Guiding clients to a yes
It’s often challenging for prospects and clients to understand the value we as financial advisors can offer them. Clients get overwhelmed and confused by charts, numbers and myriad financial choices....
Tag Archives: objections
Moving past client resistance to long-term financial planning
Most of the time, retirement plans and children’s education fund-related products require long-term discipline and consistent financial commitment. This feels challenging for some clients. When I encounter a client who...
Top 5 MDRT videos from 2022
Videos about ideas for better client communications topped the list for viewers of MDRT’s YouTube channel for videos posted in 2022. The ideas shared in these videos...
How to overcome objections and ensure client satisfaction
As a financial advisor, how you handle objections shows clients how you prioritize their best interests. The following method of objection handling, which is a two-pronged approach of process and...
Overcoming ‘Let me think about it’
Is there a financial advisor anywhere in the world who hasn’t heard the response “Let me think about it”? Some might consider this an objection that needs to be overcome....
Subconscious selling can help advisors get inside the client’s head
When you want to influence people, especially using neuro-selling techniques, ask yourself what worry are you easing, what pleasing experience are you providing and how you can save them some...
Avoid the cost of waiting: Ask one more time
The fourth quarter is a challenging time for the insurance and financial services profession as advisors work on completing the year’s goals. Many of us will face objections and delays...
3 objections to answer and 1 to ignore
“Success isn’t built by making easy sales,” said 2001 MDRT President and Top of the Table qualifier Tony Gordon, of Bristol, England. “Success comes from losing hard-fought ones and coming...
How to overcome 3 common objections
You finally nailed the appointment and had the chance to outline a plan for a new client. You’re waiting for the round of applause on what you’ve put together, but...