Easy analogies for explaining insurance
Sometimes clients don’t fully understand the value of life insurance or other financial products that protect their future income. When that happens, one method is to compare it to something...
Tag Archives: insurance for individuals
Lack of focus and generalizing can limit your career
Specializing measurably benefits your career. It sets you apart from peers, offers instant credibility, allows for thoroughly understanding clients’ professions and creates efficiencies. For me, specializing and scaling are how...
Top 5 blog posts for 2018
The results are in! The following were our top five MDRT Blog posts in 2018 and a few quick ideas from each one to help you have a prosperous 2019. 5)...
The value of preparing for regulations
If 16-year MDRT member Sanjay Tolani, Ph.D., MBA, of Dubai, United Arab Emirates, knew a near-bankruptcy was coming his way, he would have put different procedures in place to adjust for...
Tax planning differentiates you from other advisors
If you’re not helping clients plan what they pay in future taxes, eventually “your clients will find someone else who will,” said six-year MDRT member Kasey Massatti in her 2018...
Being a financial advisor is about character
You need character to buy our products, and you need character to sell our products. When you protect and restore people’s dignity, which is what our products do, it’s a...
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...
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...
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...
