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...
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...
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...
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...
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...
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...
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...
All advisors have been in a situation when they just can’t get certain prospects to return their calls and address whether they want to do business together. Dharmesh Goel, a...
In the financial services world, we are faced with issues of not being trusted and then of prospects receiving an avalanche of indistinguishable blurry marketing messages. How do you overcome...
For some of the people you’re calling, you’re creating a negative experience. It’s not personal. A telecommunications company surveyed thousands of young people and found that 81% of respondents feel...
Often, the first step to converting a suspect into a prospect and then into a client is to schedule a face-to-face meeting. This can be tougher than it seems. Inviting...
Compelling online content connects with prospects and clients 24 hours a day and works for me — even when I’m on vacation. Once you have engaging content, you need to...
You have bought into the idea of social prospecting. Having joined a few local organizations likely to attract high-net-worth individuals, you have attended events and met several new people. You...
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...
The wealthy people in your area often know each other. You would never violate client confidentiality, but you know plenty of people who aren’t clients but could benefit from your...
I spoke to a financial advisor last week who declared, “I struggle with lead generation and marketing. I’m really good at what I do, though, and I end up closing...