10 reasons why millennials want to be your client
Millennials will continue to dominate the workplace. As they enter their peak earning years, it’s important that we’re able to communicate with them and work with them. Here are 10 reasons...
Tag Archives: client strategies
Are you overlooking doubling your client base?
Everyone — male or female — needs a solid financial plan. I believe advisors can double their client base and production by focusing on working women. Too often, though, advisors...
The call I’ll never forget
Around November 2013, a client named Lew called now-13-year MDRT member Scott Sorrell, CLU, ChFC. He wanted to double-check his beneficiaries because he had a terminal illness and fewer than three months...
How client advisory boards lead to referrals and a better business
Do you know what your clients really think about you and how they interact with you? Would you ask them? These two MDRT members do by forming client advisory boards....
One of my most difficult conversations
Brian Greenberg, a six-year MDRT member from Scottsdale, Arizona, recounts a phone call that stuck with him. It was with a client who, despite being a paraplegic, had been denied...
How to price it right
In our brains, numbers are more than plain facts. As the following two ideas demonstrate, psychology and physiology play roles in how we perceive numbers and a consumer’s decision to...
Keeping clients in their home
About two years ago, Elli Schochet, CFP, a now-20-year MDRT member based in Toronto, Ontario, Canada, spoke with a friend’s mother-in-law, whose husband had gone from being a brilliant accountant...
8 unusual places to find high-net-worth clients
The brain of an MDRT member has two sides. The agent side of your brain wants to find businesses or people with a need for insurance. The advisor side of...
4 mentalities to avoid as an advisor
One of the biggest ways MDRT members achieve the success they do is by respecting and valuing client needs. Simon Olive, BSc(Hons), a senior management consultant for AXA Distribution Services,...
3 ways to keep clients happy
As an advisor, it’s important not just to prospect but to maintain an existing client base. W.W. “Buzz” Hankinson, CLU, CFP, a 46-year MDRT member with 25 Court of the Table...
Maximize your performance as an advisor with these 6 “Ps”
Everyone has a strategy for enhancing professional capabilities. For Bruce Etherington, CLU, CH.F.C., a 50-year MDRT member with 43 Top of the Table qualifications, his success comes down to a...
‘Turning financial dreams into financial realities’
Advisors have so many stories of assisting clients through difficult times. W. Luther Pierce IV, CLU, a 36-year MDRT member from Greensboro, North Carolina, recalls helping Bill, a successful executive...
How to open clients’ eyes to retirement planning
Sometimes in the Philippines when I talk to someone about preparing for the future they’ll say, “Oh, it’s all right. I’m OK. I don’t need to plan for retirement because...
6 ways to be referable
In an ideal world, advisors would constantly generate new clients thanks to other people singing their praises. Of course, that doesn’t always happen. Kevin J. Murphey, M.Ed, RFC, of Hixson, Tennessee,...
How putting clients at ease is the difference between a client working with you or not
It’s understandable when a prospective client has questions about how the relationship with you as their financial advisor would work. Their questions are not standing in the way of you...
