First Meeting with a New Client—Preparation Checklist
The first meeting with a new client should be a momentous event for both you and the client. For your client, it's the first opportunity to validate their decision...
3 Soft Skills Advisors Need to Refine for an Immediate Connection with Prospects
Not to diminish the hard work, effort, and time that goes into becoming a financial advisor—few professions are as demanding—but the essential skill advisors must acquire is the ability...
Keep Your Clients Focused on What’s Knowable and Important
The media has always run rampant with scary headlines. That’s how they increase readership or website traffic. However, in this period of increased market volatility, economic uncertainty, geopolitical upheaval,...
The File Note: How to Increase Your Closing Rates to 9 out of 10 in Life Insurance Sales
At the conclusion of my previous guest post – “Making Every Initial Meeting with a Prospect Successful” – I mentioned that if I could point to one thing that...
3 Steps to Build Your Self Confidence Regardless of Your Experience Level
At some point in their careers, every financial advisor suffers from the affliction of self-doubt. For most of us, it overcomes us at the beginning of our careers. For...
3 Key Steps Remote Advisors Must Take to Make Emotional Connections with Clients
Now that the pandemic is waning, many advisors are choosing to continue working remotely, finding that it increases their efficiency and that their clients enjoy the convenience of virtual...
Not Getting Through to Your Clients? 5 Ways to Step Up Your Engagement
Most financial advisors understand the importance of client communications. Those who don't find out the hard way that poor or infrequent communications is the number one reason clients leave...
Self-Discipline Is Key
An Advisor once sent me this message: "You mentioned in one of your webinars that talent by itself means nothing. The key is to develop that talent into a skill....
Want Your Clients to Take Their Financial Plan Seriously? Keep It Front and Center in Your Relationship
It wasn’t so long ago that clients perceived financial plans as an extension of the prospecting process to entice them to open an account and hand over their money....
How to Increase Your Life Insurance Sales Making Every Initial Meeting with a Prospect Successful
When people meet with you for the first time, subconsciously they have four questions that need to be answered. They haven’t thought about these questions in advance but they...