Creating more client opportunities with a 20-minute fact-finder
You create more opportunities to assist your clients when you better understand them. A thorough fact-finder sets the tone for the work you do with clients, and it can assist...
Tag Archives: life insurance
Why the way you’re asking questions could be wrong
Get better results with these tips from three financial advisors about the right way to ask questions. If you want a positive result from a client, ask the question in a...
A small difference worth millions
A few years ago, MDRT Past President Tony Gordon was stopped by another MDRT member who had doubled his production and reached Top of the Table for...
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...
Serving clients through generations from the heart
To retain clients as well as serve their children and generations beyond, I engage with my clients on a personal level. In fact, most of my clients become longtime friends....
Overcoming 4 common reasons why people don’t buy insurance
Sometimes, due to preconceived ideas, prospects and clients do not think they need life insurance or other types of insurance. They then reject financial advisors and life insurance agents who...
Don’t forget to prospect close to home
When I joined this profession, I was told to prepare a list of names to contact as prospects, and my friends and family should be on the list. I was...
From life insurance beneficiary to financial advisor
As a young boy, I remember a man coming to my home. He was tall, very well-dressed, book-sophisticated and he drove a shiny blue Cadillac. I was curious about him...
Communicate the value of life insurance
We sell an intangible asset that is nothing more than a promise to pay a particular amount at a specific point in time. We must convince our clients of the...
Guiding clients to understand the power of life insurance
When people think about their life, they’re not thinking about life insurance. They’re thinking about putting food on the table and what they must do this week or this year....
Graduation day: A closing script
The better you understand the culture your clients come from, the more you can help them. For example, Asian clients expect courtesy and respect, but they also appreciate when we...
What supports financial advisors’ success
Healthy competition mixed with encouragement and support pushes financial advisors to succeed in my company, Sagicor Life Jamaica. The main source of this competition and support in my branch office...
5 persuasive questions about empowering education planning through insurance
One of the best gifts parents can give their children is a strong foundation through a good education. The parents’ income can play a vital role in making this possible....
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...
Showing clients that time is money
When a chartered accountant with an excellent reputation caught my attention in the newspaper, I decided I’d like to add his name to my client list. I sent him an...
