Helping clients understand that smoking may impact their coverage
By Elli Schochet, CFP People think if they have one or two cigarettes they’re casual smokers — they’re not really a smoker. We recently had a situation with a young fellow...
Tag Archives: advising clients
Understanding sandwich generation challenges from experience
It would be wonderful if all scenarios involving caring for family members went smoothly. Unfortunately this is not the case. Michael G. Herman, ChFC, LUTCF, knows this from personal experience. When...
Establish emotional connection to overcome objections
Think about when you see something you like at a clothing store that costs more than you intended to pay. Maybe you set aside the item, saying it’s too expensive....
The complexities faced by sandwich generation clients
The term “sandwich generation” sounds cute and benign, as if you are resting comfortably between parents who are sturdy on their own and kids who gently need you, with everyone...
How to protect your client’s future
By Subhas V. Nathan Subhas V. Nathan Nobody wakes up in the morning and thinks, “I want to buy some insurance today.” Insurance is not a desirable product to buy. It means...
Understanding that grieving clients have complicated feelings toward money they receive
It is important to recognize that your clients may struggle to reconcile their feelings regarding the money they will receive after a death claim. Some, said David Kessler, a globally...
Why you should use the word “die” when talking with grieving clients
Stuart J. Birkel, CSA, has served 442 death claims in the last 25 years. One of the biggest insights Birkel learned took years to acquire (thanks to a seminar on...
3 tips for working with clients that take financial advisors to the top
Chance plays little role in the steadfast success of financial advisors. It’s about being of value to clients. Following is the advice that, for these multiple Top...
Clients will listen to everything you say when you give them these 3 simple things
If you understand what people want, and you can listen to what they’re saying, especially in first 30 seconds of meeting them, you’ll build trust. If you build trust, people...
Why being a fiduciary lowers your risk
William J. Heestand By William J. Heestand, CLU, AIF When I started out in the financial services profession 30 years ago, I was told by trainers it was a terrible idea to...
Working with low-net-worth millennials who may be averse to fees
To some clients, a small percentage change in fees will not make a huge difference. For millennial clients — many of whom are early in their careers and figuring out...
How to encourage different types of clients to make decisions
If you have earned MDRT membership, you are good at it. But getting prospects to make decisions in the face of uncertainty is a challenge that never goes away. It can...
The impact of ensuring your clients’ kids have powers of attorney
By James J. Silbernagel, LUTCF, CFP We had a client whose kid was going to school in Colorado and got in a car accident. The friend that was with him called...
10 reasons millennials want to work with you
By Aaron L. Hammer, LUTCF Millennials are going to continue to dominate the workplace. As they enter their peak earning years, it’s important that we’re able to communicate with them and...
This is why clients shouldn’t try to be amateur financial mechanics
By Theodore S. Rusinoff, CFP Sometimes a prospect’s lack of trust can delay the implementation or even identification of a plan. Often, the prospect broadcasts that lack of trust by acting...
