Use a Retirement Planning Survey to Make Sales to the Children of Aging Seniors
May 14, 2018 | by the National Care Planning Council
In a previous article we discussed the power of using a Life Resource Planning Survey to make sales to aging seniors. Using our Life Resource Planning Survey approach to help aging seniors also enables you to create an additional marketing opportunity by working with the children of those aging seniors. Please go back and review the rationale in our previous article to increase sales through helping aging seniors.
When you do a Life Resource Planning Survey, you are almost always working with the children of the aging seniors who are in turn helping their aged aging loved ones make decisions. If you do a good job helping their parents, the children will respect your expertise and invite you to help them as well. We have designed a survey for you to work with the children and help them in their retirement years. This is called a Retirement Planning Survey and uses the Retirement Planning Survey Questionnaire. The children are typically age-wise in their middle 50s through middle 60s. Working with the children gives you an opportunity to provide your services or products to the children as well as their aging parents resulting in a 2-for-1 marketing opportunity.
You can find the step-by-step instructions for doing a Retirement Planning Survey on our Life Resource Planning description page. Just like the Life Resource Planning Survey Questionnaire that we provide you, we also provide this Retirement Planning Survey Questionnaire to help you get in front of the children of aging seniors and help them with their retirement planning. The Retirement Planning Report produced from the questionnaire is a comprehensive approach to helping individuals in their mid-50s through 70s make appropriate retirement decisions. Not only does the survey look at financial issues such as retirement savings and income, Social Security and Medicare, but it also looks at whole bunch of other choices that have to be made for relocation, downsizing, planning for long-term care, Medicaid, death, estate planning and much more.
The survey covers 22 different issues confronting people anticipating retirement or who are already early on in retirement. Assuming that you would do a survey for a single person or a couple anticipating retirement or already in retirement, you would probably generate about 7 through 11 different issues for those particular people to consider. You would sit down with them and go over the report printout of the retirement issues and attempt to help them with their decisions. Just as with the Life Resource Planning Survey, which brings up issues that lead to talking points that lead to sales, the Retirement Planning Survey is designed to do exactly the same thing for the children.
The types of products and services you would expect to sell through a retirement survey could include pre-and post-retirement investments, annuities, health insurance, legal services, long-term care insurance, new quotes for home and auto insurance, uncovering veterans benefits, Medicare supplements or advantage plans and much, much more.
As pointed out in previous articles, using a non-threatening planning approach as a sales tool is far more effective than trying to convince someone to purchase your product or services based entirely on benefits. You will be much more successful in your sales by helping people solve their problems first and then talking about how your products or services will fit in with that advice.
