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...
Tag Archives: client commmunication
MDRT ideas for connecting better with clients
Try these two ideas for building stronger connections with clients, which can lead to trust and referrals. Asking for ‘points of contact’ After every sale, rather than asking for referrals, I ask...
Don’t become obsolete: 3 things to know about connecting with younger clients
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...
Are you blocking client trust?
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...
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...
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...
