If your prospects or clients are more than 10 years younger than you, there could be a communication disconnect. Society underwent significant cultural and technological changes between the tail end of...
Trust needs to be at the forefront to build long-lasting client relationships. For me, this begins with making my clients part of their own decision-making processes, so that they participate in...
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...
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,...
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...
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...
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...
