/ by Craig Rosenthal

Your Clients are My Prospects

Your Clients are My Prospects

At one point, every client was a prospect. That prospect took the leap of faith to leave their existing retirement plan advisor and hire you. This is why you must always remember that your clients are not guaranteed.

From cold calls and email campaigns to networking functions, your clients are constantly being marketed to. With every attempt, they need to actively choose you. What actions are you taking to ensure they are hanging up the phone, deleting the emails, and rejecting the sales meeting? Essentially, they are bombarded with opportunities to select a new retirement plan advisor; therefore, are you providing sufficient and meaningful interaction for them to confidently stay with you?

 

Silence is a Killer

As your clients are being solicited, prospecting advisors are creating tiny moments of doubt, poking questions that make your clients stop and wonder, are we getting the best service? Are our fees reasonable? … Read More

/ by Craig Rosenthal

Secrets to Building a 401(k) Book of Business

Secrets to Building a 401(k) Book of Business

Prospecting for 401(k) Clients

Whether you are starting out in the 401(k) industry or a seasoned professional – it all starts with an accurate prospect list. Who are the key decision makers that you can connect with so that you can share your story and earn their company’s retirement plan business?

Thankfully, in our industry, we have a huge advantage: the Form 5500. As you may know, the Department of Labor (DOL) requires plan administrators to file this annual form by July 31st. It is available to anyone looking for plan information and can add value to your prospect list. The form holds crucial contact information such as decision makers names, addresses, and phone numbers as well as valuable prospecting data points such as total plan assets, annual contributions, number of participants, and much more.

To get started, you will want to identify your target market. Start with the familiar and work outwards. Below are … Read More