3) Hiring a Sales Assistant
In
a recent conversation, Gorilla Glenn
Bever told me he was having trouble
hiring a Sales Assistant. My suggestion:
Call the Operations Managers of all
the major firms. Tell them, "I'm
looking for a registered assistant.
Have you seen any resumes you like but
cannot use?"
An
email from Glenn reported, "Hey,
the Sales Assistant tip to call an Operations
Manager got me five referrals."
He later told me they were interviewing
at least one.
4) Pre-Retirement Drip Campaign
The
Letter of the Week this week is our second
monthly letter for the Pre-Retirement Drip
Campaign.
Not enough people have downloaded and implemented
this campaign. IT IS THE KEY TO IRA ROLLOVERS
IN THE NEXT TEN YEARS.
So—I
am re-publishing my article announcing it.
Don't procrastinate. Print this email, give
it to your CO, instruct him/her to do it.
And then you do it.
If
you're running the Mother of All Retirement
Planning Prospecting Campaigns, the Pre-Retirement
Drip Campaign is what you need to drip on
those Prospects who have not yet come in
for an appointment. In any case, this campaign
should make you number one in your Clients'
and Prospects' minds as a retirement planner!
Basically,
when it's 5 years or less before
a person's retirement, you move
their Contact Group into the Pre-Retirement
Drip Campaign, which sends them
an initial Letter and tracks them
through their critical pre-retirement
years. The campaign includes scripts
for your Sales Assistant to gather
Clients' and Prospects' birthday
and retirement information, so you
know when to move the CG.
The
Campaign then requires an educational
Pre-Retirement Letter a minimum
of 6 months per year and a maximum
of 8. From now on, we will post
such a Letter in the Letters Library®
every month, so you'll have plenty
to choose from. (In the other months,
your pre-retirees should get the
default Monthly Drip Messages, especially
Values Letters.)
The
Campaign also includes an Office
Procedure that prints out Pre-Retirement
notices 3 years, 2 years, 1 year,
and 6 months before the scheduled
retirement so you can keep confirming—or
correcting!—the big date.
For
the last crucial 6 months, you re-track
the CG to the Retirement-at-Hand
Campaign, downloaded in the same
zip file. It sends Letters that
come with the campaign—monthly
at first, four of our very best
Letters (starting with a questionnaire),
and then one fast weekly retirement
tip for each of the 12 weeks immediately
before the scheduled date—all
encouraging the retiree to come
in for an appointment. Naturally,
when that happens the dripping stops;
and if the previous 4½ years
of dripping on the topic already
brought them in, of course they
didn't get this far. Just in case,
2½ weeks before the retirement
date there's a phone call to set
an appointment.
There's
also an Etiquette Letter of congratulations
on the retirement, independent of
the planning appointment.
I
am confident that this Campaign
will make you the Sole Provider
of pre-retirement planning for your
Clients and Prospects.
Click
here to go to the Campaign Center
to download the campaign.
5) Anniversary Procedures
The Anniversary Procedures have been out
for a few months. I would greatly appreciate
any feedback.
Specifically:
(Don’t
know what I’m talking about? Click
here to review the e-Gorilla article
announcing the release of this WONDERFUL
relationship-building tool.)
Then click
here to download the Gorilla®
2.1 and 2.15 version.
Click
here for Gorilla 2.2 and 2.3.
