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Portal Conductor, Columnist: Rebecca Hourihan
Rebecca Hourihan, AIF, PPC, is principal of 401(k) Marketing, which she founded to assist qualified experts operate a professional business with professional marketing materials and ongoing awareness campaigns. Previously she served as LPL Financial’s East Region Manager for four years, where she consulted large institutional retirement plan offices on business development, client acquisition and prudent plan governance. With more than 10 years’ experience, Rebecca has quickly become known as a recognized authority on marketing within the qualified plan industry.
Article Index
By Rebecca Hourihan 6/15/2017
What type of car do you drive? Is it a Nissan Versa?[1. Car and Driver magazine named the Nissan Versa 2017's Cheapest Car.] If it’s not a Versa, then you appreciate value. You could have purchased any car, from the top of the line to the least expensive, and you chose [insert your car type].Well,...
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By Rebecca Hourihan 6/1/2017
Marketing is the lifeblood of a business. It’s the voice that promotes you, your company, and your offering.Yes, marketing is the key to your success, but the marketing that worked yesterday might not work today, much less tomorrow. Thus, it is crucial that you are informed, up to date, and aware...
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By Rebecca Hourihan 5/25/2017
A hundred years ago, if you were ill, you went to the town doctor. That physician would see patients with all types of ailments — headaches, pregnancy, shoulder pain, surgeries, heart attacks and more. The doctor would know a little bit about a lot of different illnesses and try to cure each...
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By Rebecca Hourihan 5/18/2017
With the DOL conflict-of-interest rule, retirement plan opportunities are everywhere. For the expert, seasoned advisor, this is a golden marketing event. Today, 91% of retirement plans are serviced by retail wealth management advisors; it should be an easy conversation to influence plan sponsors...
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By Rebecca Hourihan 5/11/2017
Americans are exposed to as many as 5,000 advertisements per day.[1. Johnson, Sheree. “New Research Sheds Light on Daily Ad Exposures,” SJ Insights. September 2014.] In today’s fast-paced world, we are constantly forced to choose: Coke vs. Pepsi, Nike vs. Reebok, Starbucks vs. Dunkin Donuts… and of...
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By Rebecca Hourihan 5/4/2017
In a recent conversation, a very experienced retirement plan advisor shared with us that for years, he could walk into a prospective company, immediately demonstrate his value, and easily close the deal.He even said (in an old-timey, reminiscing kind of way), “One time, I sold a plan sponsor with a...
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By Rebecca Hourihan 4/26/2017
Let’s say you post on social media; a prospect sees your post and clicks over to your website. They read your biography and a little about your firm. Then the prospect gets a text. POOF! — distracted. A couple of weeks go by and the plan sponsor receives an email invitation to your webinar...
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By Rebecca Hourihan 4/20/2017
Do you want to grow your 401(k) business but don’t know where to start? Here are five ideas to create a quality 401(k) prospect list through social intelligence to increase your 401(k) plan clients.Sounds simple, right? Not so fast. If you’re only downloading the plan administrator’s name, ask...
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By Rebecca Hourihan 4/13/2017
What’s the point of retirement plan marketing?Recently, I was sharing a story with my friends about the popular Netflix show House of Cards. During my story, I started to describe one of the characters as, “Kevin Spacey’s wife Claire Underwood, tall, pretty blonde lady,” and my friends stopped me....
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By Rebecca Hourihan 4/6/2017
As a retirement plan advisor, you most likely have seen your fair share of finalist meetings. Well, have you noticed that lately, those “big W’s” are getting harder? Want to know one of the secrets to closing more business and increasing your retirement plan business?We’ll give you a hint, it...
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