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...
Tag Archives: client service
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...
How to discuss disability policy ratings with clients
There are always plenty of variables when it comes to insurance, and disability policies are no exception. Ratings, in particular, can add complexity. Without experience, explaining the complicated nature of...
Scenarios when advisors should be aware of possible elder financial abuse
It is generally easy to tell when something criminal is taking place or when someone is taking advantage of an individual who is mentally impaired, said Dr. Bennett Blum, a...
Help your clients not just consider their goals but jump toward them
Your clients may know what they want to achieve, but how strongly do they go after it? In his 2012 Top of the Table presentation “Life’s lessons lead to life’s questions,”...
Why clients don’t do more business with you
Have you ever heard a client say, “I never knew you did that! You never told me!” I have. Years ago, when I was a financial advisor at my former...
Break a slump by establishing momentum
At some point in their careers, advisors hit a slump. So how do you get out of this rut? An MDRT member shares what he did to rebound. Steven Yam Seng...
Why prospects change their minds
At the end of a two-hour fact-finding meeting, financial advisor Marianne told her seemingly enthusiastic prospects that she would research a few things and then create a plan for them....
Boost client service and your success
Success as a financial advisor is not accidental. There are deliberate steps taken to increase productivity and efficiency. Try these three ideas when working with clients to take you to...
Listen to close
More than colorful illustrations and complicated charts, sometimes the best way to help a prospect is to listen and be patient. In fact, I’ve closed cases by simply proactive listening....
How to create a phenomenal competitive advantage
These days, the only way to truly differentiate yourself is by focusing on the client experience. When you engage with your clients in a way that makes relationships easier and...
Recognizing when high-net-worth clients are charitably inclined
When we think about gifts for clients, we notice there is a tendency toward repetition: “Hey, this is exactly what their dentist is doing for them.” We have been on...
3 steps to overcome your plateau and boost your productivity
It happens to us all. You’ve worked very hard for a long time, and you’ve made outstanding progress. All of a sudden, though, putting in more effort doesn’t mean more...
Ideas to attract referrals and improve your marketing
Try these ideas from MDRT members around the world to find more clients and build relationships. Reciprocating referrals I mainly work on estate planning for high-net-worth clients. To get to know them,...
