Post on 30-May-2020
6/10/2019
1
© 2019 RetireReady Solutions®
In cooperation with National Tax-Deferred Savings Association
Edward T. DresselDressel@RetireReady.comPresident, RetireReady Solutions
Three Ways to Improve Client Engagement and
Increase Sales
© 2019 RetireReady Solutions®
© 2019 RetireReady Solutions®
6/10/2019
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© 2019 RetireReady Solutions®
3 Ways to Improve Client Engagement
and Increase Sales
© 2019 RetireReady Solutions®
Power of Stories
Tip #1
Stories Connect
Facts Inform (at best)
© 2019 RetireReady Solutions®
Retirement Crisis
• 1 in 5 Americans have no retirement savings
• Half of Americans will work past 65 with the primary reason: not enough retirement savings
• 1 in 3 Baby Boomers have less then $25,000
Northwestern Mutual Press Release, May 8th, 2018
6/10/2019
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© 2019 RetireReady Solutions®
Power of Stories
Tip #1
Stories Connect
Facts Inform (at best)
Stories Engage
Amplify with Images
© 2019 RetireReady Solutions®
© 2019 RetireReady Solutions®
Power of Stories
Tip #1
Stories Connect
Facts Inform (at best)
Stories Engage
Amplify with Images
“Story makes music out of noise”Donald Miller, Building a Story Brand
6/10/2019
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© 2019 RetireReady Solutions®
© 2019 RetireReady Solutions®
Leverage PowerPoint’s
Strengths (& avoid weaknesses)
Tip #2
Death by PowerPoint
Facts, Figures, Data, Analysis
Too Much Info
Know Your Tool
© 2019 RetireReady Solutions®
Leverage PowerPoint’s
Strengths (& avoid weaknesses)
Tip #2
Death by PowerPoint
Facts, Figures, Data, Analysis
Too Much Info
Tool, not a Crutch
Maximize Emotional Connections
Know Your Tool
6/10/2019
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© 2019 RetireReady Solutions®
© 2019 RetireReady Solutions®
Death by PowerPoint
Facts, Figures, Data, Analysis
Too Much Info
Tool, not a Crutch
Maximize Emotional Connections
Leverage PowerPoint’s
Strengths (& avoid weaknesses)
Tip #2
Know Your Tool
© 2019 RetireReady Solutions®
6/10/2019
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© 2019 RetireReady Solutions®
Concentrate on the
ConcreteTip #3
Start with Their World
Academics are Abstract
6/10/2019
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© 2019 RetireReady Solutions®
Concentrate on the
ConcreteTip #3
Start with Their World
Academics are Abstract
Address Client’s Questions
Can I retire
How does this impact my take‐home‐pay
© 2019 RetireReady Solutions®
Concentrate on the
ConcreteTip #3
© 2019 RetireReady Solutions®
Concentrate on the
ConcreteTip #3
Start with Their World
Academics are Abstract
Address Client’s Questions
Can I retire
How does this impact my take‐home‐pay
6/10/2019
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© 2019 RetireReady Solutions®
Confused by Different AccountsIntegrated Planning
Tip #4
Clarify Their Confusion
© 2019 RetireReady Solutions®
Can I Retire?
Social Security
403(b)Other Assets
Pension Plan
Integrated Planning
© 2019 RetireReady Solutions®
Integrated Planning
Tip #4
6/10/2019
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© 2019 RetireReady Solutions®
Confused by Different Accounts
Be Specific and Personal
Articulate Why Take Action
Integrated Planning
Tip #4
Clarify Their Confusion
© 2019 RetireReady Solutions®
Interactive Retirement
Planning Tip #5
Address Their Anxiety
Reports are Static
Address Their Concerns Interactively
6/10/2019
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© 2019 RetireReady Solutions®
Edward T. DresselDressel@RetireReady.comPresident, RetireReady Solutions
Three Ways to Improve Client Engagement and
Increase Sales