Creating a symbol of daily motivation in your office
Money was tight in the business and family for Peter Jason Byrne in 2009. It certainly wasn’t the right time to spend $4,000 on a Vespa he came across on...
Tag Archives: marketing
How an article can provide an ongoing reminder to clients
It doesn’t happen often, but most advisors have experienced this at least a few times: People buy insurance and understand why at the time, but months or years later, they...
Gain a competitive edge
Customer service will make or break your business. Yet most business owners are still using the same decades-old cliches of “go the extra mile” and “exceed expectations” to explain their...
A very simple way to make clients feel special
Initially it was just an oversight. Beth Lachance Hesson, CLU, CFP, had forgotten to print her cell phone number on her business card, causing her to have to manually write...
Why you can’t take clients’ word for what they already have
***This item comes from MDRT’s most-popular podcast of 2018: “A mistake I made in discussing income replacement coverage.” Listen to it here. Sometimes you may ask a client about the...
Why you should send some clients random postcards
A lot of advisors send handwritten thank-you notes. The benefit is obvious; handwritten letters are a rarity these days, and it goes a long way to show appreciation. What about sending...
3 ways to improve connections with millennials
No generation can be summarized with labels. There are stereotypes, and there are realities. That said, there is plenty of reason to note the different ways millennials communicate, at least in...
Never run out of appointments with lists
Keeping clients builds business stability. MDRT member Rick B. Stanzione, RFC, CSA, has a 97 percent client-retention rate, which he attributes to holistic planning and following through with clients by...
3 questions you may have about seminars
By James W. Johnson When doing seminars, first you have to determine what your market is and who is in it. Then, you have to define what you want to accomplish....
The value of relaxing when speaking with clients
Every advisor, whether early in their careers or just having one of those days, might arrive to a client meeting and feel especially chatty. They might pose questions and then...
Changing the language of referrals
In 1997, I worked with a CEO. At the beginning of our time together, I insured him and his family with high coverages. Then we did a group major medical...
2 face-to-face marketing ideas
By Gail B. Goodman With prospects answering the phone less and less often, advisors can always use opportunities to engage with people in person. Consider these two approaches: Small business breakfasts: Do...
Understand what PR agencies will actually do for you
By Tony Gordon I have always been a believer in public relations; find a good local agency, and ask them how they can help you by getting your name out there....
Double the champagne, increase the clientele even more
Your client is getting married. You want to send them a bottle of champagne. Why not send a bottle that’s twice as large (and personalized with your name on it)? It’s...
Increase your credibility through an easy-to-create video series
Adrian George, CFP, TEP, wanted to reach out to all of his clients on a regular basis with relevant information, but the eight-year MDRT member from Calgary, Alberta, Canada, perceived...
