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...
Tag Archives: marketing
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...
How to appropriately bring up what you do in a social setting
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...
What to talk about with clients in January
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...
What to emphasize in the first meeting with a client
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...
5 strategies to improve client interaction
Advance your practice with these tips from MDRT members. 1) How to get your advice followed by clients It can be difficult to guide clients away from the wrong path and onto...
Appropriate procedures when invited to a client event
If you ever get invited to a client’s personal event, one thing you want to do is check with your client and say, “I appreciate this; I’m looking forward to the event. Some people may...
Closing more than your competition
Baby boomers are now transferring trillions of dollars to millennials and Generation Z. This is a trend predicted to continue for the next 20 years, or until $68 trillion is...
2 tips to improving your income
All advisors would be happy to increase their income, but it isn’t always a one-step process. Ian Green, Dip PFS, a 23-year MDRT member from London, England, and the 2021...
A simple way to target your referrals
One of the big things we do every year is review our process and look at who our ideal client is. Then we add 10% or 20% each year to what our ideal client looks like. Then...
How to work a room with confidence
Confidence is at the core of professional presence. It is being comfortable in your own shoes. Many of us have experienced the dazzling impact of working with a consummate professional or watching...
Encouraging clients to post about you on social media
I’m not from this community. We’ve been here about 14 years, so when we got here, I didn’t know anybody. It’s taken time, but once you build those relationships in...
Make one more call
One of the great things MDRT did for me was introduce me to the idea of study groups. A group of us would get together and spend a weekend talking...
People want to do business with the best
While at a museum reception, one of the local movers and shakers told me, “My cardiologist is so good, I can never get in to see him.” It made me...
3 ways to connect with decision-making brains
Buyers make decisions based on emotions and then rationalize them based on facts. They tell you what the facts are, but the emotional side of their brain decides. And then it says, “Oh,...
