Treating your clients to surprisingly good food and drinks
By Beth Lachance Hesson, CLU, CFP In our office, we have a high-end cappuccino/espresso coffeemaker. My son makes wonderful coffee with the little designs on the top, and it really makes...
Tag Archives: client service
How ladies’ nights lead to referrals
By Michelle L. Bender, CFP Michelle Bender (second from the right in a blue dress) at a murder-mystery party Referrals are important to my business. About 95 percent of my new clients...
The complexities faced by sandwich generation clients
The term “sandwich generation” sounds cute and benign, as if you are resting comfortably between parents who are sturdy on their own and kids who gently need you, with everyone...
Engage clients’ senses
Think of a significant event from your childhood. Chances are, you can remember smells, sounds, tastes, temperature or texture from your experience. When an experience engages your senses, Bryon Holz,...
How to protect your client’s future
By Subhas V. Nathan Subhas V. Nathan Nobody wakes up in the morning and thinks, “I want to buy some insurance today.” Insurance is not a desirable product to buy. It means...
Understanding that grieving clients have complicated feelings toward money they receive
It is important to recognize that your clients may struggle to reconcile their feelings regarding the money they will receive after a death claim. Some, said David Kessler, a globally...
What I learned from buying two businesses
By Michelle L. Bender, CFP Michelle Bender To be honest, marketing is not my strong suit. So when it comes to increasing the size of my business and growing my client base,...
Why you should use the word “die” when talking with grieving clients
Stuart J. Birkel, CSA, has served 442 death claims in the last 25 years. One of the biggest insights Birkel learned took years to acquire (thanks to a seminar on...
When not asking impacts a referral, a friendship and a future
It is hard to ask for more than a great client who is a strong believer in both you and the benefits provided by the work you do. However, Shannon Thompson,...
Sending “face cards” to confirm meetings, not just follow up
When Tony Goebel, LUTCF, entered the financial services profession, he was excited every time he convinced someone to sit down with him. Then many would cancel their appointments the day before the...
Why you may want to give uncooperative referrals a second chance
The first time Danielle J. Genier, CFP, CLU, met with Madison, a recent college graduate and daughter of clients Genier had known for many years, it did not go well. Still...
Embracing vulnerability when your biggest sale turns embarrassing
You’re on the verge of selling an enormous policy for the CFO of a massive, international company. You’ve established a relationship with the client. You’re excited for him to at...
Clients will listen to everything you say when you give them these 3 simple things
If you understand what people want, and you can listen to what they’re saying, especially in first 30 seconds of meeting them, you’ll build trust. If you build trust, people...
Why being a fiduciary lowers your risk
William J. Heestand By William J. Heestand, CLU, AIF When I started out in the financial services profession 30 years ago, I was told by trainers it was a terrible idea to...
Nominate your clients for awards and reap your own benefits
You know when your clients’ businesses are thriving. Do you do everything you can do to help others know that? Daniel O’Connell, MBA, a 10-year MDRT member from Addison, Texas, works...
