Call Joe in Florida
Small business is the lifeblood of our economy. Small business owners are unsung American heroes that should be praised for having the courage and creativity to do what government only wishes it could do: create real jobs, improve the standard of living, and drive real charitable support for the less fortunate.
However, many small business owners are in need of comprehensive financial planning assistance. It has been estimated that less than half of small business owners currently use a financial advisor of any kind. Ironically, half of them also recognize they could actually use an advisor.
By the way, isn’t that what you do?
I know what you’re thinking. You’re worried. You don’t know enough. Business is complicated, right? Business owners are hard to pin down for an appointment. They ask too many questions. Their issues are numerous and not what you are accustomed to dealing with. Besides, they would really rather do it themselves, right?
It’s true business owners present a few unique challenges, but this can be a very lucrative and rewarding area of focus, and it doesn’t have to be as difficult as you may think. In particular, business owners nearing retirement represent a very attractive potential market for most agents and advisors.
Better yet, the odds are pretty good that no one else is focusing on this segment in your area.
In reality, most business owners are concerned with one or more of these six key challenges that you can probably help with right now:
If you’re still with me at this point, you’re probably thinking the first two aren’t too scary. You serve clients like that every day, right? But where do you go from there?
Relax; you don’t have to do it alone.
Take a look at your current network of strategic partners, and make sure you have covered the areas that would be of importance to business owners. Obvious foundational elements are a good CPA, banker, and attorney that share your vision and commitment to the needs of the business owner. A little time and a few real cases will guide you to any other potential experts you will need to enlist for your specific market.
In addition to selecting your team of experts, take concrete action to build on your own knowledge and skills as an agent or advisor. Align yourself with insurance companies and support organizations that will provide you with the products, training, and case support you’ll need to effectively serve these high value clients.
Most importantly, don’t let fear hold you back.
This is a severely underserved market that is incredibly well-aligned to the products and tools you probably already have. You don’t need to know all the answers. Instead, align yourself with the right people and you will soon establish yourself as the preferred financial planning resource for business owners in your area.
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Postema Marketing Group is a full-service Independent Marketing Organization (IMO) dedicated to providing world-class products and services to our clients. We have partnered with some of the strongest names in the insurance industry and proudly serve independent agents from coast to coast.
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