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...
Tag Archives: prospecting
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...
The best prospecting strategy for success
One year, I heard something at an MDRT Annual Meeting that I really needed to hear at the time, and it stuck with me. I was in a Focus Session where...
3 easy steps for meeting HNW prospects
You might be involved in the community, a guest at a wedding or at a college alumni event. Whatever it may be, you have opportunities to meet many people, including...
How to close more cases through better follow-ups
When COVID-19 happened in 2020, we had a lockdown for two months in Singapore. It was tough, but the year 2020 was the first time I qualified for Court of...
Timeless ideas that work
For decades, MDRT members, including industry legends, stood on the Main Platform of the MDRT Annual Meeting before thousands of their colleagues to generously share the ideas...
Setting the scene for success in virtual prospecting
By taking advantage of online meetings, we can handle any case at any point in the process, no matter where the client is and no matter how busy prospects are. Online...
Catching terrific clients by going where the hungry fish are
As I was preparing to present a workshop in Indiana to a room full of young financial advisors, I overheard a small group of them discussing fishing. “Chris,” I called out...
Turn cold leads into hot prospects with a few questions
Many people, thinking it’s easier than cold calling, begin their insurance career prospecting with the people closest to them. But does it work that way in reality? In the beginning of...
Monitor quality to improve your productivity
What metrics do you use to gauge your performance? Do you count how many people you met? How many cases you closed? How much revenue you generated or how many...
Is your “About us” webpage pushing clients away?
In this internet age, before clients do business with you, they go online to find who you are, what your business is and why you might care about doing your...
How to start conversations with strangers at events
Do you remember your first day of school when you were surrounded by new faces and how overwhelming that felt? Eventually, you made friends and felt more comfortable. Now let’s...
