MDRT video favorites: Finding more clients

Every financial advisor needs clients. Even advisors who have a full book of clients will eventually replace clients who die or who leave for other reasons. The question then becomes not if, but when this happens, what would work best for you and your business? How much time are you going to spend finding new clients? What type of client do you most enjoy working with? Which clients bring in the most revenue for your business?

MDRT members in these five YouTube videos offer solutions to these shared realities as financial advisors. In addition, MDRT’s YouTube channel has a collection of ideas from around the world. Subscribe to get notified of a new idea at least once a week.

How to build a referral network

Find clients with referrals instead of cold calls with a tried-and-true method that has worked for decades for Robert B. Plybon, CLU, ChFC, a Top of the Table member and an MDRT Past President from Greensboro, North Carolina, USA.

Connect with high-net-worth prospects

High-net-worth prospects put up barriers if they feel you are trying to sell them something. They will seek you out, though, when you quit selling and build trusted long-term relationships with them instead. MDRT member Glory Xavier, of Dubai, UAE, talks about what works well for her.

Market your practice: Think strategically about your niche

Finding and taking care of clients becomes easier and more enjoyable when you focus on a niche. Hear more from 2016 MDRT President Brian D. Heckert, CLU, ChFC, of Nashville, Illinois, USA, about how this could work for you.

Referrals: How can I help your loved ones?

Acquiring referrals from existing clients is a benefit for you and the client. MDRT member Delia Hui Wong, of Singapore, discusses how she talks to clients about helping their loved ones.

How to get referrals to call you

Find out the lesson that increased production for Richard Jones, CFP, of Port Moody, British Columbia, Canada, taking him from Court of the Table to Top of the Table.

See more MDRT YouTube favorites.

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