How online content connects with prospects even when you’re on vacation
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...
Tag Archives: prospecting
Reconnecting with someone you met socially
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...
Subconscious selling can help advisors get inside the client’s head
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...
7 ways to name-drop without seeming rude
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...
Discover what questions are getting in the way of finding clients
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...
Don’t sell — Let the client buy
Life insurance is all about awareness. Clients need to be educated about the benefits of life insurance. If clients are aware of their future needs, such as planning for retirement...
5 questions to qualify your prospect
Not everyone can be turned from a suspect to a prospect, and that’s fine. It’s important to find out, though, early in the process. There are five facts you need...
Creating an effective webinar
The COVID-19 pandemic has changed the way insurance advisors approach and present their ideas to prospects. One of the effective ways is using webinars. Ninety percent of my clients during...
Why purchasing insurance is not your client’s goal
For clients purchasing insurance is not the goal, but a measure to reach their goal. They want to find out what and how to prepare for a happy and regret-free...
The ART of handling objections
Mindset is key to handling objections. To me, objections signify a gap between our presentation and the prospect’s buying decision. Like playing a game of tennis, I imagine the client...
Why keep going, even when you are not making progress?
Ever spend a few hours prospecting with only disappointing results to show for your efforts? Ever have a few days like that in a row? It’s tempting to recall Albert...
Boost your quality leads with the power of introductions
It was 2019, and David had hit a plateau in his business as a financial advisor. He had started with what his manager called his “warm market”— his family, friends and...
How to appropriately bring up what you do in a social setting
If I’m at a social gathering, I’m never going to bring our products or services into that conversation. But if somebody mentions investments or insurance or anything like that, if they...
How to use social media for referrals
When used correctly and with some patience, social media can help you find clients. Here’s how this works for me. I find my clients who are most active on social media...
Who do high-net-worth people want to know?
Television often portrays high-net-worth individuals as arrogant and intimidating, adding drama to on-screen plots. It’s not reality, though. So there’s no need for financial advisors to steer clear of high-net-worth...
