Stages engagement materials to generate new leads and re-engage existing clients? Visit our virtual storefront, The Compass, to find the complete marketing suite.

Don’t miss our next Preparation Stage blog, because it will give you a useful tool for helping your clients’ start preparing for retirement by determining their retirement income.

Tim Cooper

Tim Cooper is a Senior Sales Support Representative for Brokers International. In this role, he works closely with agents to provide personalized product training, placement and insight into the insurance industry. Tim has been with Brokers International since 2003. In his free time, Tim enjoys playing tennis, golfing, biking and team bowling with friends.

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Identifying clients in the Preparation Stage of retirement

May 5, 2015 by

Retirement is often thought of as an event, but as a financial professional you know that years of preparation lead up to a client’s retirement. That’s why Brokers International has created Retirement Stages, an exclusive suite of customizable retirement engagement materials you can use with clients and prospects to help them through retirement.

In order to grasp the different aspects of retirement your clients are facing, it may be helpful to think about retirement in the context of three general stages: the Preparation Stage, the Transition Stage and the Maintenance Stage. This blog will focus on helping you learn to identify your clients in the first stage of retirement, the Preparation Stage.

The Preparation Stage has key identifiers, motivators, pain points and goals that your clients may be experiencing. Here are some of the key identifiers you can use to segment your existing database of clients and prospects working through the Preparation Stage:

  • Age range: 50 to 60
  • Working full time, with 10 to 15 years left
  • Helping financially support children
  • Making mortgage payments
  • Health care costs covered by an employer or other insurance program

These key identifiers can help you profile clients and shape your communications and marketing efforts to offer your clients the right resources at the right times.

Download this flier to learn more about identifying clients in the Preparation Stage.

Ready to start using Retirement Stages engagement materials to generate new leads and re-engage existing clients? Visit our virtual storefront, The Compass, to find the complete marketing suite.

Don’t miss our upcoming blog in the Preparation Stage series. It will focus on the steps you can take to help your clients be proactive with their retirement strategies.

Tim Cooper

Tim Cooper is a Senior Sales Support Representative for Brokers International. In this role, he works closely with agents to provide personalized product training, placement and insight into the insurance industry. Tim has been with Brokers International since 2003. In his free time, Tim enjoys playing tennis, golfing, biking and team bowling with friends.

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Project a professional image online

April 23, 2015 by

Even if you don’t realize it, a lot of your clients and prospects are researching you online before meeting with you. Whether it is your company website or social media accounts, you should take the time to ensure you have consistent, professional representation online before you ever talk to prospects.

Follow these five simple tips to ensure you’re projecting a professional image on your social networks:

  1. Know what social media accounts you have in place. Delete accounts you don’t update. Provide a consistent brand message on your active accounts. It’s important to monitor your active accounts to ensure all information listed is current and accurate. You also need to respond to anyone trying to reach you through those channels.
  2. Do not share personal opinions or jokes about potentially controversial topics. Don’t offend clients or discourage prospects from using your services because you have conflicting views. Keep your content positive, unbiased and helpful.
  3. Use professional photos and graphics. Present yourself online in the same way you would present yourself to clients in person. Wear business attire in your profile photos. Use web-quality graphics and images.
  4. Write a clear, concise company description. Take the time to write a description that includes a list of services, relevant background information, and your contact information. Be sure to use the same description in your entire online marketing presence— website, social networks, brochures, etc.
  5. Triple check grammar and spelling. Spell-check is wonderful, but it doesn’t catch everything. If you’re unsure about your own writing abilities, entrust this task to someone who possess these skills. Grammar and spelling errors could cause your prospects to second-guess your attention to detail.

Projecting a professional image can help you provide your clients with a consistent, positive experience. For more tips on creating a consistent client experience, read our post, “Consumer Touchpoints.”

Kelly Madsen

Kelly Madsen joined Brokers International in August 2014 as a Marketing Project Manager. She is responsible for creating marketing materials and messages to support the strategic initiatives of Brokers International. Prior to joining Brokers, Kelly studied journalism at Iowa State University. She loves the outdoors, the Iowa State Cyclones and her Aussie puppy.

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Seminar planning: A timeline for success

April 16, 2015 by

Holding a seminar in your area allows you to get in front of new prospects and engage attendees long after the event is over. To help you plan and market your next seminar, consider using the following timeline to be sure it runs smoothly.

