Avoid the cost of waiting: Ask one more time
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...
Tag Archives: sales ideas
Ideas to motivate clients
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...
The critical illness conundrum: Explaining a challenging topic
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...
When you teach friends and they buy elsewhere
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...
Want more referrals? Seek out complainers!
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...
Why should I start saving for retirement now?
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...
2 ideas for taking the pressure off of clients
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...
Why do people decide to buy?
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...
10 ways to create a sense of urgency when selling insurance
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...
3 ideas for being a better advisor
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...
Overlooked everyday places to find clients
We often think of sales in binary terms: “Are you going to buy or not?” This person is (or isn’t) a prospect. I’m bringing something of value. They understand (or...
12 business-related activities for a beautiful sunny day
When the sun is shining and you don’t feel like sitting inside and working, it doesn’t mean your productivity needs to suffer. Head outside with these ideas that can lead...
Successfully selling when you’re an introvert
Johan Fanggara, CFP, was ready to commit to a full-time career selling insurance, but he had one problem — he was a self-described introvert, in a profession often better suited...
7 business opportunities with your clients’ parents
Most financial advisors have heard of intergenerational selling. You know you can sell up and you can sell down. Let’s sell across while we are at it. There are multiple...
3 favorite sales ideas from around the world
Even the most successful advisors appreciate the value of a good sales idea. These are a few favorites from MDRT members: What your clients know “Before I give a client my recommendations,...
