Leave your desk, and find your edge: Why you should attend conferences
Attending MDRT meetings is more than listening to speakers and seeing friends. While meetings and conferences take you away from the office for the short term, they...
Tag Archives: Bryce Sanders
9 ways to stay top of mind with clients
In a perfect world, whenever a client has a question or problem that involves money, you want to be the first call they make. How do you stay on their...
Mastering meaningful and productive follow-ups
“Let me think about it” is something we’ve all heard from clients. So, you follow up a week later with a phone call, and they’re still thinking. Every time you...
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...
How to let new prospects know you are legitimate
Scamming people is big business, and because we’re always on the lookout for scams, we change the way we interact with day-to-day communications. If you are fortunate enough to get...
7 ways to engage with clients over the holidays
How often do you engage with clients? In the wealth management side of the financial services profession, a financial advisor might have less than 100 clients. On the insurance side,...
5 reasons to stay in touch with people after conferences
You are a top financial advisor and attend MDRT meetings. Your company also holds conferences that you attend as well as other regional professional meetings. These are often...
Identifying a problem leads to getting the sale
Insurance is not an impulse purchase. It doesn’t go on clearance or get offered as a two-for-one sale. If a person cannot see the need, they are unlikely to buy....
7 ideas to push past career plateaus
When you qualify for MDRT, it earns recognition from your peers. Yet you may soon realize that qualifying is only the beginning. At MDRT, you meet financial advisors working at...
Moving clients from no to yes
Wouldn’t it be easier if prospects said, “Stop talking! You convinced me! Where do I sign?” Of course, this almost never happens. Sometimes clients say yes. Sometimes, it’s “Let me...
Overcoming the fear of asking friends for business
It can be easy to ask strangers for business in the sense that if they reject you, it’s not a problem. You will probably never see or speak to them...
4 reasons your friends don’t want to be your clients
In theory, you already talked to all of the people closest to you when you were building your business. If you have, in fact, had these conversations and wondered why some...
Give clients a reason to like you
You want to keep relationships on a professional level and be taken seriously by clients and prospects, especially if there is an age difference. Yet, by knowing something about your client’s...
7 ‘Thou shalt not’ referral commandments
Well-meaning friends and clients intend to help you by referring their acquaintances to you. However, even the best intentions on their end can result in problems for you. Better, then,...
10 ways to reassure clients when markets are volatile
When the stock market nosedives, people may become anxious as well as open to exploring more stable assets. With insurance, for example, you can use words like “guaranteed” and “lifetime...
