The following tips will help you increase your success and closing ratio when selling income protection and help ensure your clients are protected in the event they are unable to work due to a disability—setting expectations in the beginning of the sales process and during the sale is key. More>>
Everyone wants to close business, but no one goes so far as to come right out and say, “C’mon, are you going to buy or not?” This might work in a busy deli at lunchtime, but not for financial advisors.
Put another way: You can always ask for an immediate answer, but in most cases, that answer will be “no.” You often need the right words and expressions to get your point across. There are many situations in an advisor’s day where having the right expression can be the key to getting the desired result.
Check out the gallery for 10 expressions to help you reframe your approach and stick the landing. More>>
Guest contributor Dorothy Bonett, ALMI, AIRC, ACS, is vice president, sales development and marketing enablement at Crump Life Insurance Services.
I took my granddaughter to a local park recently, and to my surprise, we found many butterflies gathered in what is otherwise an open area. As we continued exploring the small area, we noticed a sign stating that this area in the park is designed specifically with butterflies in mind. It had all the flowers and plants that made them thrive.
Still, it fascinated me. The park is wide open with acres and acres of land. The butterflies were free to roam wherever they wanted, yet hundreds chose this small park area to call their home. Reflecting on what financial professionals provide clients reminds me of this butterfly garden. More>>
Guest contributor Eileen Shovlin, regional director at Crump Life Insurance Services.
A mentor once told me to “go where people are not going,” and I’ve kept this advice in mind as I work to help financial professionals grow their businesses. Our discussion focused on how to grow your new client business by going where people are not going: serving the female investor. More>>
Guest contributor Brooklynn Slaughter, direct sales representative at Crump Life Insurance Services.
With a shift toward new digital sales techniques and technologies, it’s easy to forget the value of traditional cold calling in building business relationships. Cold calling has been around for years, and in the world of insurance, we continue to lean on this method because it works.
Here are three recommendations to help you achieve cold-calling success. More>>
A recent study conducted by Dow Jones and Broadridge Financial Solutions division AdvisorStream, which offers digital marketing, found that there is significant demand among investors for advisory services, especially among younger investors.
Based on the findings of that study, in which 1,269 investors were surveyed in the U.S., Canada and the U.K., advisors and industry experts at AdvisorStream and Dow Jones provided some helpful tips for advisors to improve their businesses. More>>
LinkedIn has over 750 million users, with the vast majority of them being professionals, go-getters, decision-makers, CEOs and entrepreneurs. In North America alone, there are more than 4 million high-net-worth investors (HNWI) active on the platform. In a nutshell, LinkedIn users are prospects who could potentially benefit from the services of a financial advisor. More>>
The following are 10 conversation starters for financial advisors interested in striking up real conversations with prospects. Are there other ways to strike up conversations on LinkedIn? Of course! But hopefully these starters get your creative juices flowing. Your objective is to ask a question to create banter back and forth and save the selling for later. More>>