The ‘password’ to turn more referrals into meetings
When I first started as a financial advisor, my agency gave me a standard script to use for making appointments with prospects. I soon realized that most of the people...
Tag Archives: communication
The keys to connecting with prospects and clients
You can’t connect with prospects or clients if they’re not focused on what you’re saying. You can capture your audience’s attention, though, whether it’s in a client meeting or in...
An essential skill for successful sales results
Most financial advisors have no problem preparing for a routine prospect presentation. They do their homework, find the right avenue to connect with the prospect and make the pitch. But...
Why you should look at two types of ROI
Many businesses focus on ROI: return on investment. However, when they don’t get the immediate monetary results they desire, they begin to pull away from marketing. There is another side,...
Are your clients’ most valuable possessions protected?
To help clients understand what we can do for them as financial advisors, we guide them to identify their problems as well as to attempt to work out the solutions...
What the pandemic taught me about preparing for storms
Depending on how we choose to look at it, a crisis can bring wisdom. This pandemic is no different. It reminds us of the fragility of life. It also teaches...
Five topics to talk about between Christmas and New Year’s
You like talking with your clients when they aren’t stressed. They like talking with you when it’s not about an insurance issue and they don’t think you are trying to...
Perceptions matter: How to host professional and inviting video chats
When you see clients in your office, you pay attention to what that environment looks like because you want to make a phenomenal impression. You would never set up folding...
Creating camaraderie from afar through relationship building for remote teams
As many teams continue to work from home, feelings of isolation and loneliness can build up. Furthermore, it can be difficult to develop feelings of solidarity remotely. As a consequence,...
Safety protocols that can help put clients and staff at ease
How can you acknowledge and adjust your office and your communication to deal with concerns related to the pandemic? During a recording of the MDRT Podcast in June, MDRT members...
Making changes to your office to keep everyone safe
It’s an individual’s choice if they want to come to your office, but you’ve got to protect yourself, you’ve got to protect your family, and you’ve got to protect the...
Language to help identify yourself as an expert
We have a lot of people that work at a steel mill, and I’ll tell them, “Look, I know what you do for a living. I know that you work...
Realizing there could be unspoken dynamics at play with clients
There were a sister and brother who were business partners. I was directing my conversation to the brother, who was engaging more with me and who I assumed was more...
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...