How to wrap up the client’s first meeting and rise above the competition
You’ve had a successful first meeting with a client. Information has been shared, and a rapport has been established. All you need to do is wrap things up in the...
Tag Archives: communication techniques
What are the best subject lines to get your emails opened?
You could put maximum effort into an email, but it’s all for naught if the recipient doesn’t open it. In his 2015 Annual Meeting presentation, “New research — communicating in a...
3 tips to the Top of the Table
Every MDRT member who makes it to the Top of the Table has thoughts on what brought them there. In his 2016 Annual Meeting presentation “Ten Tips to the Top …...
8 questions to help you get to know clients
Knowing what to ask when a new client comes into your office is the first step toward meeting their financial needs and developing a long-term relationship. But asking the right...
What you should have in your waiting area instead of magazines
Picture having to numb your mouth and stomach with chemicals, take a pain medication more addictive than heroin and put a syringe into a tube stretching to the back of...
Earn trust through accountability after a mistake
No matter how much any of us try to forget it, we are all human, and we all make mistakes. For advisors, how these mistakes are handled can be the...
3 effective sales ideas
Even the most successful advisors appreciate the value of a good sales idea. These are a few favorites from MDRT members: Kick into high-gear I like to compare financial plans to soccer...
Are you losing potential clients when they ask what you do for a living?
Clarity. There is perhaps no other messaging priority for financial advisors than providing clarity to your clients and prospective clients. For many financial advisors, the explanation of what they do for...
Would a doctor diagnose from behind a curtain?
Many clients understand the importance of sharing information with advisors. Occasionally, though, some don’t. What should you say to these people? When one client refused to show financial statements to Ozer...
How to talk to 100 people at once
Let’s say 100 people call you at the same time. How many of them can you speak to at once? Obviously, only one. That’s why Donald P. Speakman, MSFS, a past...
5 favorite sales ideas
Even the most successful advisors appreciate the value of a good sales idea. These are a few favorites from MDRT members: Prospecting tips Prospecting is a numbers game. The most important numbers...
Create a multi-line practice to maximize business and bonds
If you’re not offering clients a full suite of service, you’re probably leaving business on the table, said Saad Anthony Baksh, BSc, a 16-year member from Marabella, Trinidad and Tobago,...
3 strategies for working with millennials
The “me” generation, self-absorbed, high-maintenance. These stereotypes are often used to describe millennials, said Aaron L. Hammer, LUTCF, in his presentation at the 2017 Annual Meeting. But there are also...
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....
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...
