Pittsburgh, PA September 22, 2009 - PT Marketing’s Long Term Care Appointment Setting Program is the latest in a series of programs designed to help financial services and insurance professionals build their sales pipelines.  This program idnetifies business owners and key decision makers who are interested in Long Term Care solutions.

Each year millions of Americans become disabled for various reasons.  When people do not have the coverage or financial means to deal with these disabilities, businesses can find their day-to-day activities disrupted.  Offering long term care coverage is a solution to these issues.

Additionally, long term care coverage offers business owners the ability to “carve out” this benefit for themselves and key employees.  There can be significant tax benefits associated with these plans if set up properly.

“Many business don’t understand the potential tax advantages of offering long term care coverage or the critical need for long term care education,” stated Mike Ocilka of LTC Financial Partners, LLC, a PT client.  “Long term care coverage is the ‘missing link’ of every benefit program.  By offering this option and providing leading-edge benefits, companies demonstrate leadership, show that they value employees, optimize retention of key employees, and help complete employees’ retirement plans.”

Harvey Pollack, PT’s CEO, added, “We’ve seen a significant increase in requests from financial services professionals for a Long Term Care Appointment Setting Program.  With a more active adult society and an aging baby boomer population, long term care has become an affordable and necessary means to protect people and their families in the event of a long-term disability.”

PT’s various programs are designed to schedule appointments with business owners and key decision makers regarding executive compensation, 401Ks/qualified plans, business succession, property & casualty and employee benefits.

PT Marketing provides advanced prospecting solutions exclusively for the financial services and insurance industry.  These solutions are designed to build sales pipelines of qualified prospects by setting meetings solely with business owners or those involved in the decisione-making process.  Since 1992, PT has served nearly 1,000 insurance/financial services clients.  For more information, contact Larry Welsh or visit www.ptmarketing.com

Pittsburgh, PA (April 30, 2009) — As the economy continues to struggle, PT Marketing’s Executive Compensation Appointment Setting Program is the perfect marketing tool for the financial services and insurance professionals who want to meet business owners.  With traditional investment platforms taking a significant downturn over the last 12-18 months, business owners have expressed a need for alternative financial products to protect their business.

“PT Marketing’s Executive Compensation Program has successfully put me in front of business owners to discuss the benefits of programs such as life insurance planning to protect and grow their business,” stated ED Radosh, PT cleint since 2007.  “I have found the appointments this year to be of even better quality due to the economy forcing business owners to look for other avenues to protect themselves.”

Having a solid financial plan is one of the most important tools you need to start, grow and maintain a successful business.  Life insurance has the ability to be the a key component in helping you to retain key employees, to invest money on a tax-favored basis, to fund buy/sell agreements, and to offer other bonus plans to attract employees.

Harvey Pollack, PT’s CEO, added, “The Executive Compensation Program was PT’s initial appointment setting program when we began in 1992.  Regardless of the economic conditions, this program continues to be in great demand by financial services professionals due to the glaring needs of business owners.”

In addition to the Executive Compensation Appointment Setting Program, PT’s various programs are designed to schedule appointments with business owners and key decision makers regarding business succession, property & casualty, 401K plans, employee benefits and CPA alliances.

PT Marketing provides advanced prospecting solutions exclusively for the financial services and insurance industry.  These solutions are designed to build sales pipelines of qualified prospects by setting meetings solely with business owners or those involved in the decision-making process.  SInce 1992, PT has served nearly 1,000 insurance/financial services clients.  For more information, contact Larry Welsh or visit www.ptmarketing.com

PT Marketing announces the return of its Annual CPA Alliance Appointment Setting Program. The program introduces Financial Service and Insurance Professionals to CPAs who have interest in forming strategic alliances to better serve their clients.

PITTSBURGH, PA (March 24, 2009) – For the 5th year, PT Marketing will offer the CPA Alliance Appointment Setting Program to financial services and insurance professionals.  This program is offered on a limited-time basis over the summer months and is designed to introduce members of the financial services industry to small and medium-sized CPA firms who are interested in creating strategic alliances to offer more products and services to their clients.

