How to show clients you are both a professional and a person
Steven A. Plewes, CLU, ChFC, used to wear a suit and tie to all of his meetings with clients. He was friendly but always very business-like. Until he visited one...
Tag Archives: client service
The benefit of sharing your supposed limitations with clients
Douglas Anthony Chukwuka Eze did not go to college; he has a high school diploma from his native Nigeria. Shortly after coming to the United States, the five-year MDRT member from...
Why even those at the top of their game need insurance
Advisors know the importance of finding a niche for themselves and communicating the value of insurance to clients. For Ronnie Lee Kaymore, that involves focusing entirely on athletes and, often,...
4 effective communication strategies
Advisors know that communication is hugely important in a relationship business. These approaches have been successful for Top of the Table-qualifying members: Lapse letters If a client lapses a policy, I mail...
Embrace hardship and regulatory change with a positive attitude
By Gregory Warren Smith, CFP I have just told a client about difficulties I’ve been experiencing in my personal life. I was vulnerable and looking for comfort, maybe even pity. The...
Enhance the personal connection with your clients through your newsletter
By Matthew T. Hoesly, CFP, ChFC, presented at the 2017 Annual Meeting I can’t stand the saying, “Don’t take it personally; it’s just business.” Everything we do for our clients is...
Why you must take care of clients with urgency
By Sanjay Tolani, FLMI, MBA My best friend got married and had two beautiful kids. One day she called me and said, “Sanjay, my husband has no insurance. Please, can I...
Clients care about your skill, not your age
Michael DeVivo As a 24-year-old advisor, Michael DeVivo didn’t know if an older prospect with considerable wealth would take him seriously. So when the now-30-year-old, one-year MDRT member from Downers Grove,...
