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Jan 13, 2011 8:20 pm

What are some ideas you are currently using to add value to your prospects?

My big pitch right now has been letting prospects know about the 2% raise they will be getting in their paychecks due to SS reducing the withholding from 6.2% to 4.2% and then trying to convince them they should allocate the extra 2% to starting up a roth with me. 

What are some other hot topics are you using to get future clients in the door?

Jan 14, 2011 12:36 am


I've been calling on 10 yr and under tax frees... great yields and people are just sick of low rates.  Good door opener.

Jan 14, 2011 1:10 am

I have had a couple discussions on this topic…

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Jan 14, 2011 3:11 pm

ND- Haven't had too much luck with IRA conversions and getting people excited about that. 

SM- Could not agree more about pitching rate.  Right now might be the best time to be in or get in the business.  People are earning 1% on CDs!  How fricken hard is it to convince them that a 4-5% muni or an estate feature bond for Grandpa is better than the kick in the nuts he's getting from the bank.  

One thing I have been running into lately though is a little bit of complacency with prospects, "my acct keeps going up, I am just going to leave it even though I haven't heard from my advisor in 32 years and my portfolio is 102% in Small Caps."  How do you old "veterans" rebuttal?

Other than that little tid bit, there is really not a better time for me to be calling all your clients than right now.

Jan 14, 2011 8:01 pm

[quote=Who do you know]

ND- Haven't had too much luck with IRA conversions and getting people excited about that.  [/quote]

Me either for most clients but those that cannot contribute to a ROTH (no earned income i.e. non working spouse) they can make a non-deductible contribution to a traditional IRA and then immediately convert it to a ROTH and never pay taxes on that amount again.

It is for a specific type of prospect/client but they everyone likes to hear about ways to stick it to the IRS.