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...
Tag Archives: prospecting
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...
Get prospects to call you back
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...
Find all the leads you want through magnetic marketing
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...
Stop cold calling and attract prospects through social media
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...
How to encourage prospects to attend your seminar
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...
