Not all client concerns can be solved with an investment portfolio. Many of the fears clients carry involve family, relationships, health and personal security. Understanding these concerns can help advisors provide...
Trust is the foundation of relationships, and yet sometimes, without intending to, we can prevent trust from developing. Trust doesn’t happen through flashy presentations and gifts. Instead, it’s often built...
A high-net-worth (HNW) client is just like you and me, except that maybe they have a few more zeroes in their bank account. One thing I’ve found is that the HNW...
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....
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...
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...
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...
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 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...
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...
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...
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...
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...
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...
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...
