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...
Tag Archives: referrals
Successful people consistently practice successful habits
There are five habits that create success for salespeople and financial advisors, said Bruce Lund, Ph.D., in his 2018 MDRT Annual Meeting presentation. Lund, a business professor and author, has...
Two good habits of a successful advisor
By Julian H. Good Jr., CLU, ChFC A key to our success is developing what we repeatedly do — in other words, our habits. These two habits, in good and bad...
6 questions to ask to connect with your niche
It is no secret that there is value in working within a niche market. You focus your clientele, they perceive you as an expert and refer you to others enough...
Changing the language of referrals
In 1997, I worked with a CEO. At the beginning of our time together, I insured him and his family with high coverages. Then we did a group major medical...
Understand what PR agencies will actually do for you
By Tony Gordon I have always been a believer in public relations; find a good local agency, and ask them how they can help you by getting your name out there....
Double the champagne, increase the clientele even more
Your client is getting married. You want to send them a bottle of champagne. Why not send a bottle that’s twice as large (and personalized with your name on it)? It’s...
Top MDRT videos: Partnerships, referrals, restarting businesses and working with clients
How do MDRT members become some of the world’s top financial advisors? While there are many different answers to that, top advisors often share similar traits. These include understanding how...
Be referable by helping your clients’ loved ones
How ladies’ nights lead to referrals
By Michelle L. Bender, CFP Michelle Bender (second from the right in a blue dress) at a murder-mystery party Referrals are important to my business. About 95 percent of my new clients...
Why you may want to give uncooperative referrals a second chance
The first time Danielle J. Genier, CFP, CLU, met with Madison, a recent college graduate and daughter of clients Genier had known for many years, it did not go well. Still...
Nominate your clients for awards and reap your own benefits
You know when your clients’ businesses are thriving. Do you do everything you can do to help others know that? Daniel O’Connell, MBA, a 10-year MDRT member from Addison, Texas, works...
Earn referrals by being different
It is important, of course, to do the best job you can and strive to provide better service to clients than your competition. A big part of standing out, however, is...
