3 helpful sales ideas from around the world

Even the most successful advisors appreciate the value of a good sales idea. These are a few favorites from MDRT members:

Make the call

“We confirm every appointment the day before the meeting. My staff usually does this between 9-10 a.m. It lets clients know we are excited to see them and it sets the tone that we take our appointments seriously. Now, if the staff happens to call later, clients will actually call us to make sure our appointment is still on.” — Barbara Pietrangelo, CFP, ChFC, Ada, Michigan

Show the numbers

“To illustrate how much life insurance a person needs, we have a spreadsheet where we input the client’s current income, and we ask what percentage of their income they would like to leave behind for their family if the client dies. We also ask how long they want this money to last. We then input the current amount of life insurance the client owns. Most often a shortfall will be shown. We then ask the client to help us complete the spreadsheet to their satisfaction. By increasing the amount of new insurance, or reducing the percentage the family will receive, the client participates in the equation. The end result is that the client tells us what numbers to use. We then see how long the money will last (or not). This replaces the sales environment with the advisory environment. The client most often takes ownership of the number.” — Corry Collins, CLU, CHFC, Halifax, Nova Scotia, Canada

The power of teamwork

“We have adopted the approach of a second chair in all client meetings. This provides a number of benefits:

  • More comprehensive notes for compliance and advice preparation
  • The adviser is fully engaged with the client or prospect in the meeting
  • A second set of eyes on the issues and concerns
  • An opportunity for clients to get to know the team
  • The team member to learn presentation skills.

Following the meeting a debrief is done so no points are missed, and the opportunity to develop the strategy for the client frees the adviser to move on to more dollar-productive activities.” — Mathew Fogarty, CFP, Moorabbin, Victoria, Australia

See more sales ideas in the Resource Zone.


  • Eder Lira says:

    Los consejos son buenos y más si se comparten completos,
    ¿Es posible recibir una copia de la hoja de cálculo indicada para Corry Collins?
    Agradezco así sea.

  • Raj kukreja says:

    is it possible to receive a copy of spreadsheet

  • dario says:

    Buen dia, tambien me gustaria recibit una copia de la hoja de calculo de corry collins, es posible??
    saludos desde argentina

  • Amanda viñas says:

    Excellent tips!

    Is it possible to receive a copy of spreadsheet indicated for Corry Collins?

    Thanks in advance for your help and kindness!!

    Regards from Mexico!!

Verified by ExactMetrics