Chester Pacana is an established conservative wealth management planner who meets the needs of Tennessee clients through his work with DeRosa & Associates. In a recent LinkedIn article titled “Getting in Front of Potential Clients and Showing Them Need” Chester Pacana brought focus to strategies that independent agents use in securing new clients.
One major hurdle for agents is securing quality leads, with even “double verified leads" typically requiring several phone calls to talk with, and event more attempts to arrange sit-down or online appointments. Even in cases of successful meetings, where positive relationships are built, a significant percentage of potential clients are simply shopping and may not come to any firm decision for months. This does not mean that the motivated, personable agent cannot set out a clear value proposition that makes forging long-term relationship with a prospective client a more likely. A key aspect of this is clearly outlining the benefits of products such as term, final expense, Medicare Advance, and supplemental insurance. When it comes to such products as whole life with dividends, fixed index annuities, and indexed universal life insurance, it is more challenging to present a compelling narrative. This has to do with the conditioning people receive that simply placing money over the long term into a 401(k) or equities portfolio will allow assets to grow and provide a comfortable retirement. C. Edziu Pacana suggests that the key is being able to clearly explain the ways in which indexing and related strategies protect clients and provide a springboard for quality gains, without the level of principal loss risks associated with other products that clients may see as essentially the same.
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AuthorChester Pacana - Experienced Conservative Wealth Management Planner. Archives
July 2019
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