Many baby boomers are nearing the age of retirement and starting to seek information on strategies for claiming their social security benefits. With that being said, the need for financial advisors has never been greater, but with well over 500 available strategies, potential clients can quickly become overwhelmed. Being able to communicate clearly and effectively on Social Security can mean the difference between a new client, and no client at all. Here are 3 simple ways to communicate more effectively with your Social Security prospects.
Use Visual Aids
Visual aids go a long way, especially when it comes to advising on Social Security. Some clients are simply visual learners; communicating benefits with just numbers alone can intimidate and make some prospects feel uncomfortable or incompetent.
In addition, studies have also found that people will process visual information much quicker, according to findings by 3M & Zabisco, “90% of information transmitted to the brain is visual, and visuals are processed 60,000X faster in the brain than text”. By using visuals you’ll be able to create the connection quicker and more intuitively with your prospective clients. Here are a just a few visual aid example formats: Graphs, Charts, Infographics, Videos, Photos, and Data Imagery Representation.
Provide Real-Life Number Examples
Although clients want to feel comfortable with their advisors, they also care just as much, if not more, about their bottom line. Clients want to see how much they can earn or save over time, and that you actually know what you’re talking about. For this reason, having some real life examples mocked up prior to the meeting with your potential clients is important. Even more important is showing the client how much they could potentially lose by claiming the wrong way, or how little they could be potentially earning if they claim wrong. These numbers of low earnings during crucial periods of people’s retirement ages can make very strong emotional impacts.
Put Things Into Context
Extrapolating on hypothetical examples can only go so far in the clients mind, so instead of only relying on that information, try to add context for them. You can do this by asking them simple questions before they arrive for a consultation. Do they have a spouse? Are they currently working? How old are they? When do they plan on retiring? Use this information to adapt the scenarios and numbers into more concrete data that’s actually relevant to them specifically. By doing this, the clients won’t have to contextualize the information you are giving them. This will simplify the solution for your prospects, so they can start understanding the direct impact your strategy could have on them today.
Utilizing these steps in simplifying their eligibility choices and pointing out the claiming strategy that will best benefit their individual circumstances is a great way to get potential new prospects in for a retirement income review. The valuable information contained in the Social Security Analysis Report is something that many Baby Boomers are anxious to receive. This report is the marketing “hook” financial advisors have been waiting for, helping to ensure these potential new clients will show up to learn what their options are and just how Social Security will be incorporated into their entire retirement income plan.
Here at Resource Solutions, we provide the entire turn-key marketing solution. Our proven effective Social Security marketing program comes with everything from proven effective invitations, powerful presentations, reservation services and even Social Security analysis software to run that report that will bring new clients into your office. All of this and much, much more!
If you’re interested in hearing more about this incredible marketing strategy and what sets ours apart from all the others, feel free to call us at (866)-855-3710 or contact us today!