Turning a cancellation into a lifesaving moment
When a client calls to cancel, many financial advisors either ask what’s changed or restate the policy’s value. Often, though, the decision is already made. Next time you get one of...
Tag Archives: Annual Meeting
Discover the true keys to high-net-worth clients
What has brought me to MDRT is not just a dream. It’s about a few keys to success that I follow. The first key is discipline. Discipline I set rules for myself...
5 levels of client satisfaction that grow your business
Loyalty-driven marketing doesn’t just strengthen relationships — it grows your market. To do this, I segment clients into five levels of engagement and communication. These are Fundamental value Expected value Desired value Unexpected value Empathetic...
11 ways to prepare for attending a conference
Being a financial advisor can be lonely. Professional conferences can be a bright spot on the horizon. Companies set up regional and national conferences. There are other professional conferences as...
The strategy of consistently growing your business by 30%
I wanted to grow my business by 30% by working smarter but not necessarily harder. To accomplish this, I focused on: Detaching my business decisions from my emotions Assessing my business in each...
Growing your business by knowing what to give up
There were many lessons I learned building a financial services business that brings in $30 million in annual revenue. I also learned that if I can do it, so can...
5 ways MDRT Annual Meeting attendance demonstrates your value as a financial advisor
While you’re attending the MDRT Annual Meeting or other conferences, your clients might think you are away on a paid holiday — or they could see it...
When clients don’t understand your value
Fifteen years ago, a client and I were cycling when he introduced me to one of his friends. He said, “Hi, this is Al Quennec.” The friend said, “Who is...
Language matters: Increase client retention and income
During the 20 years of being a financial advisor, my agency has gone through a lot of transitions. And I’ve been asked a few times, “At what point did your...
How a block of wood can help you prospect
Needless to say, it is difficult to reach Top of the Table-level production if you have no clients. Even if you have plenty, of course, it never hurts to learn...
Increase happiness: Think bigger with goal setting
When we first joined this career as a financial advisor, I believe many of us were taught about the importance of starting the year well by setting business-related goals. Eventually, I...
Success by going back to the basics
In my fifth year in this profession, I was lost and worried. I was working like a horse day and night and made it to the top 20% of my...
Client growth through social media
We are living in a time of immense change and global growth. Social media and technology are part of the change. These can help you acquire clients if you’re aware...
Magnificent mind at any age
When you change your brain, you change your life. Fortunately, your behavior can help your brain function even better. When your brain works right, you work right. When your brain is...
Stand out from other advisors by preparing clients to retire
There are myriad ways to prepare clients for a fulfilling retirement. Clients accumulate assets for many years in the hope of retiring and living comfortably, but that’s only part of...
