Accountantneze: A Marketing Method For Those Who Are Terrible Prospectors

Track: NED Talks

Session Number: 111
Date: Sun, Jan 27th, 2019
Time: 2:15 PM - 2:30 PM
Room: Texas Ballroom BC


Many life insurance agents spend an exorbitant amount of time prospecting for new clients. Making matters more difficult, the most successful prospects have gatekeepers protecting them from “sales people”. What if the gatekeepers invited you to meet their most successful clients? Would this be of interest? Are you thinking, “is this even be possible?” Well it is possible, once you learn to speak their language, Accountantneze

Session takeaways:
• Develop an endless flow of high end clients
• Learn techniques that will have potential clients inviting you to make presentations.
• Teach gatekeepers to close cases for you

Session Type: NED Talk

Target Market: Apply to all
Categories: Practice Development
Session Type: NED Talk

Target Market: Apply to all
Categories: Practice Development


Speaker 1
Robert N. Cohen, CLU, ChFC, QPA, AIF
Cohen Financial Group

Robert Cohen is a well-known expert in the fields of pensions and estate planning, lecturing extensively to professionals and industry organizations. His financial and estate planning expertise is often featured in trade journals and periodicals such as Fortune, Forbes, and Inc. Bob is author of both An Accountant’s Guide to Qualified Pension and Profit Sharing Plans and A Guide to Life Insurance Trusts. He has been a featured speaker at The Million Dollar Round Table, The American Society Video Teleconference, The American Institute of CPA’s Advanced Estate Planning Conference and numerous CLU Institutes.

In 2013 he was awarded the AIF Designation.  The Accredited Investment Fiduciary designation represents thorough knowledge of and ability to apply the fiduciary practices. Mr. Cohen is past president of the Boston Chapter of Financial Advisors and was the past editor and chairman of the American Society’s Employee Benefit Plan newsletter. He has been in practice since 1972. He earned his Chartered Life Underwriter designation in 1975 and his Chartered Financial Consultant in 1982 from the American College. He was admitted to the American Society of Pension Actuaries in 1992. He was adjunct professor for both the College of Financial Planners and Northeastern University where he was awarded the faculty chair for teaching excellence.

Robert Cohen is licensed to sell insurance in FL, MA, ME, NY, PA, RI and TX.  In addition, he is a Registered Representative of Kestra Investment Services, LLC and an Investment Advisor Representative of Kestra Advisory Services, LLC and offers Securities and Investment Advisory Services in CT, FL, MA, NH, PA, RI and TX.