An important lesson on how not to evaluate a potential client
By Subash Chatrooghoon, Dip FP During my junior advisory years, a memorable referral came to my attention: Mr. G, who made curtains. Not knowing much else about him, I scheduled an...
Tag Archives: prospecting
Finding your next clients
By Howard E. Sharfman The sales cycle in our business is a roller coaster. There is the all-consuming hard work of planning and producing a great proposal. Then there is the...
The cycle of connections, contributions and credibility
By Daniel Joseph O’Connell, MBA Social media has really driven my practice, and when I started out doing this, I didn’t anticipate the end result of it. I enjoy writing, so I...
3 effective ideas for prospecting
Want to find new clients, work better with current clients or both? MDRT members have seen success with the following ideas: Avoiding the inheritance tax When you are in your...
Staying organized with reluctant prospects
It would be easy to brush aside anyone who does not jump at the chance to work with you. Some would argue that it is more efficient not to...
Master a low-pressure approach that builds trust
When you build a repeatable prospecting process, you can ensure your business keeps growing, said Alex Braun, a 21-year MDRT member from Melbourne, Victoria, Australia, in his MDRT Annual Meeting...
Engage clients’ senses
Think of a significant event from your childhood. Chances are, you can remember smells, sounds, tastes, temperature or texture from your experience. When an experience engages your senses, Bryon Holz,...
The 5 steps of the buyer journey
Advisors know the importance of recognizing every client as an individual. If you perceive everyone as the same, your service becomes formulaic and clients start to wonder if someone out...
7 ways to improve your branding and public image
If a prospect searches for you on the internet, what will they find? If a client emails you, what will your response say about you? Jenny Brown, CFP, FChFP, a nine-year MDRT...
Sending “face cards” to confirm meetings, not just follow up
When Tony Goebel, LUTCF, entered the financial services profession, he was excited every time he convinced someone to sit down with him. Then many would cancel their appointments the day before the...
4 questions clients and advisors should ask each other
James Anthony Savage believes in silence. During his first meeting with a client, he asks them to identify four questions they’d like to ask a financial advisor. He writes the numbers...
How to make sure people listen when you market on the radio
“Do you need help with your Roth IRA? Do you have questions on taxes or estate planning?” These were the kind of questions that Stefani Fiedler, CLU, CFP, was asking on...
3 tips for better storytelling with clients
Why do people do business with you? What makes you stand out? “One of the key skills, if you want to be successful, is to tell stories well,” said Ty...
How business owners react when you drop in unannounced
By Brian D. Cichy, BS, CLTC Sometimes they say, “You know what? You’re here; I know we need to talk. Rather than spending more time playing back and forth on scheduling,...
The advantages of hosting casual dinners without talking business
Some advisors gather prospects together for a meal that also includes a presentation illuminating what they do and how that can benefit the attendees. Ozer Culhagil, Ph.D., an eight-year MDRT member...
