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...
Tag Archives: client service
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...
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....
