Connecting with prospects, converting them to clients and then keeping them as long-term, happy clients depends on several different components, with communication topping the list.
Clients want to feel heard and understood by their financial advisors, and they also need to understand how their financial advisor can help them and their families reach their goals and have the future they envision.
Communicate better with clients with these ideas from MDRT members.
Presenting clients with options
What seven-year MDRT member Joyce Chan, ChFC/S, loves about the financial services profession is that it gives clients options. “The best thing is that [clients] decide for themselves what these options could be. And they fund the policies for themselves. They have made their decision with our advice,” she said.
Explaining inflation
A dipping stock market and rising inflation can make some clients anxious. Try this concise and memorable approach from 23-year MDRT member Richard Dobson Jr., CFP, to discuss inflation with clients and how they can ride through market fluctuations.
Sharing stories to engage with clients
Most people don’t want to be sold anything, let alone insurance. They are drawn to stories though. Learn how to master the art of storytelling from MDRT Past President D. Scott Brennan, a 42-year MDRT member. Without focusing on sales, it will help you connect with clients on a deeper level, build trust, and get them to lean in and engage with you.
Helping clients grasp the importance of financial planning
Financial planning and income protection concepts may overwhelm clients. Clear communication makes all the difference. In this MDRT meeting excerpt, discover simple yet effective communication tips to help clients easily grasp financial planning.
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