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...
Tag Archives: client strategies
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...
Find prospects without cold calling
With prospects answering the phone less and less often, advisors can always use opportunities to engage with people in person. Consider this approach: Arrange small business breakfasts for eight people...
Give mindfully to improve relationships
We all like to be appreciated, of course. We feel the love more, though, when we feel seen for who we uniquely are. For example, inviting a client to a decadent...
Attract clients with an irresistible online bio
Do you ever think about how you present yourself to other people? Do you wonder if you are saying the right things? The way you tell your story makes all the...
3 quick ideas to network and prospect
Try one of these ideas about how to network like a pro, get referrals and close the deal on life insurance. Center of attention When you’re part of a circle of people,...
How to find the clients you want
There are three ways to grow your business: Increase your average case size Increase the number of cases Do a combination of both How well this works depends on how well you...
Find tax savings when clients make charitable contributions
By William M. Upson, CLU, ChFC As a professional who preserves my clients’ wealth, I do all I can to ensure that my clients receive the best possible tax benefits from...
Tax planning differentiates you from other advisors
If you’re not helping clients plan what they pay in future taxes, eventually “your clients will find someone else who will,” said six-year MDRT member Kasey Massatti in her 2018...
Seek the uncomfortable zone to overcome barriers
By Howard E. Sharfman People in our profession are insecure. We may seem confident and in control to the rest of the world, but we worry a lot — about our...
Why clients pay fees and wait months to see this advisor
What started as a problem for three-year MDRT member Leanne Barbara Bull, CFP, Dip FP, eventually led to why she has a long waiting list of referrals she didn’t ask...
Fill an overlooked income gap with critical illness insurance
Financial advisors have a fiduciary responsibility to work in their clients’ best interest and document everything. It also keeps advisors in good standing with regulators. “Don’t chase a policy count,” said...
What’s standing between you and success?
By Karl Hartey Getting started as a financial advisor isn’t easy. We’ve all struggled. You can go beyond that, however, if you’re determined, apply direction to your career, and focus on...
