How to be productive and creative when business pauses
“May you live in interesting times.” The source of this quote is actually unknown and unimportant. Like it or not, though, we live in interesting times. They’re times of uncertainty...
Tag Archives: relationships
Selling insurance when the market is down
Selling life insurance isn’t easy. Some people think they don’t need it. Others think they can buy it cheaper on their own, eliminating the middleman. Interest rates are really low...
5 ways to ease clients’ recession fears
Fear promotes more fear. In the economic world, it can lead to market disruption. Recently, threats of a global coronavirus pandemic have led to pronounced market volatility, adding to swings...
Money follows when you align your business with your beliefs
Offering a watered-down version of yourself instead of letting potential clients know your values upfront is a disservice to yourself and a missed opportunity to align with your clients. Furthermore, attempting...
The simple power of a smile
Your smile is a compelling signal that says you are friendly and approachable. It says “you can talk to me if you wish to.” Most advisors know to smile when they...
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...
Ensure your client’s family never has to say ‘If only I had known’
As financial advisors, we help clients focus on investment strategies, wealth creation and death benefits. We shouldn’t stop there, though. When a client dies without their affairs in order, it...
Books with impact
What do people like Warren Buffett, Bill Gates and Mark Cuban have in common, besides billions of dollars of net worth? They read voraciously and selectively. Here are five unforgettable business...
What to do when you don’t like your top clients
Sometimes, as financial advisors, we confuse top clients with ideal clients. There are important differences between the two, however. For me, ideal clients make going to work on a Monday...
How to find more insurance solutions for clients
When Brian H. Langford, CFP, CRPC, thought about the dignity of insurance, he became even more motivated to create a system to help clients purchase as much of it as...
Questions to discover more about a client’s family
Knowing what to ask when a new client comes into your office is the first step toward meeting their financial needs and developing a long-term relationship. But asking the right...
Find prospects without cold calling
With prospects answering the phone less and less often, advisors can always use opportunities to engage with people in person. Consider this approach: Arrange small business breakfasts for eight people...
Give mindfully to improve relationships
We all like to be appreciated, of course. We feel the love more, though, when we feel seen for who we uniquely are. For example, inviting a client to a decadent...
Essential steps for working with family
It can be wonderful to have family members working in your business. When it’s successful, you build a legacy of a thriving practice. It takes more than hope to make...
How to be a great leader
What does it take to be a good leader? Early in my career in information technology, I was in a training session where the presenter asked that question. My answer at...
