3 ways to increase client connections
Every advisor wants to find new methods to connect with clients. These are a few strategies that have been effective for MDRT members: Be the best Create a unique proposition and stick...
Tag Archives: prospecting
Transform friends into clients
Do you have friends who should logically do business with you, but haven’t taken the hint? You have an extended family and a large circle of friends. Not all will...
How putting clients at ease is the difference between a client working with you or not
It’s understandable when a prospective client has questions about how the relationship with you as their financial advisor would work. Their questions are not standing in the way of you...
Presenting a multigenerational plan to prospects
This is a presentation I use with prospects that can be done on a paper napkin at lunch: Mr. Prospect, would you agree your wealth is more than your money? What dimensions...
Acquiring clients by teaching university courses
My practice is all really built around financial education. So all of my prospects and clients come from classes I teach at universities. We take them through a four-week class....
4 ideas for event planning
For advisors hoping to engage clients and prospects, MDRT members suggest these events: 1. We have clients who own small airplanes. One of the clients is head of the local private pilot’s...
3 things actors and advisors have in common
Auditioning for the TV drama “The Sopranos,” Eugene Bozzi, LUTCF, apparently wasn’t coming off as natural. The casting director asked him to do less. So the 12-year MDRT member from Linwood,...
How to execute a 10-touch system for communicating with prospects
It takes seven to 15 touches to close a deal 80% of the time. When you move people from suspects to prospects, you are then declaring that you want to earn...
In the future, will business as usual lead to a failing business?
No one knows what the future holds. However, the seeds of future possibilities are being sown now. For example, are you surprised when someone contributing nothing to their retirement fund...
Should you live by YOLO?
If you want to be a successful financial advisor, rethink the idea of “You Only Live Once,” also known as YOLO. “YOLO is rubbish,” said Robert Young, a past MDRT member...
7 books to change how you do business
Books can shift the way we see the world or how we do business. These are a few of the books mentioned by MDRT members and meeting speakers for the...
3 sales ideas to enhance client relationships
Deep roots When it comes to wine-making, the sturdiest vines tend to produce the best-tasting grapes. These vines have roots that are well-entrenched deep below the surface of the soil. The fewer...
Why you can’t take clients’ word for what they already have
***This item comes from MDRT’s most-popular podcast of 2018: “A mistake I made in discussing income replacement coverage.” Listen to it here. Sometimes you may ask a client about the...
3 questions you may have about seminars
By James W. Johnson When doing seminars, first you have to determine what your market is and who is in it. Then, you have to define what you want to accomplish....
Seek the uncomfortable zone to overcome barriers
By Howard E. Sharfman People in our profession are insecure. We may seem confident and in control to the rest of the world, but we worry a lot — about our...
