Make the Fourth Quarter Your Best Quarter

For some producers, the end of the year can be a slow time. Clients start to become preoccupied with holiday celebrations and don’t really want to think about their assets. Many prospects will be tempted to put off major retirement and financial decisions until next year. Plus, the grind of a busy year can make it tempting for producers to take it easy in the fourth quarter.

But don’t make the mistake of assuming that the fourth quarter has to mean a slowdown in business. Try some of these tips to push through an end of the year slump:

• Capture more assets from current clients. If you’re finding it difficult to bring in new prospects, try taking a look at your current client base. Revisit the portfolios of some of your best clients. Let them know that if you were managing all of their assets, it would be easier to provide the best possible advice. This is an idea that may never have occurred to your clients.*

• It’s time for a party. The fourth quarter is an excellent time for a Client Appreciation Event. Get together with your clients in late November or early December. This will help you stay in touch with your clients and remind them of the ways you have been able to help them in the past.

• Put it in the mail. Even if you don’t want to go through the expense of a Client Appreciation Event, you should still make an effort to touch your clients in some way in the fourth quarter. Direct mail can be a cheaper alternative. Send holiday cards to make your presence felt, but be sure to mail early so you can beat the glut of other holiday mailings.

• The holidays are a time for friends and family. Your clients are thinking about their friends and families during this time of the year. Use that to your advantage. Don’t be afraid to ask for referrals at this time when clients are most likely to be thinking about people who might need your services.

• If business is slow, learn something new. There is one positive side to business slowing down—it gives you a chance to stop and expand your skill set. If you find yourself less busy in the fourth quarter, make it a goal to learn more about your business. Even if it doesn’t increase business in the fourth quarter, it will help you kick off 2009 on the right foot.

Keep Your Name in Front of Your Clients Building strong relationships with your clients is a rewarding process that can yield repeat business and referrals down the road. Achieving these kinds of relationships requires a multi-faceted approach of being helpful and attentive whenever you meet with a client. But what about the weeks, months or years in between meetings with a client? How do you convey a knowledgeable, helpful image when you aren’t sitting face to face with someone? One great way to remind your clients of who you are and what you can do for them is with client direct mail. Most FMOs (Field Marketing Organizations) have direct mail programs in place that are designed to attract new business to your office or your seminars. Some FMOs, such as AMS, also offer a full line of direct mail pieces targeted specifically to your current clients. These pieces range from simple greeting cards to wish clients a happy birthday or seasonal greetings to newsletters with informative articles and topic cards addressing hot issues of the moment. All of these pieces come from you and show your clients that you are thinking about them and that you care about the important issues that may be affecting their lives. Need an FMO? If you’re interested in learning more about working with Asset Marketing Systems and how we can support you as your FMO, visit our web site or just reply to this e-mail, and we’ll get in touch.