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...
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...
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...
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...
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....
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...
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...
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...
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...
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 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...
If clients don’t see the benefits of income protection, is it better for you to push too much or too little? During a recent conversation at MDRT headquarters, MDRT members had...
At 22, I couldn’t really relate to being married, having kids and having lots of responsibilities, but I was an athlete in high school and college, and I could relate...
Financial advisors won’t stay in business without clients they connect with. Try these five easy ideas from MDRT members around the world to build relationships with clients and prosper. 1) Touching...
Your clients’ perceptions of money affect how they make financial decisions. If you can understand how clients view money, you’ll understand how open they are to change and plan for...
I met with a prospect and had my own assumptions about how things were going with him. But it took probably a good year for us to develop trust in...