“As a financial services professional, CPA alliances have become an important component of my marketing plan to ensure the growth of my practice,” stated Robert Kulle of the Executive Benefit Alliance, PT client since 2007.  “PT Marketing’s CPA Alliance Program exceeded my expectations and as a direct result of the appointments, I have generated relationships that have directly impacted my practice.”

Historically, CPA firms existed almost exclusively to provide accounting, auditing and general tax services.  In today’s market, successful CPA firms have learned they must offer more than the basics to satisfy the needs of their clients.  If CPAs are concerned about helping clients meet their goals of wealth growth and preservation, they will have to offer many of the products that financial services and insurance professionals specialize in.

Harvey Pollack, PT’s CEO, added, “By creating these alliances, CPAs are able to offer additional services while forming a stronger bond with their clients and generating more revenue for their firm.  These alliances are successful for all parties involved.”

In addition to the CPA Alliance Appointment Setting Program, PT’s various programs are designed to schedule appointments with business owners and key decision makers regarding executive compensation, business succession, property & casualty, 401K plans and employee benefits.

PT Marketing provides advanced prospecting solutions exclusively for the financial services and insurance industry. These solutions are designed to build sales pipelines of qualified prospects by setting meetings solely with business owners or those involved in the decision-making process. Since 1992, PT has served nearly 1,000 insurance/financial services clients.  For more information, contact Larry Welsh or visit www.ptmarketing.com.

Contact:

Larry Welsh

800-999-8995

lwelsh@ptmarketing.com

Pittsburgh, PA February 24, 2009 — PT Marketing’s new 401k Appointment Setting Program is the latest in a series of programs designed to help financial services and insurance professionals build their sales pipeline.  This program identifies businesses with 401k or other qualified plans that are willing to meet and discuss administrative issues associated with those plans. 

Now more than ever, businesses should analyze the qualified plans they have in place to ensure they are offering the right options to their employees at the lowest cost.  Companies that best manage 401k administrative, service, and investment management fees will benefit.

Additionally, with the state of the economy and various funds that have been affected by fraud and mismanagement, it is crucial that businesses have a third party conduct an analaysis of their 401k or qualified plans they have in place to protect themselves from potential litigation.

“Many employers don’t understand the true costs associated with the plans they have in place for their employees,” stated Mero Capo, PT client since 2006.  “With PT’s help, I have been able to educate and show business owners the true workings of these plans, allowing them to choose the plan that works best for their company.”

Harvey Pollack, PT’s CEO, added, “WIth recent new legislation, business owners are going to want help in understanding those costs.  Our appointment setting program will connect owners with experienced professionals who can assist them.”

In addition to the 401k Appointment Setting Program, PT’s various programs are designed to schedule appointments with business owners and key decision makers regarding executive compensation, business succession, property & casualty and employee benefits.

PT Marketing provides advanced prospecting solutions exclusively for the financial services and insurance industry.  These solutions are designed to build sales pipelines of qualified prospects by setting meetings solely with business owners or those involved in the decision-making process.  Since 1992, PT has served nearly 1,000 insurance/financial services clients.  For more information, contact Larry Welsh or visit www.ptmarketing.com

Contact:

Larry Welsh

800-999-8995

lwelsh@ptmarketing.com

As published in the August/September 2008 Issue of Business Week Small Biz Magazine, 96% of these business owners say that an exit strategy is crucial to their company and 87% of them do not have an exit plan in place, so there is a tremendous need for these services in the near future.

“Over the last couple of years, our firm has seen an increase in the need for business succession planning from our current clients,” stated Scott Silver, PT client since March 2007. “Based on the number of qualified appointments PT Marketing has set for us, there is obviously a demand for these services now and in the future.”

PT works as an extended marketing team for its clients to identify and qualify business owners who are seeking business succession planning. Meetings are set solely with the business owner, creating a more efficient sales process for PT’s clients.

“As a business owner and a member of the baby boomer generation,” said Harvey Pollack, PT’s CEO, “I can truly appreciate the need to give yourself plenty of time to plan for the transition of your business. The longer you wait, the harder it will be to maximize your return on the business you have worked so hard to build.”

