Success by going back to the basics
In my fifth year in this profession, I was lost and worried. I was working like a horse day and night and made it to the top 20% of my...
Tag Archives: referrals
MDRT video favorites: Connect better with clients
Just as there are many types of clients, there are many ways financial advisors can work and communicate with their clients to build engagement. MDRT members from around the world...
Get talked about and attract unsolicited referrals
Most financial advisors occasionally receive an unsolicited referral from a client or another professional. Any advisor would want to make that happen more often, yet it appears random. You didn’t...
When a good idea sticks
The past few years have been a time of major transformation for many in the profession. MDRT members blazed new trails after trying a temporary fix that was so effective...
Stop asking for referrals; instead, ask for introductions
In my 23 years of working with financial and insurance professionals, I’ve seen advisors ask without hesitation for $300,000-plus commitments from clients for large, single-premium insurance policies or to invest....
Goals, purpose and finding more referrals: Favorite MDRT videos
Reaching your goals, understanding your purpose as a financial advisor and amping up referral rates are covered in the most-viewed videos of 2023 on MDRT’s YouTube channel. These...
How to create more referrals
If you would like to find all the new clients you need to grow your business, build a referral system with repeatable processes. There are several ways to find new clients...
3 simple, low-cost ways to connect with potential clients
The most important aspect of a successful financial services business is identifying, nurturing and processing prospects into new clients. I use detailed procedures to ensure this happens in my business,...
Do friends and clients know you are accepting new clients?
Why don’t your friends and clients send referrals? The answer might be so ridiculous that it is not obvious. Simply, they may be unaware you are accepting new clients. There...
Persevering with skeptical referrals
A client was referred to me for help with getting her cancer claim fulfilled. Her agent was no longer servicing her, and the claim was stuck for more than six...
The benefits of practicing your referral pitch
With referrals, it is about repetition in some ways; you’ve got to just keep asking. You’re going to feel awkward the first few times you do it, so you might...
The key to growing as an advisor
If you only work for money, you become selfish. Selfish advisors are not professionals. When you run after money, you are only running. Yes, making money is an objective. If,...
Surpassing expectations
The COVID-19 pandemic pushed many people to realize that life and death can be incredibly unpredictable, and insurance is a crucial way to protect yourself from the unknown. Yet, just because...
5 creative ways to ask for referrals
We were trained to ask clients for referrals. Yet, the word “referral” is an industry term that carries a problematic salesy connotation. It’s like saying, “Do you know anyone I...
8 reasons to immediately follow up on leads and referrals
It has always been difficult finding new clients. With cold calling, for example, how many calls does it take to reach a live person? Once you get someone on the...
