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,...
Tag Archives: prospecting
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...
3 questions you should ask your clients
Toward the beginning of his 2015 MDRT Annual Meeting ConneXion Zone presentation, Seth Groff of Assurity Life cited Voltaire’s quote about judging people by their questions, not their answers. If clients...
An entry-level strategy for prospecting in community organizations
Many insurance agents and financial advisors have misconceptions about how involvement in the community leads to business. They assume you join an organization, word gets around and people approach you...
5 criteria for successful prospecting strategies
Financial advisors need new clients. To do this, they need to keep their prospecting pipeline filled. Financial advisors, coaches and other experts often offer systems for this. It can be...
How does community involvement lead to business?
Many agents and financial advisors give back to their community. They do it because it is the right thing to do and they’re grateful they can help others. They also...
