Embracing vulnerability when your biggest sale turns embarrassing
You’re on the verge of selling an enormous policy for the CFO of a massive, international company. You’ve established a relationship with the client. You’re excited for him to at...
Tag Archives: insurance for individuals
Gaining money, time and financial freedom through critical illness insurance
A major traumatic illness creates special problems and forces you to change priorities. It brings about increased stress and anxiety, massive medical bills, employment issues, home alterations or quality family...
3 ways to open up the conversation about income replacement products
Everyone knows they are going to die, but they’d like to believe they won’t ever get seriously ill or injured. It is difficult to talk about income replacement products that...
One powerful question to ask clients about retirement
It doesn’t matter if it’s a younger client or an older client. It doesn’t matter if the client has a lot of large assets or more modest ones. During the...
Basic essentials to address in clients’ retirement
How can you boil down the big concept of retirement into smaller pieces? In his 2016 Annual Meeting presentation, “4th generation retirement planning,” MDRT Past President Guy E. Baker, MSFS, CLU,...
4 reasons your friends don’t want to be your clients
In theory, you already talked to all of the people closest to you when you were building your business. If you have, in fact, had these conversations and wondered why some...
How do you stay in business when people buy financial products online?
Throughout the world, people can bypass a financial advisor and go online to buy life insurance. In some Asian countries, this reality seems particularly alarming since the life insurance market...
When clients are concerned about having enough money in retirement
If your clients have enough money for retirement but worry about how to generate their income, Adrian George, CFP, TEP, breaks down their savings into five areas: Minimum guaranteed income ...
Don’t let clients fall victim to opportunity cost vampires
A few years ago, Thomas W. Young, CLU, ChFC, saw a movie that reminded him of a situation he experiences as a financial advisor. In the movie, vampires took over a...
3 questions you should ask your clients
Toward the beginning of his 2015 MDRT Annual Meeting ConneXion Zone presentation, Seth Groff of Assurity Life cited Voltaire’s quote about judging people by their questions, not their answers. If clients...
How to discuss disability policy ratings with clients
There are always plenty of variables when it comes to insurance, and disability policies are no exception. Ratings, in particular, can add complexity. Without experience, explaining the complicated nature of...
Insurance allows young woman to die with dignity
On October 13, 1998, I received a call that changed my life forever. “Stuart, am I ready to die?” Her name was Juwita, however I used to call her “my sunshine” because...
Why life insurance is dignity planning
It was 1988. I was going door to door selling life insurance policies. A few months into the business, I had to deliver my first death claim check. The $10,000 check...
3 effective sales ideas from around the world
Even the most successful advisors appreciate the value of a good sales idea. These are a few favorites from MDRT members: Let’s do lunch “I invite clients who have referred me a...
Drive growth in business through powerful processes
The pandemic deeply impressed upon me the power of process in driving growth, working with clients, marketing my business and even in working from home. I was using a process I...
