Financial planning beliefs that could hold advisors back
If as a financial advisor you’re not growing as fast as you would like, examine your convictions. A lack of clarity, both for yourself and how you articulate it to...
Tag Archives: client communication
How to make sales easier
When I ask financial advisors or insurance agents what their biggest challenge is, the first answers are usually “not getting in front of enough qualified prospects,” “not managing my time...
Remove barriers with clients by being a communicator
Despite our best intentions as financial advisors, sometimes we get in our own way with clients. To remove obstacles between yourself and clients, think of yourself as a paid communicator...
Favorite MDRT videos: Learn from the best
Supercharge your ability and speed to reach your goals by learning from others who have traveled kindred roads. Like you, they experienced similar detours and familiar barriers working with prospects...
Clear advice makes sales easier
The primary role model for me was MDRT member John F. Savage, CLU, of Toledo, Ohio, USA. Savage, who is now deceased, was a superb teacher by nature, and I...
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...
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...
