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...
Tag Archives: client commmunication
Staying calm under pressure: Mindfulness for tough talks
As a financial advisor, you’re constantly communicating with your clients. And while many conversations may be easy, there are plenty of difficult, yet necessary, discussions with clients about death, divorce,...
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...
Everyone is a somebody
A somebody means a person who has accomplished something, someone who is a success. Somebody means a person who is recognized and warmly greeted by others. Your clients, however, may...
Don’t lose trust in seconds with second-rate first impressions
Within seconds, a prospect decides whether or not they are interested in doing business with you. Make sure your first impressions, whether online or in person, attract clients instead of...
Are you standing in the way of connecting with clients?
Have you ever noticed that when you ramble, your subconscious encourages you to keep talking, which tortures your clients even more? Eventually, you will figure out what to say. Yet,...
Why retiring is about more than money
The difficult part of retirement for a lot of successful people isn’t about the money; it’s about the perceived loss of importance. It’s a blow to their ego. A lot...
Wealth is in our ideas
Whenever an MDRT member or MDRT meeting speaker offers ideas for others to use to make their lives and their businesses even a little better, they become part of the...
Prospect conversations: Better to buy two years early than two minutes late
A year ago, I was talking to Mr. Prospect and his wife, who is a foreign citizen, regarding the importance of health insurance. He felt, however, that health insurance was...
The meaning of ‘fine’
When talking with clients, you need to know when to ask more questions to understand how they’re truly doing in their lives. These deeper listening skills are how we build...
Generate introductions with client report cards
Like many financial advisors, we want clients who will show behaviors that make them easy to work for and help us serve them better. We also want those clients to...
Explaining to clients the cost of delaying insurance
Clients don’t know what we do and haven’t seen what we have. It’s understandable then that they may not always understand the cost of delaying insurance is about more than...
MDRT video favorites: Connect better with clients
Just as there are many types of clients, there are many ways financial advisors can work and communicate with their clients to build engagement. MDRT members from around the world...
Stop asking for referrals; instead, ask for introductions
In my 23 years of working with financial and insurance professionals, I’ve seen advisors ask without hesitation for $300,000-plus commitments from clients for large, single-premium insurance policies or to invest....
Clients act when they visualize their future
Through their imagination, clients can create a mental picture of their future vivid enough to prompt sound financial decisions today. Astute financial advisors guide this important mental journey. Creating a view...