“At PT, our programs are designed to build a new sales pipeline of qualified prospects for our clients,” Pollack added.

In addition to the Business Succession program, PT schedules appointments with business owners and key decision makers regarding executive compensation, qualified plans, property & casualty insurance and employee benefits.

PT Marketing provides advanced prospecting solutions exclusively for the financial services and insurance industry. Since 1992, PT has served nearly 1,000 insurance/financial services clients. For more information contact PT Marketing at 800-999-8995 or learn more about the program at www.ptmarketing.com.

CPA match becoming more critical
by Harvey Pollack, CPA, CEO
Harvey Pollack is the CEO at PT Marketing, Pittsburgh, PA. He can be reached at 866-727-4861 or at hpollack@ptmarketing.com

Statistics show that one out of every two CPAs will offer financial services in the future to remain competitive. How can you as an agent prospect successfully in the CPA market?

Marketplace Trends

Over the past 10 to 15 years, larger CPA firms have incorporated insurance products and other consultative services into their practices. As a trusted advisor, a CPA giving advice about topics such as business succession planning, estate planning and the like has elevated the need for CPAs to gain additional knowledge about insurance options.
Larger firms have already established the insurance service in-house. Typically this occurs through some type of investment advisory group.
In contrast, smaller CPA firms don’t have internal insurance offerings; thus the opportunity exists for insurance agents to partner with this target audience.

History with a Twist

Previously CPAs would simply refer out all client insurance requirements to insurance agents in hopes that they would receive referrals. However, insurance agents have a difficult time recommending an accountant to a client, simply because those client conversations do not lend themselves to talking about those kinds of financial needs. Over time CPAs understood that they needed a different type of formalized partnership.
Proactive agents should evaluate ways to make the CPA partnership a reality. Agents need a proven methodology to introduce themselves to CPAs. Working with a verified appointment setting service is an effective way to jump-start the process.

Why CPAs are Good Partners

Best practices of the most successful CPA include the following: targeting high-net worth clients; leveraging existing clientele; offering a wide range of financial services and products; and utilizing outside consultants and resources. Most CPAs do not have the time or resources to provide the financial services that their clients are requesting. By partnering with agents, CPAs can leverage their time and expertise and offer additional services that will generate income at no additional cost.
Many CPAs are seeking a reciprocal business partnership; one where they still remain in control of the client relationship and the process.
Many CPAs have realized that it’s not only possible to expand services beyond tax, audit, and accounting, but it is very lucrative and encouraged by the American Institute of CPAs.
However, time restraints often prohibit CPAs from finding new revenue sources, thereby leaving significant dollars on the table. Exchanging referrals does not offer the financial gain to grow their business. Many CPAs are seeking a reciprocal business partnership; one where they still remain in control of the client relationship and the process.
Agents can offer a mutually beneficial relationship that positions the CPA as the primary advisor. CPA firms can easily understand that when they rely on outside providers for financial services they have much lower costs and therefore substantially higher profit margins. This is a perfect open door for an agent to walk through. Enter the agent.

Reaching the CPA market

Determining how to reach the CPA market can be simple or complicated. If you are already aligned with that professional group, create a reason to interact with this audience. You may first want to start with a coffee conversation, or if you are able to present your concept to several CPAs during an educational forum, you can establish yourself as a credible partner.
If you are not in the CPA circle, then you’ll need to determine what type of marketing initiative would work best for you. Step one of any campaign is to be sure the message is reaching the decision maker. You need a solid contact list. Then you can evaluate what methodology works best. This could be any variety of marketing strategies: direct mail, email blasts, radio, print advertising, public relations, or hiring someone to set appointments for you.

Selecting an Appointment Setting Service

If you do decide to team up with an appointment setting service, you should consider partnering with one that can successfully identify prospective small to mid-size accounting firms that are open to growth opportunities with insurance agents. As the agent, you predetermine what region you want to focus on for an “introduction” appointment.
Using an appointment service can streamline your efforts to reach the key CPA decision maker. Ask the service how they will represent you, and how they determine lead qualification. Find out if they maintain a Quality Department. On average you should expect to rank 80 percent of your appointments as qualified or highly qualified prospects. The critical outcome of any marketing initiative is to get you in front of the decision maker of the CPA firm.
As each insurance group has a different process, there are many ways an agent and CPA can work together, i.e. a joint venture or referral agreement. Any number of partnership agreements can result. The whole idea is to develop a working agreement that is mutually rewarding to both parties.

