5 Things Nervous Clients Need from You
Let's chat about the backbone of the business, client relationships. Client relationships are fragile. As soon as their money's exposed to volatility, clients are on an emotional roller coaster...
Financial Advisor Do’s and Don’ts During Extreme Market Volatility
Financial advisors play a vital role in helping clients achieve their most important financial goals. But where they really earn their fees is during times like these, when helping...
How to Command and Maintain Control over Conversations with Prospects and Clients
How often have you been in a meeting with a client or prospect and felt like you lost control of the conversation? After starting on one subject, the other...
Keys to Building Life-Long Loyalty with Clients
Successful financial advisors know that client retention is vital for sustaining and growing their business. Replacing a client who leaves with a new client is expensive and hard work,...
Two Stories to Help You Explain What You Do
I have a thought I want you to pass on to your clients. Tell them this from me. The only people who lose weight are the people who hire...
How to Tell When a Prospect Is Ready to Become a Client
In their interactions with prospects, financial advisors reach a critical juncture when they must determine when or if a prospect is ready to become a client. If they make...
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...