Why prospects change their minds
At the end of a two-hour fact-finding meeting, financial advisor Marianne told her seemingly enthusiastic prospects that she would research a few things and then create a plan for them....
Tag Archives: communication techniques
5 favorite books in 2022
Books are a source of fresh ideas that spark growth in my career as a financial advisor. And that growth happens at a deeper level when I discuss the business...
Use metaphors to help people understand income replacement products
It can be difficult for clients to think about the possibility that an illness or injury could prevent them from working and what that would mean for their income. Even...
Subconscious selling can help advisors get inside the client’s head
When you want to influence people, especially using neuro-selling techniques, ask yourself what worry are you easing, what pleasing experience are you providing and how you can save them some...
How pursuing continuing education leads to more business
Financial advisors might consider continuing education requirements a necessary evil of the profession that interrupts a busy schedule. Yet, CE requirements also can be viewed as a tool that leads...
How to get referrals without asking
One of the many challenges of being a financial advisor is getting referred leads. More often than not, we get nothing if we ask for names point-blank. So, how do...
Sharpen your persuasive edge with 3 simple storytelling tools
The ability to communicate and get your ideas across persuasively is one of the single greatest skills for a competitive advantage. While as a financial advisor you have valuable information...
2 ideas for taking the pressure off of clients
When a client or prospect feels pressured, they can often back away from the assistance you’re offering. Try these two favorite ideas from MDRT members for helping clients see the...
What common presentation mistakes lose clients?
For some financial advisors, pitching to a prospect is like a fashion show. They put on a splashy presentation about how many clients and credentials they have, and make it...
What’s your true value to clients?
What is the value you provide, and what differentiates you from another advisor? Is it your time and success in your career? Is it the company you are with? Or...
3 ways to be a better listener
Most of us think we’re good listeners, but are you sure of that? I’ve found there are three ways to amp up listening skills. When clients say they’re ‘fine’ When meeting a...
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...
Delegators vs. DIYers: Which one gets you to Top of the Table?
Figuring out the difference between a financial delegator and a do-it-yourselfer (DIYer) can tremendously impact your income as a financial advisor. For me, the more I work with financial delegators,...
Be the advisor who gives people a chance rather than judging by their clothes
Early in my career, I had a couple of clients who used to come into one of the offices I worked for. Their clothes looked like they could have come...
Build better relationships through better questions and a different mindset
You can deepen relationships with your clients, gain more clients and ultimately increase your bottom line — all without spending a dime or working more hours — if you’re willing...