C.A.A.B. Corner
by Sam Cione
In 2009, Sam Cione became the youngest member ever to be elected to the Board. Based in Sarasota, Fla., Sam serves as a mentor to insurance agents throughout the Southeastern region of the United States. Sam was one of four producers mentioned by Senior Market Advisor magazine as "the new wave of advisors" for finding workable solutions for bridging the generation gap with clients. Sam has been with Creative Marketing since 2006, and generated nearly $7 million in premium last year alone.
"Out with the old, in with the …"
In an effort to build your business and increase your sales, do you find yourself constantly looking for ways to expand your reach and turn prospects into clients? The solution might be as simple as rethinking some of the "tried-and-true" methods that have been used for years. For those of you doing public seminars, here is a simple and effective way to increase attendance and communicate with a group of individuals who you might not otherwise contact.
Reach out in your community to local restaurant owners who may be able to provide you with access to a room where you could host seminars and client events. Try to select restaurants that your clients or target clientele would frequent. Explain to the owners what you do for a living and how you have a need for their services. Don't forget to remind them that you appreciate the fact that they run a locally owned and operated business, just as you do.
Ask them if their wait staff delivers a check to patrons after the meal. If an owner says "yes," suggest that you can create a mutually beneficial relationship by growing your seminar attendance and simultaneously increasing traffic to his or her restaurant. Offer to create and print a small invitation which the wait staff could include when delivering the check inviting patrons to your event hosted at the owner's establishment.
Design a clear, concise, attractive piece on heavy stock that will then be delivered to all patrons with their checks. Be sure to include the restaurant's address and logo to reinforce the benefit for the restaurant owner. In addition to generating interest and increasing your seminar attendance, this idea will help you from a PR standpoint, as every check delivered puts your company name in front of customers. The added bonus is that you now have the opportunity to brand yourself and your business to individuals who you might not reach using traditional direct mail methods.
This is a great way to build relationships with local businesses, enhance your prospecting, and create good will and give-back to your community. Your only cost is printing the invitations! Call your Sales Consultant for additional tips and strategies on executing this concept. Happy presentation hunting!
"To build a solid business, you must first build solid relationships."
— Sam Cione
FOR AGENT USE ONLY. NOT FOR USE WITH THE GENERAL PUBLIC. 11577 - 2011/3/7 | 17668 066261
Agents may not give tax, legal, accounting or investment advice. Individuals should consult with a professional specializing in these areas regarding the applicability of this information to his/her situation. Guarantees provided by annuities are subject to the financial strength of the issuing insurance company; not guaranteed by any bank or the FDIC.