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...
Tag Archives: communication techniques
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...
10 responses to whole life insurance objections
You’re a successful insurance professional. The advantages of whole life over term insurance are obvious to you. Yet, that’s not always the case with prospects and clients. They comparison shop...
Powerful phrases for difficult discussions
People who communicate with confidence are calm and in control. They strive to be positive and helpful to get a good result that benefits everyone. However, it can be hard...
How recommending a book can make a difference to a client
There was a book that was recommended to me from another MDRT member from Andy Mayer, who’s in my peer group. It’s a lovely book called, “The Boy, the Mole,...
Why you shouldn’t start a conversation with “How are you?”
How would you like a “magic question” or two? Something you could ask that will brighten up any conversation? So many people are depressed, anxious or struggling to make sense of...
Body language red flags and tells
In body language, the more red flags (sometimes called “tells”) you are able to spot, the more conclusive the readings are. Here is a list of red flags that you...
5 things millennials wish financial advisors knew
Many in Gen Y have cut short or delayed their dreams due to financial hardships caused by the market crash of 2008 and now find themselves on the frontlines of...
How to communicate to move your business from stress to strength
Clients and team members are the heart of your business. If they’re stressed, they’re not at their best, and your business may not be either. How do you keep those...
6 ways to ask for the sale
Many agents and advisors cringe when it’s time to close with a prospect. They wish the prospect would say: “I’m convinced. Where do I sign?” Life doesn’t work that way....
