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...
Tag Archives: client strategies
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,...
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...
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...
How to help business owners protect their income
U.K. figures show that life and critical illness cover for business owners has been largely ignored. But, if a business is doing well, they need insurance to protect profits. Not...
3 tips to increase your powers of persuasion
You have the best ideas for your clients — now if you could only persuade them to follow your advice! Consider these three tips to be more successful in the...
Gaining client trust so they will be honest about their challenges
I met with a prospect and had my own assumptions about how things were going with him. But it took probably a good year for us to develop trust in...
What to do when you don’t like your top clients
Sometimes, as financial advisors, we confuse top clients with ideal clients. There are important differences between the two, however. For me, ideal clients make going to work on a Monday...
