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...
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...
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...
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...
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,...
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...
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....
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...
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...
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...
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...
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...
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...
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...
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...
