An essential skill for successful sales results
Most financial advisors have no problem preparing for a routine prospect presentation. They do their homework, find the right avenue to connect with the prospect and make the pitch. But...
Most financial advisors have no problem preparing for a routine prospect presentation. They do their homework, find the right avenue to connect with the prospect and make the pitch. But...
When clients don’t understand the importance of insurance, I share this story with them. Before the Titanic’s first voyage in 1912, it was marketed as unsinkable. No one seemed concerned, then,...
Try these three ideas to increase your business and calm your mind. Asking for referrals I ask my clients, “Are you satisfied with how I handle your policies?” If the client answers...
Television often portrays high-net-worth individuals as arrogant and intimidating, adding drama to on-screen plots. It’s not reality, though. So there’s no need for financial advisors to steer clear of high-net-worth...
Not every prospect becomes your client right away. Does that mean you should forget that person? For me, the answer is no. I’m a financial advisor for the long term...
The fourth quarter is a challenging time for the insurance and financial services profession as advisors work on completing the year’s goals. Many of us will face objections and delays...
Try these Round the Table ideas to motivate your clients to take action and invest in a more financially secure future. A simple budget Younger clients generally don’t think they have enough...
Explaining critical illness insurance plans to our potential clients can be challenging. Policies can cover 36 to 60 different illnesses — each individually defined — and we can lose confidence...
It’s happened to everyone. A friend had a need. They knew you are in the financial services profession and asked for your advice. You learned about their situation, did research...
There’s an obvious flaw in the referral process. It’s the perception of liability, which can be a big turnoff for friends and clients when you ask for referrals. Here’s another...
Young people think they will live forever. They also expect to be in the same physical shape 60 years from now because they go to the gym regularly and eat...
When a client or prospect feels pressured, they can often back away from the assistance you’re offering. Try these two favorite ideas from MDRT members for helping clients see the...
We’re all in the business of selling. If you don’t think so, recall the words of Robert Louis Stevenson, author of the classic “Treasure Island.” He said: “Everyone lives by...
You have a big problem. People think the products you sell are in unlimited supply. If they buy today, next month or next year, you will place their order. How...
These three ideas from MDRT members can help you better communicate your ideas to clients. Put a positive spin on the future In our industry, we’re able to rattle off the percentage...