You can quadruple your income by finding your ideal clients
Would you rather make $400,000 from 140 clients or $1.8 million in recurring revenue from 50 clients you enjoy working with? The latter is possible — and without working harder. The...
Tag Archives: insurance for individuals
Fill an overlooked income gap with critical illness insurance
Financial advisors have a fiduciary responsibility to work in their clients’ best interest and document everything. It also keeps advisors in good standing with regulators. “Don’t chase a policy count,” said...
Finding your next clients
By Howard E. Sharfman The sales cycle in our business is a roller coaster. There is the all-consuming hard work of planning and producing a great proposal. Then there is the...
Top MDRT videos: Partnerships, referrals, restarting businesses and working with clients
How do MDRT members become some of the world’s top financial advisors? While there are many different answers to that, top advisors often share similar traits. These include understanding how...
Establish emotional connection to overcome objections
Think about when you see something you like at a clothing store that costs more than you intended to pay. Maybe you set aside the item, saying it’s too expensive....
How to protect your client’s future
By Subhas V. Nathan Subhas V. Nathan Nobody wakes up in the morning and thinks, “I want to buy some insurance today.” Insurance is not a desirable product to buy. It means...
Understanding that grieving clients have complicated feelings toward money they receive
It is important to recognize that your clients may struggle to reconcile their feelings regarding the money they will receive after a death claim. Some, said David Kessler, a globally...
Why you should use the word “die” when talking with grieving clients
Stuart J. Birkel, CSA, has served 442 death claims in the last 25 years. One of the biggest insights Birkel learned took years to acquire (thanks to a seminar on...
4 reasons your friends don’t want to be your clients
By Bryce Sanders 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...
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...
How to create a prosperous future
Wu and her daughter Janiece If you want to be successful, notice what’s happening around you. That’s the advice of Wu Shuk Ping Joyce, an MDRT member from Hong Kong, China,...
Working with low-net-worth millennials who may be averse to fees
To some clients, a small percentage change in fees will not make a huge difference. For millennial clients — many of whom are early in their careers and figuring out...
The impact of ensuring your clients’ kids have powers of attorney
By James J. Silbernagel, LUTCF, CFP We had a client whose kid was going to school in Colorado and got in a car accident. The friend that was with him called...
10 reasons millennials want to work with you
By Aaron L. Hammer, LUTCF Millennials are going to continue to dominate the workplace. As they enter their peak earning years, it’s important that we’re able to communicate with them and...
This is why clients shouldn’t try to be amateur financial mechanics
By Theodore S. Rusinoff, CFP Sometimes a prospect’s lack of trust can delay the implementation or even identification of a plan. Often, the prospect broadcasts that lack of trust by acting...
