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...
Tag Archives: marketing
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...
Why poor client experiences may be costing you revenue
“The biggest source of lost revenue is the prospect you never knew about,” said David Avrin, author and president of Visibility Coach. The potential client called, but you didn’t answer...
How to make sure people listen when you market on the radio
“Do you need help with your Roth IRA? Do you have questions on taxes or estate planning?” These were the kind of questions that Stefani Fiedler, CLU, CFP, was asking on...
3 tips for better storytelling with clients
Why do people do business with you? What makes you stand out? “One of the key skills, if you want to be successful, is to tell stories well,” said Ty...
How business owners react when you drop in unannounced
By Brian D. Cichy, BS, CLTC Sometimes they say, “You know what? You’re here; I know we need to talk. Rather than spending more time playing back and forth on scheduling,...
Nominate your clients for awards and reap your own benefits
You know when your clients’ businesses are thriving. Do you do everything you can do to help others know that? Daniel O’Connell, MBA, a 10-year MDRT member from Addison, Texas, works...
How I determined I had to see more than one client at a time
By David Batchelor, CFP, Dip PFS During my first eight years in practice, I had amassed a significant number of clients. At that stage, I didn’t understand the difference between a...
The advantages of hosting casual dinners without talking business
Some advisors gather prospects together for a meal that also includes a presentation illuminating what they do and how that can benefit the attendees. Ozer Culhagil, Ph.D., an eight-year MDRT member...
How to encourage different types of clients to make decisions
If you have earned MDRT membership, you are good at it. But getting prospects to make decisions in the face of uncertainty is a challenge that never goes away. It can...
Consider what prospects need and deliver in ways other advisors won’t
Selena Tonielle Chin sees a lot of competition for clients in her hometown of Kingston, Jamaica. That’s why the six-year MDRT member has always appreciated the importance of standing out...
A quick no is better than a slow maybe
When he was just starting out in the financial services profession, Tommy Archer, CFP, found himself acquiring countless index cards identifying people who told him, “I can’t talk right now;...
Finding ways to encourage millennial clients to meet in person
Working primarily with clients in their mid- to late-20s, Heather Lindsley, LUTCF, RICP, a three-year MDRT member from Green Bay, Wisconsin, said it is important for advisors to ensure these...
Understand the value of preparation by thinking of yourself like an actor
By Dale W. Martin, CLU, ChFC Think of the last movie you went to. You sat in that comfortable seat with your popcorn and soda. For the next two hours, you...