Relationship Dating

Don’t underestimate the time it will take to establish a partnership with a CPA. It takes a relatively long period of time to develop the trust. This partnership needs some courting time, and it is not a one-meeting close. The payoff is that a partnership with a CPA can be highly productive in the long-term.
Most CPA clients are part of a referral network. It is a natural referral chain that smart insurance agents like to build. A recent survey of high-producing agents indicated that 90 percent of their business is a result of referrals.
If an agent can present knowledgeably to a CPA who has a question, that agent has a greater chance to be on the “list” of who the CPA calls for help.

CPA Appointments

Many insurance companies have developed formal programs through which they encourage agents to work with other professionals. The challenge continues to be how to identify those professionals and how to get those prospects in your date book for a face-to-face meeting.
There are key advantages for agents to explore this type of CPA alliance building, and the more-experienced agent will benefit the most. Unquestionably, a CPA doesn’t want to have an inexperienced person in front of his or her clients. They need agents who have the ability to offer smart solutions directly.

Future of Accounting Firms

The American Institute of CPAs “Vision 2011″ Survey shows that the accounting industry is poised for widespread change, with dramatic growth in the number of CPA firms providing financial services. Surveys show that existing clients are interested in obtaining financial services from their CPAs.
Over 75 percent of the CPAs who provide or expect to provide financial services do so in order to better serve their clients. Today, an estimated 17 percent of CPAs have integrated financial services into their practice to keep pace with the business world, that figure is expected to grow to nearly 49 percent in three years.

As traditional sources of revenue, from tax and accounting practices, continue to erode most CPAs do not have the time or resources to provide the financial services that their clients are requesting. Therefore, the CPA Alliance Program matches qualified financial services professionals with CPAs.

The benefits offered by PT’s CPA program include:
–Face-to-face meetings with CPAs seeking partnerships with experienced financial services professionals.
–Qualified and verified meetings to discuss formal “alliances” and/or informal partnerships.

“It is proven that CPAs can increase their revenues by integrating financial services into their practices,” said Harvey Pollack, PT CEO. “It works through a partnering model which will not disrupt a CPA’s practice, while increasing client retention.”

For the CPA program, PT Marketing identifies sole practitioners and accounting firms with fewer than eight partners. For more information contact PT Marketing at 800-999-8995 or learn more about the program at www.ptmarketing.com.

In addition to the CPA program, PT schedules appointments with business owners regarding business succession, executive compensation, employee benefits and property & casualty insurance coverage.

PT Marketing provides advanced prospecting solutions exclusively for the financial services and insurance industry. Since 1992, PT has served nearly 1,000 insurance/financial services clients.

“For the last year, we “piloted” this service as we worked out the kinks on how to handle the call and make it successful for our clients,” said Harvey Pollack, PT CEO. “Eighty percent of met appointments were rated highly qualified or qualified. We are now ready to roll out this service nationwide.”

PT Marketing’s programs are designed to build a new sales pipeline of qualified prospects for their clients. Meetings are set solely with decision makers or those that are involved in the decision-making process, creating a more efficient sales process for PT’s clients.

Marc Casciani, PT client since January 2007 who was a part of the Property & Casualty Pilot, said, “In the first 12-months of working together, their production resulted in 10 new clients for my portfolio. Their focus on generating qualified business appointments enables me to focus on leveraging my referral network for additional new business.”

In addition to the Property & Casualty program, PT schedules appointments with business owners regarding business succession, executive compensation and employee benefits.

PT Marketing provides advanced prospecting solutions exclusively for the financial services and insurance industry. Since 1992, PT has served nearly 1,000 insurance/financial services clients. For more information contact PT Marketing at 800-999-8995 or learn more about the program at www.ptmarketing.com.