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...
Tag Archives: marketing
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 For instance, vinyl record players, once considered outdated technology, are making a comeback in the modern music scene.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...
10 things to do if you don’t want to increase your income
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...
Creating an effective webinar
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...
Why keep going, even when you are not making progress?
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...
