I don’t think you do too much different. Let them know that you know they work hard. That they probably want to eventually work less hard, and you can show them how to do that. Then find out when they want to retire/send their kids to college/transition to a different lifestyle and give them an idea of what it will take to get there. Visualize with them what it would be like in 5 or 10 yrs if they don’t start doing this and let them know how much more it will cost them to wait. Finally, ask them to commit to something to get there.



On focusing on a certain clientele. Anyone who’s motivated to achieve their financial goals works for me! Focusing on a certain client reminds me too much of reprogramming my computer!

[quote=wlooney]

Since I am still young in the broker game, I am considering shifting my strategy a bit and going after a few markets in which the businesses owners are typically considered less educated than most (even though they might be very well educated).  No offense to plumbers, construction workers, etc!!!  Could anyone who works with these groups tell me how and when you approach these business owners and what you typically discuss when you call, walk in, etc? 

Thanks

[/quote]

Drive around and when you see them in their signed trucks, call them, pull them over, pitch and close.