Try delivering gift baskets or other non-denominational treats to the offices of your clients, warm prospects and referral sources. Prospecting with a plan database To prospect effectively you need to know as much as you can about the retirement plans in your community. The easiest way to get this information is to buy a list of plans in the geographic area you want to target. A plan database is useful because the more data you have, the more easily you can identify the plans you wish to target and the more pertinent your prospecting questions will be. Some older plans with substantial assets may be ready for a new investment or administration approach, or the needs of the business owner may have changed.
Tax deductions are still very important to the owners of small closely-held businesses.
Staying current to sell well Sponsor situations, plan regulations, products and services are always changing. To sell retirement plans effectively, you need to stay very current with plan news and trends. You need to be familiar with the newest plan design ideas and operation. Start perusing industry magazines and web sites to stay current with plan news and industry trends. Attend industry meetings and plan seminars for ongoing plan education and exposure.