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The Virtual Assistant Training Center

NOTE:  The material in the Training Center can be used for training purposes only and should not be shown to the public. 
Main Menu -> Basics of the E-Mail Approach
Basics of the E-Mail Approach
Introduction to Client Action & Acquisition 
Pre-Approach letters have always been effective in prospecting for new clients and increasing sales from current clients. Pre-approaches can be divided into at least two categories:

    1.  Total Needs: The advisor explains his/her practice, background and all the services the firm provides.

    2.  Single Needs: The advisor introduces a specific service or product. 

The Virtual Assistant can help in both scenarios, but since the VSA supports advisors regardless of their practice specialty, distribution channel or career stage, we will concentrate on a Single Need approach to targeted prospects and/or clients

In the past, the problem with sending pre-approach letters was preparation time, expense and organization. Writing individual letters, addressing them and posting them was a long and protracted project, frequently with an assistant dedicated to the project. The Internet has changed all that and VSA's option to e-mail all the reports discussed below has become a vital part of the prospecting and approach system of advisors. Here are the steps that can be accomplished in minutes rather than hours!

    1.  Identify a prospect or client and determine a possible need for a specific product or service.

    2.  Go to Your Virtual Assistant and find a concept page, presentation or any content that supports the need you have Identified.

    3.  Create the report. (Click here to see samples of the hundreds of reports that are available.)

    4.  When prepared click on View Presentation.

    5.  CRUCIAL: Save the report in the client's name and the current date, e.g., "Joe Client 8 -14-2014." This will help you keep organized and, by saving it in the client's name, you virtually assure he/she will open the attachment you place on the e-mail.

    6.  Open your e-mail client and address to your client.

    7.  Insert verbiage into the body of the e-mail. Something like this:

Hi Rich, If you are like most of my clients, you would like to retire with a guaranteed lifetime income regardless of market fluctuations. I have prepared the attached report for one of our most popular concepts.  I'll call in a few days to see if you would like more details and/or a personal quote. Regards, Bill O'Quin

      8. Send the e-mail and follow-up with a call to see if he/she would like to discuss details. That is it!

        
See a 6-minute video on this concept at http://vsa.fsonline.com/vsap/e-marketing-systems.html
 
Pre-Approach E-Mail Examples

Estate Planning Hi Rich, Hope all is well. I was thinking about you and the estate tax law. I thought you might find the attached interesting. I'll call in a couple of days to see if we can "grab a cup of coffee" to discuss. Regards, Bill
   
Buy-Sell Hi Rich, Hope all is well. I was thinking about you, Bob and your company. You might find the attached on "buy-sell" agreements interesting. I'll call in a couple of days to see if we can "grab a cup of coffee" to discuss. Regards, Bill
   
Annuities Hi Rich, If you are like most of my clients, you would like to retire with a guaranteed lifetime income regardless of market fluctuations. I have prepared the attached report for one of our most popular concepts.  I'll call in a few days to see if you would like more details and/or a personal quote. Regards, Bill O'Quin
   
General Business Hi Rich,

Just a quick note to thank you for your business and provide you the attached on business benefit planning. I'll call in a couple of days see if we can "grab a cup of coffee" to discuss.

 

Regards, Bill

   
Life Insurance Hi Rich, We sometimes forget to keep our life insurance up-to-date. I have attached a quick calculator on your "human life value." Complete it if you have a chance and I'll call to see if you would like a more accurate calculation of your survivor's needs and/or a quick quote. FYI, life insurance is as cheap now as it will ever be. Warm regards, Bill O'Quin
   
Education Hi Rich and Mary, It is never too early to start preparing for your new grandchild's education. I have prepared the attached report for your review. Please call if you would like to discuss.
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