Six weeks out:

  • Start your seminar planning by first selecting a date and time for your event. Tuesday and Thursday evenings are considered the best nights to hold a seminar. Avoid Sundays, dates around major holidays and any political, sporting and civic events in your community to experience higher attendance rates at your seminar.
  • Select a venue based on your budget limitations. If you’re running a seminar on a tight budget then some low‐cost venue options may include community centers, American Legion halls, your office and public libraries. Make sure the location is easily accessible with ample parking and lighting.
  • Check that your venue’s space is the appropriate size for your expected turnout and has your desired seating arrangement (e.g., theater, semicircle or classroom seating.) Also check if any audio-visual equipment you might need is furnished with the space. If you plan to provide refreshments, make sure there are no restrictions.

Five weeks out:

  • Choose your presentation topic and prepare corresponding seminar materials. These materials can include invitations, a seminar workbook, PowerPoint presentation slides, information request forms and follow-up emails.
  • You can find a host of ready-to-use seminar materials available on The Compass, Brokers International’s virtual storefront.

Three to four weeks out:

  • Send out your seminar mailers and email invites.
  • Complete your materials preparation and begin to review and practice your presentation.

Two weeks out:

  • Review your registrations and begin to prepare name tags and sign‐in sheets.

One week out:

  • Make reminder calls to your registrants to let them know you’re looking forward to seeing them.
  • Verify your venue reservation and confirm that the space will be set‐up and available presentation equipment is working.
  • Continue to practice your presentation.

One day before seminar:

  • Conduct a final review of your materials and pack up all name tags, workbooks, information request forms, business cards and other promotional materials.

Day of seminar:

  • Arrive early the day of your seminar to make sure your space is set up correctly, all equipment is working properly and that the room temperature is comfortable.
  • Bring an assistant to help you welcome guests, get registration sheets signed and pass out name tags.

One to five days after the seminar:

  • Call each attendee who completed an information request form.
  • Email attendees with a “thanks for attending” message. Send a “sorry we missed you” email to those who registered but did not attend. Include a call-to-action for recipients to contact you for any questions about their retirement strategy.

Seven to ten days after the seminar:

  • Launch a follow-up email campaign to attendees that includes additional information or handouts related to your seminar’s topic. In your email, invite your recipients to call and schedule an appointment at your office.

To select a seminar topic and create related materials to hold and promote your seminar, visit Brokers International’s seminar prospecting packages page. You’ll find ready-to-use seminar packages that include invitations, presentation slides, information request forms, workbooks and post-seminar emails.

Each seminar package available on The Compass also comes with automated registration service and invitation mailings to a purchased list of potential annuity and life insurance buyers in your area.

Kristine Garrett

Kristine Garrett joined Brokers International in 2012. She brought with her a strong background in sales and marketing that she uses to develop programs and create content to help grow your business. Kristine shares a hobby farm near Panora with her husband, farm critters and beautiful bulldogs.

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Earn media attention for no cost

April 9, 2015 by

Anybody can pay for a commercial or an advertisement in a magazine, but you can build your business’ brand in a creative, no-cost way with earned media exposure.

Earned media is a type of exposure that doesn’t cost anything and helps build your reputation because the audience knows you didn’t pay for it. In fact, 92 percent of consumers trust earned media above all other forms of advertising.1

Some examples of earned media include: providing a quote for a magazine article, giving your advice on financial topics during the nightly news, getting your clients to tell their friends about your services or being a guest on a morning radio show.

To help you stop paying for media exposure and start building your reputation for no cost, we’ve created an Earned Media Quick Tips guide. This guide spells out six no-cost ways you can earn media attention in your community. Download the guide here.

1“Global Consumers’ Trust in ‘Earned’ Advertising Grows in Importance.” Nielsen. 4 Oct. 2012. Web. 9 April 2015. <http://www.nielsen.com/content/corporate/us/en/press-room/2012/nielsen-global-consumers-trust-in-earned-advertising-grows.html>.

Travis Redfern

Travis Redfern is a Relationship Manager for Brokers International. He works closely with key producers to help identify products and services that they can use to grow their businesses. Travis has been with Brokers International since 2002. In his spare time, he enjoys hunting, golfing, team roping, time with friends and family and escaping to his “man cave” to watch football. ADR-1263

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