Demonstrating a loss of income only requires one piece of paper
By Manuel Dy Chuaunsu Jr. Whenever I meet a new client, I have a piece of paper with a big circle drawn in the middle. I draw a stick person in...
Tag Archives: communication techniques
Finding ways to encourage millennial clients to meet in person
Working primarily with clients in their mid- to late-20s, Heather Lindsley, LUTCF, RICP, a three-year MDRT member from Green Bay, Wisconsin, said it is important for advisors to ensure these...
The payoff of “no agenda” contact with clients
If your client outreach has long been focused on worthwhile but familiar gestures like birthday cards, perhaps it is time to explore some new ideas. Renee Hanson, CFP, ChFC, a five-year...
Help retirement clients safely get down the mountain
Obviously, climbing Mount Everest is no small feat. But just as important as getting to the top is safely arriving back down at the bottom. Matthew Blocki, ChFC, CFP, a four-year...
Giving support to surviving spouses
By Travis D. Manning, CFP, CLU Meagan S. Balaneski, CFP, RFP, has targeted a clientele that requires her to focus on compassion more than numbers. “We are very much focused on...
Enhance clients’ understanding using colored pencils and play money
When describing their process, so many advisors come back to the word “education.” So perhaps it is no surprise that Daniel E. Jossen, CFP, has seen such success utilizing a technique...
Do you practice or just fast-forward to the games?
Practice is nobody’s favorite part of performance. The best part is actually utilizing the skills from the simulation in a real-life situation. Yet David John Munson Jr., a one-year MDRT member...
3 favorite sales ideas
Even the most successful advisors appreciate the value of a good sales idea. These are a few favorites from MDRT members: Basket of referrals About a month before a client retires, send...
How to show clients you are both a professional and a person
Steven A. Plewes, CLU, ChFC, used to wear a suit and tie to all of his meetings with clients. He was friendly but always very business-like. Until he visited one...
The benefit of sharing your supposed limitations with clients
Douglas Anthony Chukwuka Eze did not go to college; he has a high school diploma from his native Nigeria. Shortly after coming to the United States, the five-year MDRT member from...
How to wrap up the client’s first meeting and rise above the competition
You’ve had a successful first meeting with a client. Information has been shared, and a rapport has been established. All you need to do is wrap things up in the...
4 effective communication strategies
Advisors know that communication is hugely important in a relationship business. These approaches have been successful for Top of the Table-qualifying members: Lapse letters If a client lapses a policy, I mail...
Enhance the personal connection with your clients through your newsletter
By Matthew T. Hoesly, CFP, ChFC, presented at the 2017 Annual Meeting I can’t stand the saying, “Don’t take it personally; it’s just business.” Everything we do for our clients is...
