The prospecting appeal of different client segments

My first career was in the transportation industry in a role that had responsibility for national account management, sales efforts, and negotiations. I have also worked for a number of well-known insurance companies in positions that involved the recruitment, training, and oversight of sales representatives.  I enjoy networking, prospecting, and the overall sales process, and feel that is a real strength I bring to our firm.

I belong to a number of local organizations that afford the opportunity of getting to know a large number of people from different walks of life. I do not approach this as a hard-sell situation, but do let people know what I do and what our firm is all about. I think you constantly have to keep your presence out there and, when the time and need is right, a contact will remember you and perhaps make that phone call for a first meeting.

We also find that certain segments or industries can offer unique opportunities. Our team has had success in the commercial-banking industry, primarily developing contacts there that can lead to small-business-owner relationships. For individual clients, we have made inroads over the years among employees of utility companies, municipal employees in areas such as law enforcement, and teachers.

The individuals in these types of professions tend to have financial-planning needs and a profile that make them receptive to our story. We emphasize an integrated planning approach and a conservative, risk-managed investment philosophy. These are not high-net-worth clients, but they are hard workers and savers, and they want to be conservative and responsible as they plan for retirement.

Many of them are also in dual-earner households. This presents a planning challenge that fits well with our strengths. Imagine that you have a law-enforcement professional and teacher as a client couple. They might have many potential income streams in retirement; they might have two or even three eventual careers; and many have a combination of insurance plans, pension plans, and defined contribution plans. And they have all of the other circumstances of needing to plan for college expenses, elder care, estate planning, life and disability coverages, Social Security claiming, and a retirement distribution plan. In light of all of those needs, we can deliver a powerful story for how our firm can provide valuable financial-planning guidance.