We Asked the Experts: Coming off the summer and heading into the holiday season, how do you rejuvenate your business or position it for success in Q4?

ANSWER #1

Q4 for our firm is always our strongest, as it is across the industry. Business owners are re-focused on their own businesses and kids are (hopefully) back in school. One of our most niche areas of expertise, defined benefit planning within custom qualified plan designs and contributions, will be decided around this time of year. This is a great opportunity for us to have conversations with clients and prospects as they start to analyze their tax situation for filing the next year. It’s also a great opportunity for us to re-connect with other advisors and help them find opportunities in this market to finish their own years strong!

Christine A. Cox-West, LUTCF, Partner, The Fortis Agency Loyal Member Since 2017

ANSWER #2

I’ve always been an admirer of coaches who focus on the simple, yet foundational principles of their sport. John Wooden used to teach his players how to put on their socks. Socks, when bunched up, can cause blisters and harm the players. Vince Lombardi would teach his players the basics as well, and he was once quoted saying “Gentlemen, this is a football.” He taught how to tackle and block. These two coaches were very successful, and I believe it was because of their focus on the fundamentals. We as advisors tend to get scattered in various directions and often lose sight of the fundamentals of what we do, which is meeting with clients and spending time with them. Meeting with my current client base is the most important thing I can do in my practice. It’s not only the right thing to do, as it keeps our clients’ financial plans, insurance coverages and investments up to date, but it ultimately leads to more business and creates a higher degree of client satisfaction, which makes you more referrable to others. It’s something that is so simple yet overlooked by many.

John Nilmeier, CFP, CLU, Financial Advisor, Nilmeier Financial and Insurance Services Loyal Member Since 2005

ANSWER #3

My boutique independent practice has grown through the pandemic. We use a process of consistent phone, snail mail, email and social media communications to our clients and prospective clients. This process is matched with caring staff and high-quality client service. Over 90% of our new business is born from client reviews and referrals. I seek feedback from my team members and clients on how to improve our process. Our mission to empower people to achieve their financial goals through education and implementation has gained traction. The secret sauce of a successful practice is to care more about your clients than your bottom line.

Joseph C. Chalom, CLU, RICP, LUTCF, LACP, Financial Advisor, Retirement Council, Inc., NAIFA-Florida Immediate-Past President Loyal Member

ANSWER #5

Since 1990

The last quarter is the final lap to a year of constant change and uncertainty. You cannot afford to go into this quarter without an action plan. Rejuvenate your practice by staying focused, organized and excited. There are so many campaigns to focus on depending on your niche. Starting in September, you had Life Insurance Awareness Month; share with your clients the importance of having the proper coverage and how insurance is the ultimate act of love. Also, most companies are updating their life insurance products this fall providing a wide range of protection and accumulation options to meet your clients’ needs. In addition, with the pandemic, we realized how many of our clients were not financially ready to weather the storm. We need to have these conversations to remind clients the importance of proper planning, saving for the future, protecting their assets, having their documents in order and updating beneficiaries. There is so much to talk about that we should be full of excitement to pick up the phone and call our clients. This will uncover new business and referrals. Get your clients together for a virtual holiday event and celebrate. Everyone can use a little joy and laughter in their life this year-end.

Bellaria Jimenez, MBA, CFP, CLU, CDFA, ChFC, President and General Agent, MassMutual Tri State Loyal Member Since 2018

To rejuvenate myself coming off the summer and heading into the holiday season, I simply know that after 37 years of service, I always get pumped up because I usually produce and place more business during the fourth quarter than during the previous three quarters combined. There is something about the fourth quarter that increases my focus. Maybe it’s the crisp air, maybe it’s the kids going to school or off to college, or maybe I just know time is running out. So, like a farmer, I believe the fourth quarter is harvest time in the insurance business. All year, I am laying the groundwork and planting the seeds for clients to act. So, with 115 days left in 2021, the time to act is now. As for holidays getting in the way, I have the mindset that it is always a good time to help someone’s family, and purchasing life insurance is the best gift someone can give their loved ones. For example, in 2020, I wrote one of my biggest cases the week between Christmas and New Year’s. Miraculously, my firm, Forest Hills Financial Group/The Guardian, always seems to get the case issued and in place. So, if you believe you can, you will succeed. If you believe you can’t, you won’t.

Thomas Palmeri, LUTFC, Financial Representative, Forest Hills Financial Group Loyal Member Since 1985