Help clients get real about savings
I find that so many of my clients, regardless of income, have no idea how much money they are saving. Early in my career, this created quite the challenge in developing...
Tag Archives: client communications
Overcome client decision paralysis: Make complex financial topics simple
If you’re giving clients and prospects too many choices, they may freeze and not make any decisions because they don’t understand the differences in the choices. They then may pick...
Questions you should be asking every client
Ted Rusinoff, a 17-year MDRT member from Stow, Ohio, USA, can distill client meetings into three critical questions that will yield long-term results for both clients and advisors. He shared...
Why you may not be communicating well with HNW clients
Do top financial advisors have better technology, products or services than average advisors? Likely, they don’t. The key fundamental difference for successful financial advisors is offering emotionally compelling advice to...
Why prospective clients don’t care about what you offer
You’re missing connecting with prospective — and even existing — clients if your marketing messages are only about how you do something better, faster or cheaper. Instead, communicate like some of...
Top 5 MDRT videos from 2022
Videos about ideas for better client communications topped the list for viewers of MDRT’s YouTube channel for videos posted in 2022. The ideas shared in these videos...
Graduation day: A closing script
The better you understand the culture your clients come from, the more you can help them. For example, Asian clients expect courtesy and respect, but they also appreciate when we...
A love letter: A closing script to use in Asia
While working as an insurance agent in Indonesia, I discovered that many clients agreed to life insurance policies not because of intricate financial numbers but because of their emotions during...
Clients feel validated when you amp up your active listening skills
Active listening is the art of fully engaging while listening to another person talk. It’s a skill that helps clients feel validated and ensures you fully understand the situation being...
Top 4 MDRT YouTube videos of 2020
MDRT members cherish those favorite tips and ideas that worked for them in their careers. MDRT’s YouTube channel has a collection of those ideas from around...
How are clients reacting to the pandemic?
MDRT members from around the world shared a few of their clients’ reactions to the pandemic. Aware of their mortality “People are more aware of their mortality and how fragile life is....
Creating a better version of yourself and your business
In the midst of the current pandemic, many companies are facing great challenges in supporting their employees, who now are mostly working from home (WFH) to adhere to government recommendations....
How a crisis plan keeps a business running from home
It’s one thing to plan for a work crisis on paper, but then it actually happens. And it happens quickly. John R. Benton Jr., ChFC, CLTC, a 16-year MDRT member,...
Grit: Turning no clients into yes clients
In some areas, the pool of high-net-worth clients appears limited. As a result, competing financial advisors call on the same business owners and other white-collar professionals. Many of those prospective...
Money follows when you align your business with your beliefs
Offering a watered-down version of yourself instead of letting potential clients know your values upfront is a disservice to yourself and a missed opportunity to align with your clients. Furthermore, attempting...
