The payoff of “no agenda” contact with clients
If your client outreach has long been focused on worthwhile but familiar gestures like birthday cards, perhaps it is time to explore some new ideas. Renee Hanson, CFP, ChFC, a five-year...
Tag Archives: marketing
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...
Why getting the prospect’s information is more important than giving them yours
By Michael DeVivo It always seems like the time when I really should have a business card on me is when I never do. And when I have a stack on...
Help retirement clients safely get down the mountain
Obviously, climbing Mount Everest is no small feat. But just as important as getting to the top is safely arriving back down at the bottom. Matthew Blocki, ChFC, CFP, a four-year...
Enhance clients’ understanding using colored pencils and play money
When describing their process, so many advisors come back to the word “education.” So perhaps it is no surprise that Daniel E. Jossen, CFP, has seen such success utilizing a technique...
Do you practice or just fast-forward to the games?
Practice is nobody’s favorite part of performance. The best part is actually utilizing the skills from the simulation in a real-life situation. Yet David John Munson Jr., a one-year MDRT member...
Questions to ask about your social media policy
In modern society, social media is unavoidable. But beyond how much you do or don’t use platforms like LinkedIn and Facebook to connect with clients, how much have you considered...
How to overcome 3 common objections
You finally nailed the appointment and had the chance to outline a plan for a new client. You’re waiting for the round of applause on what you’ve put together, but...
2 target market myths
With a passion for photography and a previous career in education, Scott Roger Lebin, RFC, CWS, would seem to be an unlikely match for the physician market. When you dig...
3 favorite sales ideas
Even the most successful advisors appreciate the value of a good sales idea. These are a few favorites from MDRT members: Basket of referrals About a month before a client retires, send...
How to show clients you are both a professional and a person
Steven A. Plewes, CLU, ChFC, used to wear a suit and tie to all of his meetings with clients. He was friendly but always very business-like. Until he visited one...
The benefit of sharing your supposed limitations with clients
Douglas Anthony Chukwuka Eze did not go to college; he has a high school diploma from his native Nigeria. Shortly after coming to the United States, the five-year MDRT member from...
4 effective communication strategies
Advisors know that communication is hugely important in a relationship business. These approaches have been successful for Top of the Table-qualifying members: Lapse letters If a client lapses a policy, I mail...
Enhance the personal connection with your clients through your newsletter
By Matthew T. Hoesly, CFP, ChFC, presented at the 2017 Annual Meeting I can’t stand the saying, “Don’t take it personally; it’s just business.” Everything we do for our clients is...
Establish connections with style
There are countless approaches to forming a connection with prospective clients and developing business. For Michael DeVivo, a one-year MDRT member from Downers Grove, Illinois, presenting himself as successful helped...
