‘When it’s about people buying things, I don’t say a word’
All financial advisors have their own sales strategies. For Jake S. Ng, ChFC, CLU, a former MDRT member, the operative word is … no words. “I feel like I don’t do...
Tag Archives: client service
8 questions to help you get to know clients
Knowing what to ask when a new client comes into your office is the first step toward meeting their financial needs and developing a long-term relationship. But asking the right...
What you should have in your waiting area instead of magazines
Picture having to numb your mouth and stomach with chemicals, take a pain medication more addictive than heroin and put a syringe into a tube stretching to the back of...
The ‘killer question’ that unlocks great service
I have something I call a killer question, which is both really simple and very effective. When we get to the point where a client and I agree we’re going to...
Earn trust through accountability after a mistake
No matter how much any of us try to forget it, we are all human, and we all make mistakes. For advisors, how these mistakes are handled can be the...
3 effective sales ideas
Even the most successful advisors appreciate the value of a good sales idea. These are a few favorites from MDRT members: Kick into high-gear I like to compare financial plans to soccer...
Would a doctor diagnose from behind a curtain?
Many clients understand the importance of sharing information with advisors. Occasionally, though, some don’t. What should you say to these people? When one client refused to show financial statements to Ozer...
Next-level client care: How connecting holistically with clients builds trust
Significant life experiences — such as the death of a loved one, marriage, divorce and the birth of a child — impact your clients’ lives and finances. Financial advisors often...
Do high-value clients do business with businesses they dislike?
We have all heard the sayings, “You get what you pay for” and “Free advice is worth what you paid for it.” My guess is your clients wouldn’t keep shopping...
When clients don’t understand your value
Fifteen years ago, a client and I were cycling when he introduced me to one of his friends. He said, “Hi, this is Al Quennec.” The friend said, “Who is...
What stories are your clients telling about you?
If you want more business from existing clients and lots of introductions to new clients, get your best clients to tell stories about their “magical” experience working with you. You don’t...
Financial planning is about more than numbers
Visitors to our office walk in and see a chalkboard with client photos representing their bucket list accomplishments. This is our bucket list board, and we have a different theme...
Create a multi-line practice to maximize business and bonds
If you’re not offering clients a full suite of service, you’re probably leaving business on the table, said Saad Anthony Baksh, BSc, a 16-year member from Marabella, Trinidad and Tobago,...
Connect clients to the value of their policy by snapping a photo
When your client is signing their application form, quickly take a photo of them. Have it printed and attach it to their policy. Include this note: “Today, [today’s date], I...
3 strategies for working with millennials
The “me” generation, self-absorbed, high-maintenance. These stereotypes are often used to describe millennials, said Aaron L. Hammer, LUTCF, in his presentation at the 2017 Annual Meeting. But there are also...
