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...
Tag Archives: client strategies
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...
Supercharge your marketing and have fun
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...
Create a better business by finding your true connection to clients
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...
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...
Why you shouldn’t aim to close with a prospect
What’s one of the first questions our manager asks us when we return from a meeting with a prospect or client? It’s “Did you close the deal?” I began to wonder,...
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...
Supporting grieving clients
Early in her career, Shizuko Ozaki, an MDRT member since 2003 from Tokyo, Japan, had a client who thought of her as a daughter. When the client cancer and was hospitalized,...
Financial advising: It isn’t about talking or persuading
It’s a myth that financial advising is about talking, presenting and persuading. Sometimes we simply talk too much or say the wrong things. Anxious advisors can use an avalanche of words...
How to multiply your income as a financial advisor
When I attended my first MDRT Annual Meeting 26 years ago, I had barely qualified for MDRT, and I was overwhelmed by the meeting. I was surrounded by the giants...
How to get qualified prospects through an online brand
When I joined the financial services profession in 2011, the biggest challenge I faced was how to succeed with a limited marketing budget in the face of overwhelming competition. I...