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....
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...
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...
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,...
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...
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...
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...
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,...
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...
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...
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...
Small continuous improvements and trying ideas that have worked for other financial advisors can keep you moving toward greater success. Try these quick-hit ideas from around the world about referrals,...
When I first started as a financial advisor, my agency gave me a standard script to use for making appointments with prospects. I soon realized that most of the people...
We went from asking for referrals in a way that was random and without a process to a strategy that was more specific and straightforward. This helped bring massive growth...
If someone sends us a referral, we always send a thank-you card or something along those lines. Our clients don’t necessarily know about the referral program, so if they refer...
