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,...
Tag Archives: client strategies
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...
1 reason why wealthy prospects won’t do business and 5 reasons why they will
While as a financial advisor you may want high-net-worth (HNW) clients, do you know why these desirable prospects would choose to work with you? And do you know one main...
Step into your authenticity to find clients you love working with
Some clients will be easier and more enjoyable to work with than others simply because they’re a better fit for who you genuinely are. When you find those clients, you...
When good clients get bad ideas
Clients want to make money and some seem to want the easy route for that. It’s like the weight loss program with no dieting or exercise. If a client comes...
Discussing investing around holidays celebrating loved ones
Love. Most cultures have a day to celebrate it. It’s that special bond people feel for each other, which includes a desire to protect the ones you love. Since you...
Sell the plan, not the product
It’s time to go beyond transactional advice to strategic advice. It’s not about the products. Those are only tools to ensure foundations are strong. For instance, superannuation, similar to a 401(k)...
5 strategies to finish the year strong
You want to finish the year strong. After all, you may have numbers to hit — for instance, qualifying for MDRT! Clients also want to finish the year...
Become a go-to advisor with webinars
Early this year, when the world was changing quickly for all of us, we debuted a weekly webinar series that assisted our business-owner clients in their time of need and...
Drive growth in business through powerful processes
The pandemic deeply impressed upon me the power of process in driving growth, working with clients, marketing my business and even in working from home. I was using a process I...
Growing my practice by 40% in challenging times
The pandemic, while undeniably challenging and terrifying, has been a period of incredible personal and professional growth for me. It has required a commitment to innovation and adjustments. My biggest...
