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...
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,...
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...
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...
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...
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...
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...
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...
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...
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....
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...
Being a multigenerational financial advisor has multiple advantages for advisors and their clients. For the financial advisor, you become the go-to person for clients and their families. You’re like their human...
As financial advisors and life insurance agents, we love helping our clients. Yet, if our clients are put off by some of the phrases or terminology we use, then it...
Whether prospects say it or not, there are virtues they’re looking for in financial advisors to be able to trust them and then build a long-lasting relationship. Here are seven...
We sell an intangible asset that is nothing more than a promise to pay a particular amount at a specific point in time. We must convince our clients of the...
