Advisor Today - July/August 2016 - (Page 47)

SALES & MARKETING * Work as if people are watching. If your clothes are unprofessional and your desk is disorganized, clients can sense it-even if they don't actually see it. Likewise, if you create high standards for the working environment, it shines through in every interaction. * Develop your company culture. If you want a good personal or professional relationship, you have to proactively communicate. If you have expectations of your children, you have to tell them or they'll go their own way. Likewise, a workplace culture doesn't accidentally happen. What's Behind Brand Magic? cont'd from page 41 You have to work at it. One way we develop our culture is by focusing on a desired component of our brand promise. For one example, we want our team to work with urgency. So we created a "No day like today" focus that spanned several months so that all team members could understand all the nuances of our urgency expectation. Magical brands are not built with great logos and glitzy advertising. Some magical brands have these, but that's not the reason they're magical. They are magical because they consistently make clients feel a certain SALES & MARKETING People desire lives of fulfillment, dignity and security. They undoubtedly have not blocked out their calendar to spend hours dealing with the laborious job of identity theft recovery. Remember the lesson that there is no substitute for paying attention. Encourage your clients to monitor their credit and know their credit score via the credit reporting agencies or a credit Coming Soon in NAIFA's advisortoday September/October 2016 Issue COVER STORY Four Under Forty Feature: David Simkowitz is the founder and president of SimkowitzCo in Brooklyn, New York. He has had the honor of helping hundreds of high-net-worth clients complete effective estate plans. He is a top-ranked leader and innovator in the industry. For more information, visit www.simkowitzco.com. (Simkowitz & Co. does not provide tax, legal or accounting advice). Ideas to Expand Your Practice cont'd from page 45 Encourage your clients to monitor their credit and let them know you are there to help. reporting service-preferably one with a restoration benefit. Remind them to be cautious with online activity, use strong, complicated passwords, and change them often. Most importantly, advertiser index Advisors Assistant ........................................... 30 www.AdvisorsAssistant.com America's Health Insurance Plans, Inc. ............ 31 www.AHIP.org/FFM CalSurance ....................................................... 36 www.naifaeo.com Client Marketing Systems ................................. 44 www.naifaclientcast.com College for Financial Planning....Inside Back Cover www.CFFPinfo.com Columbus Life Insurance Co. ............................ 21 www.columbuslife.com/becomeaproducer My Best Sales Ideas Fifth Season Financial ...................................... 27 www.fifthseasonfinancial.com Product Spotlights: Foresters Financial Services, Inc.........................Outside Back Cover www.forestersfinancial.com Life Insurance, Annuities way and they unfailingly deliver the promised experience. Magical brands have integrity-integrity that is supported by a strong structure of amazing people and processes. Invest in You ..................................................... 35 www. NAIFA.org/InvestInYou let them know you are always there to help. Visit www.ftc.gov/idtheft for additional insights on protecting your identity and find out steps to take if data has already been breached. (Damon S. Winter, LUTCF, CFS, is cofounder of OnMark Asset Management, LLC in Lake Oswego, Ore. Serving clients for over 30 years, he is a Life Member of MDRT.) John Hancock Life Insurance Company .........................5, 7, Inside Front Cover www.johnhancockinsurance.com LifePro Financial Services, Inc ............................ 1 www.LifePro.com/ReProject Mutual of Omaha ................................................ 9 www.mutualofomaha.com NAIFA LUTCF.................................................... 46 www.cffpinfo.com NAIFA Membership Application .................. 39, 40 www.naifa.org/join NAIFA Performance + Purpose ....................12, 13 www.NAIFA.org/conference Ohio National Financial Services....................... 24 www.joinohionational.com Paylogix ............................................................ 38 www.exchangebuilder.com Petersen International Underwriters ................... 2 www.piu.org Prudential ..........................................................17 www.prudential.com/benefitaccess July/August 2016 | ADVISOR TODAY 47 http://www.simkowitzco.com http://www.ftc.gov/idtheft http://cover2 http://www.johnhancockinsurance.com http://www.AdvisorsAssistant.com http://www.LifePro.com/ReProject http://www.AHIP.org/FFM http://www.mutualofomaha.com http://www.naifaeo.com http://www.cffpinfo.com http://www.naifaclientcast.com http://www.naifa.org/join http://www.CFFPinfo.com http://www.NAIFA.org/conference http://www.columbuslife.com/becomeaproducer http://www.joinohionational.com http://www.fifthseasonfinancial.com http://www.exchangebuilder.com http://www.piu.org http://www.forestersfinancial.com http://www.prudential.com/benefitaccess http://www.NAIFA.org/InvestInYou

Table of Contents for the Digital Edition of Advisor Today - July/August 2016

From the Editor
Viewpoint
A Question of Ethics: Reflections on the Dol Fiduciary Rule
Getting the Wealthy Investor to Hire You
Positioning Whole Life for Success
Rewarding Clients for Engaging in Healthy Activities
Feel the Heat: Sizzling Strategies for Boosting Worksite Sales
The Challenges of Writing Business Insurance
A Lifetime of Success
Safeguarding Your Business Interests
NAIFA Presents Nominees for Election
NAIFA News
What’s Behind Brand Magic?
Making an Effective Call Back
A Story for All Your Clients
Ideas to Expand Your Practice
Advertiser Index
Back Page

Advisor Today - July/August 2016

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