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,...
Tag Archives: communication techniques
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....
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,...
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....
