3 questions you should ask your clients
Toward the beginning of his 2015 MDRT Annual Meeting ConneXion Zone presentation, Seth Groff of Assurity Life cited Voltaire’s quote about judging people by their questions, not their answers. If clients...
Tag Archives: marketing
How to stand out and attract more business
Many advisors come to me after trying everything they can to get their stagnant business growing again. Often, they’ve already spent a lot of money on advertising, local sponsorships, expensive...
Innovative ideas for harnessing the power of social media
While there’s nothing comical for financial advisors about attracting prospects, you can use comic books to capture their attention on social media. A sample from one of the comics Glen Winata...
Ways to use gifts to say thank you — and drive referrals
If someone sends us a referral, we always send a thank-you card or something along those lines. Our clients don’t necessarily know about the referral program, so if they refer...
Attract clients: Add digital experiences that enhance, not frustrate
How important is your website to prospects? Quite a bit. According to HubSpot, 65% of consumers state that the experience they encounter on a website is a “very important” factor in...
Seeing family members as separate clients rather than one unit
You spend years developing a relationship with a client, and eventually they are going to pass away. If you have made sure that you’ve involved the next generation, the money...
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...
3 simple tips for compelling marketing on social media
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...
Be motivated by other advisors’ success — you can do it too
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...
Classic marketing ideas with a twist
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 For instance, vinyl record players, once considered outdated technology, are making a comeback in the modern music scene.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...
Use metaphors to help people understand income replacement products
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...
How to find all the clients you want
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...
Is your “About us” webpage pushing clients away?
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...
Get prospects to call you back
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...
How to encourage prospects to attend your seminar
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...
