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...
Tag Archives: communication techniques
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...
Should you overplay or underplay your communication techniques?
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...
Telling your own story to build your niche
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...
5 easy ideas to better connect with clients
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...
6 money types for clients
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...
Gaining client trust so they will be honest about their challenges
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...
Technology and strategy can transition your business for the future
While the number of robo-advisors, or automated financial guidance, in many parts of the world is increasing for those seeking low-cost financial advice, it doesn’t spell the end of human...
Attract clients with an irresistible online bio
Do you ever think about how you present yourself to other people? Do you wonder if you are saying the right things? The way you tell your story makes all the...
In the future, will business as usual lead to a failing business?
No one knows what the future holds. However, the seeds of future possibilities are being sown now. For example, are you surprised when someone contributing nothing to their retirement fund...
Why you shouldn’t thank clients for coming
Many advisors practice the technique that instead of asking for a referral, they ask for a recommendation. The goal, obviously, is the same. But a small adjustment in language can...
How to influence people
Don’t they know they’re doing it all wrong? You’ve got so much to offer to colleagues or with clients. Yet it seems like people are not listening to your ideas....
Performing well in high-pressure situations
Choking under pressure often occurs because we focus too much on the details of what we’re doing, trying to control aspects that should be on autopilot, said Sian Beilock, an...
How an article can provide an ongoing reminder to clients
It doesn’t happen often, but most advisors have experienced this at least a few times: People buy insurance and understand why at the time, but months or years later, they...
