Green means go
The financial services industry is one of the most amazing and rewarding industries that I’ve ever participated in. I saw the difference financial planning could make when I was a 30-year-old...
Tag Archives: Sales idea
Easy ideas for guiding prospects to become clients
Prospects won’t buy when they believe a financial advisor is selling. If, however, a financial advisor can guide prospects toward creating a financial plan that accomplishes their goals, they will...
Why purchasing insurance is not your client’s goal
For clients purchasing insurance is not the goal, but a measure to reach their goal. They want to find out what and how to prepare for a happy and regret-free...
The ART of handling objections
Mindset is key to handling objections. To me, objections signify a gap between our presentation and the prospect’s buying decision. Like playing a game of tennis, I imagine the client...
Crucial elements to closing a complex sale
Just because a sale is complex, meaning it involves a high degree of uncertainty as well as a larger number of people in the process, doesn’t mean this potentially large...
Explaining to clients how paying the premium is the solution
My career has been built on simple ideas heard from MDRT Annual Meeting presentations. Let me share a few. Paying the premium is not the problem; paying the premium is the...
True Tales: Why critical illness insurance is important
About 20 years ago, I was referred to a successful merchandiser working at a reputable garments factory in Hong Kong, China. The merchandiser, whom I’ll call Sunil, was in his...
An easy way to explain permanent life insurance
I first heard this idea at an MDRT meeting in the late 1970s, early in my career. Since then, I have developed and used it with success with my corporate...
What to say when clients believe life insurance is a bad investment
What do you say when clients or prospects believe that life insurance is a bad investment? I first ask why they feel that way to get a better perspective about...
Showing clients that time is money
When a chartered accountant with an excellent reputation caught my attention in the newspaper, I decided I’d like to add his name to my client list. I sent him an...
Seek the uncomfortable zone to overcome barriers
By Howard E. Sharfman People in our profession are insecure. We may seem confident and in control to the rest of the world, but we worry a lot — about our...