Identifying if a COI relationship is reciprocal
We talk a lot about the value we provide to centers of influence (COIs). If it’s a reciprocal relationship, they have to provide value to us as well. So, are...
We talk a lot about the value we provide to centers of influence (COIs). If it’s a reciprocal relationship, they have to provide value to us as well. So, are...
Up until recently, I didn’t consider myself particularly social media savvy. After all, five years ago I didn’t even have an Instagram account. So, I never thought it was possible...
Sometimes you may see other advisors working more successfully with clients. Fred O’Connor, ChFC, CFP, a nine-year MDRT member from Deerfield, Illinois, says it’s not because those advisors are different...
Some things are so old that they are new again. For instance, vinyl record players, once considered outdated technology, are making a comeback in the modern music scene. The same...
It can be difficult for clients to think about the possibility that an illness or injury could prevent them from working and what that would mean for their income. Even...
You may be a genius financial advisor, but without clients, you won’t be a successful financial advisor. A dynamic marketing strategy is critical to attracting the clients you can best...
In this internet age, before clients do business with you, they go online to find who you are, what your business is and why you might care about doing your...
All advisors have been in a situation when they just can’t get certain prospects to return their calls and address whether they want to do business together. Dharmesh Goel, a...
Often, the first step to converting a suspect into a prospect and then into a client is to schedule a face-to-face meeting. This can be tougher than it seems. Inviting...
I’ve given some thought about how not to grow a successful financial services practice or increase your income. I came up with these guidelines of what you do not want...
The COVID-19 pandemic has changed the way insurance advisors approach and present their ideas to prospects. One of the effective ways is using webinars. Ninety percent of my clients during...
Ever spend a few hours prospecting with only disappointing results to show for your efforts? Ever have a few days like that in a row? It’s tempting to recall Albert...
If I’m at a social gathering, I’m never going to bring our products or services into that conversation. But if somebody mentions investments or insurance or anything like that, if they...
If in January you contact your clients in their 30s to discuss the best way to take withdrawals from their retirement funds, you may find yourself with very few meetings...
There are many different strategies to establishing a relationship with clients during their first meeting. Kobus Kleyn, CFP, a nine-year MDRT member from Gauteng, South Africa, uses that time to...