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,...
Tag Archives: prospecting
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...
How your personal brand shapes your value for clients
Great brands are shaped less from advertising, a company logo or by products and services and more so from the attributes that make a company stand out from the competition....
Get prospects to like you first: Meet people through volunteering
Everyone wants high-net-worth clients. The challenge becomes letting them know who you are and how you can help them. One way to get on their radar is to be the...
6 topics to talk with clients about early in the year
Let’s hear it for optimism! As a financial advisor, I loved the start of a new year. From day one, the firm’s biggest producers and I were on the same...
FORM: The timeless way to get prospects to open up
The best ideas withstand the test of time. One of the best techniques to encourage a person you meet socially to open up is with a strategy known as FORM. Let’s...
Do friends and clients know you are accepting new clients?
Why don’t your friends and clients send referrals? The answer might be so ridiculous that it is not obvious. Simply, they may be unaware you are accepting new clients. There...
How to spontaneously bring up business with close friends
Sometimes it’s easier to bring up business with strangers than friends. If people you don’t know tell you to “get lost,” it’s no big deal because you will probably never...
Why philanthropists are prequalified prospects
As a financial advisor or agent, you may do research to discover who in your area has assets and money in motion to fill your prospecting pipeline. You might seek...
