Why you’re not getting referrals
Did you ask your client for a referral? If you’re like 60% of advisors, you didn’t even ask. In fact, not being asked is the No. 1 reason financial advisors don’t...
Tag Archives: marketing
3 ways to increase client connections
Every advisor wants to find new methods to connect with clients. These are a few strategies that have been effective for MDRT members: Be the best Create a unique proposition and stick...
Transform friends into clients
Do you have friends who should logically do business with you, but haven’t taken the hint? You have an extended family and a large circle of friends. Not all will...
Get to know 2020 MDRT President Regina Bedoya, ChFC, CLU
In 2006, a client came to see Regina Bedoya, ChFC, CLU, so distraught about the breakdown of her marriage that she had thoughts of ending her life. For the first...
Lack of focus and generalizing can limit your career
Specializing measurably benefits your career. It sets you apart from peers, offers instant credibility, allows for thoroughly understanding clients’ professions and creates efficiencies. For me, specializing and scaling are how...
Should you overplay or underplay your communication techniques?
If clients don’t see the benefits of income protection, is it better for you to push too much or too little? During a recent conversation at MDRT headquarters, MDRT members had...
5 new referral sources to expand your connections
Accountants and lawyers are well-established sources of referrals for financial advisors. But there are plenty of other centers of influence in places you frequent. Start by thinking about people who can...
Telling your own story to build your niche
At 22, I couldn’t really relate to being married, having kids and having lots of responsibilities, but I was an athlete in high school and college, and I could relate...
Presenting a multigenerational plan to prospects
This is a presentation I use with prospects that can be done on a paper napkin at lunch: Mr. Prospect, would you agree your wealth is more than your money? What dimensions...
Acquiring clients by teaching university courses
My practice is all really built around financial education. So all of my prospects and clients come from classes I teach at universities. We take them through a four-week class....
4 ideas for event planning
For advisors hoping to engage clients and prospects, MDRT members suggest these events: 1. We have clients who own small airplanes. One of the clients is head of the local private pilot’s...
3 things actors and advisors have in common
Auditioning for the TV drama “The Sopranos,” Eugene Bozzi, LUTCF, apparently wasn’t coming off as natural. The casting director asked him to do less. So the 12-year MDRT member from Linwood,...
How to execute a 10-touch system for communicating with prospects
It takes seven to 15 touches to close a deal 80% of the time. When you move people from suspects to prospects, you are then declaring that you want to earn...
Find prospects without cold calling
With prospects answering the phone less and less often, advisors can always use opportunities to engage with people in person. Consider this approach: Arrange small business breakfasts for eight people...
Technology and strategy can transition your business for the future
While the number of robo-advisors, or automated financial guidance, in many parts of the world is increasing for those seeking low-cost financial advice, it doesn’t spell the end of human...
