Are you a Health Insurance Agent or an Employee Benefits Specialist? Are you an Investment Advisor or Retirement Specialist? All these descriptions sound good but have totally different meanings to the consumer. Sometimes Agents (Advisors) say they are one thing, but are their actions telling a different story? Then, they do something that makes me furious, they "lock down" their client (or groups) just because they don't have the time or want to take the time to learn how to be of better service to their clients!
Well, I ask "Are you there for the client during their working (accumulation) years or do want to keep them for life?" If you say "for life", then you may want to look at the message you are sending by the way you pursue the client and position yourself as an Advisor. When client's see you as a one-dimensional then you'll always have a tendency to be defending your business rather than being on the offensive bringing more ideas and products to fit your clients needs.
My point is that once you have the relationship for one product don't pigeon-hole yourself into a corner where you cannot do things other than sell them Investments, Heath Insurance or even Long-Term Care Insurance. You have to look for other ways to offer products that become "anchors" that build lasting relationships. If you cannot be everything to your clients, then you need to become the "go to" guy/gal that leads them to the right solutions!
You can change your branding or be branded for life. Check out this article about how to "package" solutions. Know your "target" market but at the same time don't limit yourself to what you think your "focus" should be or because you don't have the time to really uncover the needs. Times are changing and you must change too!
Well, I ask "Are you there for the client during their working (accumulation) years or do want to keep them for life?" If you say "for life", then you may want to look at the message you are sending by the way you pursue the client and position yourself as an Advisor. When client's see you as a one-dimensional then you'll always have a tendency to be defending your business rather than being on the offensive bringing more ideas and products to fit your clients needs.
My point is that once you have the relationship for one product don't pigeon-hole yourself into a corner where you cannot do things other than sell them Investments, Heath Insurance or even Long-Term Care Insurance. You have to look for other ways to offer products that become "anchors" that build lasting relationships. If you cannot be everything to your clients, then you need to become the "go to" guy/gal that leads them to the right solutions!
You can change your branding or be branded for life. Check out this article about how to "package" solutions. Know your "target" market but at the same time don't limit yourself to what you think your "focus" should be or because you don't have the time to really uncover the needs. Times are changing and you must change too!
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