Creating more client opportunities with a 20-minute fact-finder
You create more opportunities to assist your clients when you better understand them. A thorough fact-finder sets the tone for the work you do with clients, and it can assist...
Tag Archives: client strategies
Why the way you’re asking questions could be wrong
Get better results with these tips from three financial advisors about the right way to ask questions. If you want a positive result from a client, ask the question in a...
Career-changing ideas
During your career, you encounter a few ideas that change your perspective on your career and push you to the next level. Two longtime MDRT members talked about some of...
How do you stay in business when people buy financial products online?
Throughout the world, people can bypass a financial advisor and go online to buy life insurance. In some Asian countries, this reality seems particularly alarming since the life insurance market...
How wine tasting and clubs can get you into high-net-worth circles
You are a financial advisor in the United States, an insurance agent in Asia or an estate planner in Canada. You want new clients, ideally within the high-net-worth community. You...
Don’t forget to prospect close to home
When I joined this profession, I was told to prepare a list of names to contact as prospects, and my friends and family should be on the list. I was...
Stand out from other advisors by preparing clients to retire
There are myriad ways to prepare clients for a fulfilling retirement. Clients accumulate assets for many years in the hope of retiring and living comfortably, but that’s only part of...
Quit selling to reach Top of the Table
I quit selling when I realized that being an insurance agent and financial advisor is a profession of results. It doesn’t matter how many phone calls you make or how...
How what you wear increases client connections
Ensuring a client’s comfort level when they’re with you means far more than offering them a beverage or asking about their family. Those things should be done automatically as a...
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...
5 ideas for a more productive year
Don’t wait to evaluate your performance. Instead, start early in the year to think about how you can improve in the upcoming months to create a successful year. Here are...
An essential skill for successful sales results
Most financial advisors have no problem preparing for a routine prospect presentation. They do their homework, find the right avenue to connect with the prospect and make the pitch. But...
Creating loyal clients in an uncertain world
When people face a world that is too complex to understand and constantly changing in unexpected ways, they put up barriers of distrust and caution. This environment creates debilitating distress,...
7 unconventional ways to land new clients
Finding new clients is a constant challenge. With changing COVID guidelines, it can be tricky to meet new people at all, let alone in person. Here are a few ideas...
Secrets for achieving high performance amid disruptions
While change has always been a constant in the financial services profession, the sudden pivot required in the early months of 2020 at the start of the COVID-19 pandemic tested...
