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...
Tag Archives: client service
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,...
Unique ways to show clients your appreciation
Most of us want our clients to know we care about them, their families, their experience with us and their general happiness. In my firm, that experience begins the moment...
How to entertain clients and prospects
Time spent socially with prospects and clients is more than an enjoyable part of our profession. It can also help close the deal, strengthen the client relationship or encourage referrals....
Improving soft skills used during the sales process
Let’s assume your selling skills are top of the class and you excel at closing. Do you believe you have good manners though? Could a gap in manners cost you...
Our commitment to ethical practices must adapt to the new environment we’re in
The ways MDRT members conduct business have changed substantially around the world during the last two years. In our quest to provide client service during office building closures, social distancing...
3 secrets of success
These tips are based on what I’ve observed working with business owners for 25 years and the importance of clients looking for an experience in today’s economy, especially when the...
Figuring out how to respond to client complaints
When a client calls to complain and is really irate, you’re taken aback. It’s like, Now what do I do? Almost to a point where you start doubting yourself. And then you go back and review: “OK, this was done.” But at...
The critical illness conundrum: Explaining a challenging topic
Explaining critical illness insurance plans to our potential clients can be challenging. Policies can cover 36 to 60 different illnesses — each individually defined — and we can lose confidence...
Growing your client base is easy as ABC
How do you turn networking contacts, referrals and acquaintances into clients? The ABC system is an approach to engagement designed to do just that. Each component builds on the next: Acquiring adds...
The surprising benefit of bringing your child to an appointment
Joseph Spinelli III, CLU, LUTCF, doesn’t remember exactly how it happened. But the 11-year MDRT member from Tallahassee, Florida, USA, remembers the problem at hand: The babysitter canceled, his wife...
3 ways to be a better listener
Most of us think we’re good listeners, but are you sure of that? I’ve found there are three ways to amp up listening skills. When clients say they’re ‘fine’ When meeting a...
2 ways to show you care and stand out to clients
We want to build lasting relationships with clients and let them know we care about them as individuals and their long-term well-being. We do that through personalized care, reminding them...
What you really need to be successful
Financial advisors tell me that to be successful they need certain things they’re not getting. Usually, though, what they think they need is not what’s actually holding them back from...
