Beat the odds: Don’t get fired by widows
You risk losing recently widowed women as clients, as 70% of widows fire the couple’s advisor after their spouse dies. This impacts many of your clients who are couples since...
Tag Archives: client communication
Building rapport remotely
There’s a reason no one prefers to have a long-distance relationship. The feeling of being in the same room as someone is much different than being separated by a phone...
The ‘password’ to turn more referrals into meetings
When I first started as a financial advisor, my agency gave me a standard script to use for making appointments with prospects. I soon realized that most of the people...
A strategy for reaching Court of the Table
For me, achieving MDRT’s Court of the Table qualification was a combination of many things, and I found there was an order to how those were done. Since...
Monitor quality to improve your productivity
What metrics do you use to gauge your performance? Do you count how many people you met? How many cases you closed? How much revenue you generated or how many...
What can cost you clients
People love the word “smart.” We have smart water, smart cars and smart phones, for example. We also tell clients that we want to be smart with their money, and we...
5 questions to qualify your prospect
Not everyone can be turned from a suspect to a prospect, and that’s fine. It’s important to find out, though, early in the process. There are five facts you need...
How to keep Zoom calls interesting
Perhaps you can relate to my problem: Once the lockdown started, my wife and I began hosting weekly Zoom calls with friends near and far. We still have Zoom calls...
How to position an unlimited demand for insurance
Everyone in the world is waiting to get the COVID-19 vaccine. It’s a product with unlimited demand. You know what happens next: Companies will increase production to satisfy demand. You might...
11 reasons clients can feel good about getting older
Clients may sound depressed, especially during bad weather and a pandemic. Because of that, they may complain about politics, interest rates, increased utility bills or their health. Many of these...
Discussing investing around holidays celebrating loved ones
Love. Most cultures have a day to celebrate it. It’s that special bond people feel for each other, which includes a desire to protect the ones you love. Since you...
A shocking statistic that motivates clients to take action
When I go and see someone to sell insurance, what answer will I get when I ask them, “Do you have life insurance?” The majority of the time they say,...