You give some pre-approved information and make it very personal to them. You enclose a note saying that it is only 7- 10 minutes and that they can listen to it on the way in their car. You can even make a personalized cassette label with their name on it. All this can be done very easily and at minimal cost. One advisor has even made a tape where he helps people fill in the information form necessary for him to prepare a financial plan.
Some advisors now prepare an audio newsletter that people can listen to, and they do.
This is just the start of some things you can do to be different in kind to your clients by being a person who communicates with power, precision, and high impact. It's a media age and you have to learn how to speak well and connect with people in ways that attract them to the power of your mission and message. Stan Hustad is the leader of the PTM Group a performance coaching and personal marketing service to the insurance and investment industry. He lives and works in works in Minnesota.