17 places to find clients in your natural market
“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...
Tag Archives: prospecting
Questions to convert suspects to prospects to clients
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...
What to talk about with clients in January
If in January you contact your clients in their 30s to discuss the best way to take withdrawals from their retirement funds, you may find yourself with very few meetings...
What to emphasize in the first meeting with a client
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...
How pursuing continuing education leads to more business
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...
Why prospecting is like working out at the gym
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...
Why do people decide to buy?
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’s your true value to clients?
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...
Make one more call
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...
7 business opportunities with your clients’ parents
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...
How will prospects learn about you?
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...
The secrets of big fish selling
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...
Smash through career limitations with these top 5 videos
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?...
Top 5 Round the Table online articles
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...
Seeing things from the prospect’s point of view leads to business
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...
