There are many different strategies to establishing a relationship with clients during their first meeting. Kobus Kleyn, CFP, a nine-year MDRT member from Gauteng, South Africa, uses that time to...
Financial advisors might consider continuing education requirements a necessary evil of the profession that interrupts a busy schedule. Yet, CE requirements also can be viewed as a tool that leads...
We understand the importance of working out and that we can’t go to the gym once a month and be in shape. In many ways working out and prospecting are...
We’re all in the business of selling. If you don’t think so, recall the words of Robert Louis Stevenson, author of the classic “Treasure Island.” He said: “Everyone lives by...
What is the value you provide, and what differentiates you from another advisor? Is it your time and success in your career? Is it the company you are with? Or...
One of the great things MDRT did for me was introduce me to the idea of study groups. A group of us would get together and spend a weekend talking...
Most financial advisors have heard of intergenerational selling. You know you can sell up and you can sell down. Let’s sell across while we are at it. There are multiple...
Wouldn’t it be great if more prospects came to you? By understanding how clients find financial advisors, you may discover marketing ideas that you’ve overlooked. When financial advisors asked, “How did...
Working with high-net-worth clients can often be professionally rewarding for financial advisors. Like any niche, though, there are tips and processes that can help you offer what that type of...
Do you want clients who are interested in the solutions you offer? Would you like to qualify for MDRT, Court of the Table or Top of the Table every year?...
Good ideas, and certainly lists of ideas, caught your attention in 2020. Take a look at what online Round the Table articles you were reading most last year. Don’t miss...
In sales training, we are often taught to treat objectives as obstacles to be knocked aside as we march toward getting the sale. That’s not the only approach, though. The logic...
Do you have a system for personal and professional growth? A properly structured business can deliver higher revenues, additional profits and a satisfying personal life with far more money, time and...
To provide excellent client service, try these ideas from MDRT members. Set thrilling goals When you set goals, it is important that they are something you want to do from the bottom...
Get people to call back and gather more referrals with these easy tips. 1. Inner circle referrals When an accident happens, a client might not be able to apply for claims on...
