Advising Clients

Top 5 blog posts for 2018

 |  Antoinette Tuscano, MDRT Content Specialist

The results are in! The following were our top five MDRT Blog posts in 2018 and a few quick ideas from each one to help you have a prosperous 2019.

5) Sell more life insurance with these revealing questions MDRT Blog

Financial services isn’t a knowledge business anymore, but a questions-and-stories business. “Telling isn’t selling,” said economist, retirement expert and author Tom Hegna. “Get better at asking questions and your sales will go up.” Asking questions gets to key issues faster, he said.

Two questions Hegna recommends are:

  • Tell me your understanding of life insurance and how it works.
  • What’s your philosophy on life insurance?

4) 3 sales ideas to surprise clients 

Impress and surprise clients with this idea: Thank the person who has given you a referral by donating to the charity of their choice.

3) 3 effective ideas for prospecting 

I have a box in my office where I put all my private investments and insurance policies. If somebody comes to see me, I can show them everything I own. That opens their mind because if we advocate some kind of investment, I can say, “Look, here it is. I own it too. So if I put my money in it, you should be sure that I am confident it’s a good investment.” People really love to see it to be sure that you are one of them, not only selling to them.

— Remigiusz Stanislawek, Poznan, Poland, 6-year MDRT member

2) A quick no is better than a slow maybeMDRT Blog

When he was just starting out in the financial services profession, 16-year MDRT member Tommy Archer, CFP, found himself acquiring countless index cards identifying people who told him, “I can’t talk right now; call me back next week.”

“You think you have all these prospects, but you really don’t,” he said. “People are just keeping you on the line. I’d much rather have a quick no than a slow maybe.”

1) 8 questions to help you get to know clients 

Some of the questions that MDRT members ask to gain an in-depth understanding of how they can help each client are:

  • Where are you from, and what was it like growing up?
  • What did you learn about money growing up?

 

 

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