Explaining critical illness insurance plans to our potential clients can be challenging. Policies can cover 36 to 60 different illnesses — each individually defined — and we can lose confidence...
What’s one of the first questions our manager asks us when we return from a meeting with a prospect or client? It’s “Did you close the deal?” I began to wonder,...
Too many financial advisors use “junk” words with clients and others that negatively impact their effectiveness. If you’re using any of the words or phrases below in your communications with...
Early in her career, Shizuko Ozaki, an MDRT member since 2003 from Tokyo, Japan, had a client who thought of her as a daughter. When the client cancer and was hospitalized,...
You have a big problem. People think the products you sell are in unlimited supply. If they buy today, next month or next year, you will place their order. How...
Planning for a client’s financial future involves discussions about their hopes, dreams and fears as well as addressing some uncomfortable realities. Those aren’t always easy conversations. And without trust between...
Stocks are exciting. Insurance is boring. At least that’s the way many clients feel. Day trading stocks on your phone is not that different from gambling. Fortunately, many people understand...
You’re a successful and experienced financial advisor. If you were asked to present to a classroom filled with new advisors about your secrets for success, what would you tell them?...
Prospects often think buying term insurance is sufficient. Why would they pay more to get the same coverage? Here’s an analogy that helps make the point. Rent-to-own is a concept within...
The ability to connect with clients and staff makes a difference in your effectiveness as a financial advisor. Read these three ideas from MDRT members worldwide for some inspiration on...
What information is really needed to assess someone’s financial situation? Our industry has seen many fact-finders and financial-needs analysis forms, some ranging in length from four to 15 pages long....
Every financial advisor has moments when their confidence wobbles. It’s only human, yet you have to move past that so you can confidently talk with prospects and clients. First of all,...
Clients want to make money and some seem to want the easy route for that. It’s like the weight loss program with no dieting or exercise. If a client comes...
Try these quick ideas to connect with clients and make a difference in your business today. What do you want? When meeting with a new client, before you write anything in the...
In sales training, we are often taught to treat objectives as obstacles to be knocked aside as we march toward getting the sale. That’s not the only approach, though. The logic...
