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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
“Go after your natural market.” This advice has been given to financial advisors for ages. Who is your natural market, though? It’s human nature to take people off the list...
Do you know where your next client is coming from? Do you need more ideas or more prospects? Would you like more time, more money, more fun? If the answer...
