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...
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...
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...
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...
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...
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...
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...
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...
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...
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,...
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...
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...
Not every prospect becomes your client right away. Does that mean you should forget that person? For me, the answer is no. I’m a financial advisor for the long term...
In the last five years, I’ve created a business that gets more referrals, is more profitable, and where clients are happier because we have a community and a sense of...
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...
