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...
Tag Archives: advising clients
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...
Using A.D.A.P.T. to confront changes in the face of crisis
For me, the hardest thing to consider is that this is the new normal, there is no way out and we just have to deal with it. Now let me...
The long-term benefit of distinguishing active businesses from inactive businesses
I personally think there are two kinds of businesses: one that is active right now, the other that is not active right now. So I have made a list of...
Connecting current challenges to the importance of planning and protecting
I’m not in property and casualty, but I thought about how many businesses out there had business interruption insurance. Because it’s often talked about, but it’s kind of like that...
Using the current climate to refine the distribution of clients’ assets
I think the current situation really puts a fine point on what clients’ mix was going into this. If they were a little hot into the investment side, which a...
Don’t get left behind in the digital transformation
Things are difficult now as many financial advisors and their clients experience a reduction in income. Yet we must not lose sight that we can prepare professionally and personally for...
Using email to reassure clients in uncertain times
These last couple of weeks have obviously been new for all of us, but I successfully did something in late March that I’m already seeing benefits of. We’ve all gotten...
Finding new ways to give clients what they want
Simon D. Lister, Dip PFS, doesn’t usually do webinars. And, technically, he still doesn’t. The 13-year MDRT member from Wymondham, England, has shifted away from his usual in-person seminars to large...
How to be there when you can’t be there
You may have a team at work. Maybe it’s you and a couple of others. Perhaps you manage the entire office. Either way, you have a certain work flow and...
