Components of an ideal lead generation system
We all know the key to achieving sustainable and superior revenue growth year after year is a successful lead generation system. The burning question for most of us is, “How...
Tag Archives: prospecting
End prospecting: Attract more referrals with less effort
Financial advisors dread prospecting, especially when it’s cold calling from lists. Early in your career, though, prospecting is a requirement. It’s how you survive, unless you have the good fortune...
7 ideas to push past career plateaus
When you qualify for MDRT, it earns recognition from your peers. Yet you may soon realize that qualifying is only the beginning. At MDRT, you meet financial advisors working at...
Surprising wins from slow growth
About a year and a half ago, I bought two pineapples from the market. On a whim, I cut off the crowns and decided to try growing them at home....
Connect with prospects by using AI to reveal their personalities
In a virtual world, it’s much more difficult to get to know people and build rapport. Yet we are in a relationship business. I’ve been in the profession for more...
3 effective sales ideas
Even the most successful advisors appreciate the value of a good sales idea. These are a few favorites from MDRT members: Kick into high-gear I like to compare financial plans to soccer...
4 reasons your friends don’t want to be your clients
In theory, you already talked to all of the people closest to you when you were building your business. If you have, in fact, had these conversations and wondered why some...
7 ‘Thou shalt not’ referral commandments
Well-meaning friends and clients intend to help you by referring their acquaintances to you. However, even the best intentions on their end can result in problems for you. Better, then,...
Would a doctor diagnose from behind a curtain?
Many clients understand the importance of sharing information with advisors. Occasionally, though, some don’t. What should you say to these people? When one client refused to show financial statements to Ozer...
How wine tasting and clubs can get you into high-net-worth circles
You are a financial advisor in the United States, an insurance agent in Asia or an estate planner in Canada. You want new clients, ideally within the high-net-worth community. You...
For more business, refocus from ‘get’ to ‘give’
Most financial advisors and insurance professionals are taught to prospect by marketing themselves to prospective clients. They put in long hours and spend good money on lead lists, social media...
Cross-selling was my ticket to MDRT
Life insurance or critical illness insurance isn’t something people often want to think about, let alone seek out an insurance agent or financial advisor to purchase. What people dream about,...
7 tips for successful client events and seminars
With surprisingly little effort, there are many ways you can enhance your in-person seminars or speaking engagements. One of the advantages of training financial advisors for many years is people...
5 favorite sales ideas
Even the most successful advisors appreciate the value of a good sales idea. These are a few favorites from MDRT members: Prospecting tips Prospecting is a numbers game. The most important numbers...
9 strategies for building your prospect pipeline
Not every financial advisor and life insurance agent despises prospecting. Many years ago, I met a financial advisor who truly enjoyed the process. He was the only person like that...
