Working to make clients feel more comfortable
I was working with some clients where English was the second language. They were from Greece, and they’d moved to the U.K. not long ago. Although their command of the...
Tag Archives: advising clients
3 ways to close the sale
Prospects never breeze into your office and say, “Where do I sign?” As a financial advisor or insurance agent, you must do the work and close the sale. Are you...
Seeing family members as separate clients rather than one unit
You spend years developing a relationship with a client, and eventually they are going to pass away. If you have made sure that you’ve involved the next generation, the money...
Listen to close
More than colorful illustrations and complicated charts, sometimes the best way to help a prospect is to listen and be patient. In fact, I’ve closed cases by simply proactive listening....
Is your “About us” webpage pushing clients away?
In this internet age, before clients do business with you, they go online to find who you are, what your business is and why you might care about doing your...
11 attention-grabbing questions for clients
I learned from some of the late greats in our profession and MDRT, such as John Savage, Ben Feldman, and Sidney Friedman. In exchange for knowledge, they asked me to...
The memorable 3-minute inflation explanation
Inflation has devastating effects on our clients’ savings and investment accounts, and advisors must help them understand why it is a major factor behind our advice to allocate a portion...
Identifying the four stages of transition for widows
While the journey through grief and widowhood is unique to each widow, it will likely progress through four stages of transition. The following are the four stages and what you...
10 things to do if you don’t want to increase your income
I’ve given some thought about how not to grow a successful financial services practice or increase your income. I came up with these guidelines of what you do not want...
How I convinced my father that he needed more coverage
You’ve got to take care of your family first when you’re in the business. Looking at the situation with my own parents, I saw that my father didn’t really have...
What’s in your critical illness toolkit?
If you are a plumber, a financial plumber, and you are going on a job, you don’t arrive with a single monkey wrench expecting to fix everything with it. You...
Questions that grab a client’s attention
Sometimes the advice we give clients about what products they need to protect their income and family can be ignored if they aren’t yet ready to receive the information. By...
Questions that won’t trigger clients’ fight-or-flight state
Asking questions is key for financial advisors to identify critical information about their clients. It is important that quality questions are asked to promote a safe space for clients to share...
Creating loyal clients in an uncertain world
When people face a world that is too complex to understand and constantly changing in unexpected ways, they put up barriers of distrust and caution. This environment creates debilitating distress,...
Unexpected trends to look for in 2022
The pandemic has etched unexpected deep lines in the landscape of many people’s professional and personal lives. Financial advisors in the past few years have likely seen this in some of...
