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...
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...
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...
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...
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...
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...
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,...
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...
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...
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...
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...
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...
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...
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...
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...
