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....
Tag Archives: client communication
3 ideas to shift your mindset
Try these three ideas from MDRT members to expand your mindset as well as connect better with prospects and clients. 10x with less work Growing 10x does not mean doing more but...
The power of planning: A design for success
When I started in the financial services profession, I often struggled and failed. Out of every 10 clients I approached, only one would show interest. I was nervous whenever I...
Influencing how people discuss you professionally
You know a lot of people, and they all talk to other people. You might be able to assist some of them if you were their financial advisor. Will they...
3 powerful approaches for connecting with clients
Try one of these tips from MDRT members about communicating and connecting with clients. Save time with templates and dictation We saved a lot of time, and possibly the wage of one...
When clients don’t understand legacy planning
When clients don’t understand what you can offer them and object, they’re not saying no to you. Instead, they’re reacting to their biases. As a financial advisor, you can ask...
Transform client relationships by asking better questions
When you sell, it implies that the client’s main interest is you. It’s not. What clients want are solutions to help them achieve what they want out of life. They...
Sharing MDRT with clients
Your clients probably are familiar with badges of quality like the J.D. Power rankings for products and services or the Good Housekeeping Seal of Approval for household goods, but do...
Insurance protection: Talking tragedy vs. dreams
How far should an advisor go to persuade clients to take planning seriously? Darren W. Ulmer, CLP, CLU, had a client who was dithering on writing a will. Knowing that years...
Fast content creation: AI’s benefits and limits
OpenAI’s ChatGPT debuted in November 2022 and quickly hit 100 million users, becoming the fastest-growing application in internet history, according to the International Monetary Fund. “It’s important for everybody to understand...
What stops client complaints from escalating
You hope you never get them, but misunderstandings and client complaints can happen. There’s an important business process, though, that can stop them from escalating into ethics complaints. About 95% of...
6 ways to improve your listening skills
Besides being financial advisors, we’re also someone else’s client, customer or patient. When you think of those relationships, do you feel like a valued client or just another number? Your answer...
MDRT ideas: Master connecting with prospects
How you communicate with prospects can make a difference in whether or not they become your clients. Try these ideas from MDRT members from around the world to better connect. Your...
Defining “we treat you like family” for clients
Doesn’t everyone want to be treated like family? As an insurance agent or financial advisor, you likely position yourself as a resource within your extended family. What does it mean...
The premium is the solution
Clients and financial advisors have different perspectives. Even if a product is fantastic, a prospect won’t buy it if they don’t realize they even have a problem. As financial advisors,...
