To no surprise of anyone in our business, financial professionals often express to me their frustrations with the life insurance underwriting process. When I consult with them, I find myself asking the same important questions:
How well do you think you know your clients? What about their complete financial profile? If you have been in the industry for a while you may believe you know everything. However, most financial professionals who confidently tell me this are kidding themselves. Why can I confidently say this?
A First Impression Kit is an essential tool for your business. It can impress your prospects and clients by making you look professional. A First Impression Kit is a package of your marketing materials that has consistently branded pieces. Each piece has your logo and your unique look and feel.
During the more than 20 years I’ve been in the financial services industry, I’ve been fortunate to meet hundreds upon hundreds of financial professionals across the country and in various stages in the business. From the eager newbies to the sage veterans, I’ve visited with them all and here are the seven reasons I’ve found that top producers have more success in the business.
Being rejected by a prospect does not have to be a total loss. There are many things that can be learned from a prospect who said "no" and a chance you could improve your financial services business.
As an independent financial professional and a small business owner, you must leverage every minute you have and every dollar you spend to maximize your efficiency and profitability. One of the best ways to gain resources is to partner with the right IMO (Independent Marketing Organization) that has a skilled staff designed to support your business.
The "Amazon Effect" is essentially the results of how a digital world has changed business models regarding consumer expectations, interaction, choices, and options. This phenomenon started back in 1994. Since that time, it has changed society as well as many business models in various industries and markets.
“You’re fired!” is something most financial advisors would never think of saying to one of their clients.Financial professionals are often afraid to let a client go, but there are times that they should. Let's look at the main reasons why you should fire a client and how to do so in a professional way.
Tags: practice management
Selling across demographic lines has its challenges. Selling to younger prospects can be difficult because this segment of society grew up during a different time and have a far different view of the world than those that came before them. The differences make this sales environment more challenging. Let's discuss the two main reasons it is far more challenging to sell to younger generations.
As I work with advisors on a daily basis, I’m hearing one question that stands out the most: “Can you help me get in front of more qualified prospects?” There are many ways to put yourself in the same room as higher-net worth and better fit prospects. Your tools can include seminars, direct mail campaigns, fundraisers, and referrals.
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This content is for informational and educational purposes only and is not designed, or intended, to be applicable to any person's individual circumstances. It should not be considered as investment advice, nor does it constitute a recommendation that anyone engage in (or refrain from) a particular course of action.