Time to retire the word retirement?
What’s in a name? For those entering retirement, the names and language financial advisors use can mean a lot, according to the book “What Retirees Want: A Holistic View of...
Tag Archives: advising clients
My trick to making things simple for clients
I’ve always liked to make things simple using a conceptual connection with the client’s point of view. I would label that as conceptual selling. Using illustrations, word pictures, parables and...
Why life insurance is dignity planning
It was 1988. I was going door to door selling life insurance policies. A few months into the business, I had to deliver my first death claim check. The $10,000 check...
3 effective 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: Let’s do lunch “I invite clients who have referred me a...
Don’t overlook this crucial behavior when working with clients
There are so many things advisors can do to connect with clients. The most important tactic is a simple one, said William T. O’Donnell, MSFS, a Past MDRT President and...
10 responses to whole life insurance objections
You’re a successful insurance professional. The advantages of whole life over term insurance are obvious to you. Yet, that’s not always the case with prospects and clients. They comparison shop...
Two of the biggest fears for people in retirement
Talking about what keeps clients up at night — the top 5 fears — is critical for an early discussion. Fear No. 1 is outliving their money, and it is two-pronged....
How a client’s insurance needs change over time
Many people shop around for the best price on gasoline, yet they might not do the same for their insurance. They buy a homeowner’s policy at the same time they...
Demonstrate your value by redirecting clients to what’s controllable
When the world feels out of control, you help your client — and show your value as a financial advisor — by redirecting their focus from what can’t be controlled...
Body language red flags and tells
In body language, the more red flags (sometimes called “tells”) you are able to spot, the more conclusive the readings are. Here is a list of red flags that you...
5 things millennials wish financial advisors knew
Many in Gen Y have cut short or delayed their dreams due to financial hardships caused by the market crash of 2008 and now find themselves on the frontlines of...
Making the family your client
This is what I am hearing when I talk to my clients: “I don’t want my kids to fight over our money. I’m concerned that my money might lead to...
Don’t overlook communicating the big economic picture
I understand some people are anxious about their investments now, so I think it’s also important to help anxious clients understand the difference between “event-driven,” “cyclical” or “structural” recessions. What we’re...
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...
Holding clients accountable to ensure they fulfill their goals
We hold our clients accountable, and we hold ourselves accountable. I hold my clients accountable to the goals that they set out, and we truly, truly track them and hold...
