Early warning signs someone is prospecting your client
Your best prospect is someone else’s current client. This works both ways. If you have a client who follows your advice and is a big part of your revenue picture,...
Tag Archives: communication techniques
How to strengthen your self-discipline muscles
Never have we needed our self-discipline as much as we do now. A month ago, they told us it would be three weeks of self-quarantining, then it was another three...
3 keys to a purposeful video chat
I would probably love video chatting, except for the fact that I hate it. And therein lies a minor hitch for those seeking to bridge the isolation caused by social...
Toilet paper and teleconferences: A winning formula during a crisis
During the financial crisis of 2008-2009, Bryon A. Holz, ChFC, CLU, wanted to find a way to calm clients’ concerns. So when he mailed information to clients to explain market...
Need-to-knows when selling to millennials
Millennials, the segment of the population born between 1981 to 1996, are a huge market that financial professionals must engage. But how do you proceed? Much of what we know about...
When a client says a policy is too expensive
Stock markets teeter and tumble, jobs come and go — whatever it may be, there are many reasons clients may be concerned about their finances. What do you say to...
Two often-used words that surprisingly scare clients away
The words you choose could be the reason you lose clients. In the financial services profession, “we’re actually very guilty of using terminology that creates a negative perception on the part...
5 books to grow your career
One way MDRT members worldwide grow is through the books they read. Here are a few of their favorites. “In this world, you’re either growing or you’re dying, so get in...
How client advisory boards lead to referrals and a better business
Do you know what your clients really think about you and how they interact with you? Would you ask them? These two MDRT members do by forming client advisory boards....
6 steps to publishing a book to inspire others and generate sales
Publishing can help you elevate your image and marketability. I have published six books so far, and my Amazon bestseller is called “Is Your Child a Money Master or a...
Helping clients understand the unseen impact of changing jobs
One of the things I believe consumers really need to understand is that you need to own and control your own benefits outside of your occupation, because you cannot depend...
I was wrong about how clients view young advisors
When I was straight out of college and starting as a financial advisor, I thought being young was an obstacle to my success. I imagined the client thinking “I am...
Transform friends into clients
Do you have friends who should logically do business with you, but haven’t taken the hint? You have an extended family and a large circle of friends. Not all will...
The simple power of a smile
Your smile is a compelling signal that says you are friendly and approachable. It says “you can talk to me if you wish to.” Most advisors know to smile when they...
How can you tell if your client likes what you are saying?
How do you know what a client is thinking during a sales presentation? Have you ever had the feeling that your client is losing interest or that they’re uncomfortable? You don’t...
