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Tag Archives: communication techniques

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Why prospects change their minds

Posted on February 6, 2023 by Monty George

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....

Posted in Advising Clients | Tagged client service, communication techniques | 1 Comment

5 favorite books in 2022

Posted on January 4, 2023 by Monty George

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...

Posted in Balanced Living | Tagged balanced living, books, communication techniques | Comments Off on 5 favorite books in 2022

Use metaphors to help people understand income replacement products

Posted on August 26, 2022 by wschmeiser

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...

Posted in Marketing | Tagged communication techniques, marketing | Comments Off on Use metaphors to help people understand income replacement products

Subconscious selling can help advisors get inside the client’s head

Posted on May 13, 2022 by mdrtadmin

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...

Posted in Advising Clients | Tagged communication techniques, objections, prospecting, RTT | Comments Off on Subconscious selling can help advisors get inside the client’s head

How pursuing continuing education leads to more business

Posted on November 30, 2021 by Antoinette Tuscano

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...

Posted in Marketing | Tagged communication techniques, prospecting | Comments Off on How pursuing continuing education leads to more business

How to get referrals without asking

Posted on November 21, 2021 by Antoinette Tuscano

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...

Posted in Marketing | Tagged communication techniques, referrals | 1 Comment

Sharpen your persuasive edge with 3 simple storytelling tools

Posted on October 31, 2021 by Antoinette Tuscano

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...

Posted in Marketing | Tagged Annual Meeting, communication techniques | Comments Off on Sharpen your persuasive edge with 3 simple storytelling tools

2 ideas for taking the pressure off of clients

Posted on September 26, 2021 by mdrtadmin

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...

Posted in Advising Clients | Tagged communication techniques, sales ideas | Comments Off on 2 ideas for taking the pressure off of clients

What common presentation mistakes lose clients?

Posted on September 21, 2021 by Antoinette Tuscano

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...

Posted in Marketing | Tagged communication techniques, Productivity Action Plan | Comments Off on What common presentation mistakes lose clients?

What’s your true value to clients?

Posted on September 12, 2021 by Antoinette Tuscano

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...

Posted in Marketing | Tagged communication techniques, prospecting, relationships, whole person | Comments Off on What’s your true value to clients?

3 ways to be a better listener

Posted on August 31, 2021 by Antoinette Tuscano

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...

Posted in Advising Clients | Tagged client service, communication techniques | 1 Comment

Financial advising: It isn’t about talking or persuading

Posted on July 15, 2021 by Antoinette Tuscano

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...

Posted in Advising Clients | Tagged client strategies, communication techniques | 1 Comment

Delegators vs. DIYers: Which one gets you to Top of the Table?

Posted on June 27, 2021 by Antoinette Tuscano

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,...

Posted in Practice Management | Tagged advising clients, communication techniques | Comments Off on Delegators vs. DIYers: Which one gets you to Top of the Table?

Be the advisor who gives people a chance rather than judging by their clothes

Posted on November 27, 2020 by wschmeiser

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...

Posted in Marketing | Tagged client service, communication techniques, marketing, MDRT, mdrt podcast | Comments Off on Be the advisor who gives people a chance rather than judging by their clothes

Build better relationships through better questions and a different mindset

Posted on October 28, 2020 by mdrtadmin

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...

Posted in Advising Clients | Tagged communication techniques, communications | Comments Off on Build better relationships through better questions and a different mindset

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