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...
Tag Archives: client service
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...
Get talked about and attract unsolicited referrals
Most financial advisors occasionally receive an unsolicited referral from a client or another professional. Any advisor would want to make that happen more often, yet it appears random. You didn’t...
Talk about your profession with the expertise of your hobby
People don’t buy what you say, said Van Mueller, LUTCF, they buy how you say it. A lot of that comes from conviction and confidence, and Mueller, a 35-year MDRT member...
Elder financial abuse: Are you free to discuss it?
In a situation where a client’s family member allegedly takes advantage of them, advisors might not necessarily be able to take action. Gregory B. Gagne, ChFC When a client’s son allegedly took...
3 questions you should ask your clients
Toward the beginning of his 2015 MDRT Annual Meeting ConneXion Zone presentation, Seth Groff of Assurity Life cited Voltaire’s quote about judging people by their questions, not their answers. If clients...
