How a family record worksheet leads to business
By doing a family record worksheet with my clients, I’ve had a lot of clients and their family members interested in creating their will, trust, and other financial and legal...
Tag Archives: communications
Are you missing out on millennial clients by not making the best use of technology?
Eighty-five percent of millennials are not familiar with the insurance industry, according to a global study, and 65% think it’s an old-fashioned profession lacking innovation and technology. Is it any wonder...
Help clients manage risks and navigate an uncertain and complex world
Today’s COVID-19 environment presents an uncertain and complex world. Financial advisors, though, can help clients reinvent their business and navigate this world, said MDRT member Arlyn Tiong Tan, MBA, FChFP,...
Don’t overlook communicating the big economic picture
I understand some people are anxious about their investments now, so I think it’s also important to help anxious clients understand the difference between “event-driven,” “cyclical” or “structural” recessions. What we’re...
3 ideas for reaching more clients
For reaching more clients and overcoming communication barriers, try these simple ideas from MDRT members: 1) A good salesman I like to start all my meetings by telling my clients I understand...
How to build strong client bonds in stressful times
Bonds that are built or reinforced during stressful times are often the strongest ones. If clients feel connected to their financial advisor during stressful times, those clients are far less likely...
Hit your business reset button now
The business world has changed. Like it or not, we must adapt to the current market conditions or we will struggle professionally. We’ll end up excluded from those who successfully...
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...
Is it still appropriate to prospect?
Everyone is still working from home. You need to keep the pipeline filled. Some people might wonder: “Can I still cold call?” In places like New York, the answer is...
Selling life insurance: Focus on needs to smash the stigma
There’s an inherent paradox in selling insurance. Despite its high-value proposition, the product carries a stigma that provokes purchasing resistance among prospects. The “two most powerful financial words are life insurance,...
Teaching clients who didn’t take your advice
Many people, some of whom may be your clients or prospects, consider insurance products boring. Bonds too. Who needs a cash reserve? Then along comes a steep decline in the...
Every problem creates an opportunity
After being in the business as a financial advisor for decades, 32-year MDRT member and MDRT Foundation Past President Brent Kimball, ChFC, CFP, has seen the markets rise and fall...
Selling insurance when the market is down
Selling life insurance isn’t easy. Some people think they don’t need it. Others think they can buy it cheaper on their own, eliminating the middleman. Interest rates are really low...
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...
5 ways to ease clients’ recession fears
Fear promotes more fear. In the economic world, it can lead to market disruption. Recently, threats of a global coronavirus pandemic have led to pronounced market volatility, adding to swings...
