The cycle of connections, contributions and credibility
By Daniel Joseph O’Connell, MBA Social media has really driven my practice, and when I started out doing this, I didn’t anticipate the end result of it. I enjoy writing, so I...
Tag Archives: marketing
3 tips to improve your networking
Looking back on his first attempt at networking close to a decade ago, Joe Thomas, AIF, primarily remembers awkwardness. He’d come from a career in software development where human interaction...
3 sales ideas to surprise clients
Stand out from your competition with these ideas: Tailored gifts Send out parenting magazines to new parents, ice cream gift cards for kids’ birthdays, golf balls with clients’ names on them and...
Should you focus your marketing on clients, not what you do for them?
Which are you more likely to respond to: an ad that appeals to your head, or to your heart? For Elizabeth Dipp Metzger, MSFS, CFP, a seven-year MDRT member from El...
3 effective ideas for prospecting
Want to find new clients, work better with current clients or both? MDRT members have seen success with the following ideas: Avoiding the inheritance tax When you are in your...
Staying organized with reluctant prospects
It would be easy to brush aside anyone who does not jump at the chance to work with you. Some would argue that it is more efficient not to...
Master a low-pressure approach that builds trust
When you build a repeatable prospecting process, you can ensure your business keeps growing, said Alex Braun, a 21-year MDRT member from Melbourne, Victoria, Australia, in his MDRT Annual Meeting...
Engage clients’ senses
Think of a significant event from your childhood. Chances are, you can remember smells, sounds, tastes, temperature or texture from your experience. When an experience engages your senses, Bryon Holz,...
The 5 steps of the buyer journey
Advisors know the importance of recognizing every client as an individual. If you perceive everyone as the same, your service becomes formulaic and clients start to wonder if someone out...
7 ways to improve your branding and public image
If a prospect searches for you on the internet, what will they find? If a client emails you, what will your response say about you? Jenny Brown, CFP, FChFP, a nine-year MDRT...
When not asking impacts a referral, a friendship and a future
It is hard to ask for more than a great client who is a strong believer in both you and the benefits provided by the work you do. However, Shannon Thompson,...
Sending “face cards” to confirm meetings, not just follow up
When Tony Goebel, LUTCF, entered the financial services profession, he was excited every time he convinced someone to sit down with him. Then many would cancel their appointments the day before the...
What kind of listener are you?
In theory, everyone wants to be an open communicator, engaging with another person rather than just waiting to talk. And with that headline above, you’re likely thinking about the way you...
Why you may want to give uncooperative referrals a second chance
The first time Danielle J. Genier, CFP, CLU, met with Madison, a recent college graduate and daughter of clients Genier had known for many years, it did not go well. Still...
4 questions clients and advisors should ask each other
James Anthony Savage believes in silence. During his first meeting with a client, he asks them to identify four questions they’d like to ask a financial advisor. He writes the numbers...
