15 Phrases That Win Clients and Prospects

2 Dec

We want to win prospects over. Let them know we understand their concerns. Position ourselves on the same side of the table. It’s good to have handy expressions to make a point or prompt more questions, getting a conversation going. Here are a few that might help. More>>

Advisors Still Matter to Life Insurance Customers

18 Nov

In the face of the dramatic shifts caused by the pandemic, the study reveals that, “for most Americans, a conversation with a financial professional is still central to the life insurance purchase process.” In addition, companies that accelerate their digitally enabled processes (such as e-signatures and video conferencing) are likely to boost customer satisfaction. More>>

Social Media Vital to Financial Advisors’ Work During COVID-19 Pandemic, According to Putnam Investments Social Advisor Research

28 Oct

Are you socially linked in?  85% of advisors report using LinkedIn most for business (compared to other social media platforms), says the Putnam Investments Social Advisor 2020 Study, with 74% relying on direct messaging through social platforms and 94% of those gaining new assets from these activities.  If you’re not connected and leveraging social tools, now is the time to begin. More>>

What Your Clients Want to Talk to You About: Survey

7 Oct

Clients’ trust in and satisfaction with their financial professional increases when both parties willingly broaden their conversations and engage in a more transparent, holistic approach to financial and future planning, according to a new study from AIG Life & Retirement and the MIT AgeLab. More>>

September is Life Insurance Awareness Month…So What?

30 Sep

Covid-19 has hopefully provided you with a new perspective or reinforced what you already know…life happens! It is funny to me how I often hear “it won’t happen to me” or how “impossible” specific outcomes are only to see them happen regularly in our lives. The financial concept of “Family protection” fits perfectly into this box. If someone is married and has children, the family protection conversation is a must. You cannot make someone buy life insurance to protect their family, but I think it is an advisor’s responsibility to have the conversation. Term insurance is inexpensive, and the protection it provides is immense. This month I want to focus on actionable ideas as part of Life Insurance Awareness Month. More>>

15 Reasons Why Clients Leave Their Agents or Advisors

5 Aug

Everyone loses clients. Since it’s a pretty safe bet everyone buys insurance or invests, it’s logical to assume they left to go someplace else. Your best prospects are someone else’s best clients. Unlike the business world, clients don’t put their agents or advisors on probation. They vote with their feet. Why? More>>

3 Ways Blogs Can Help Build Your Client Relationships

29 Jul

Guest contributor: Paul Lipka, manager, marketing communications at Crump Life Insurance Services

Staying top of mind with clients has become critical as we transition to the next normal of productive business activity. In-person client meetings all but disappeared a few months ago, and safety concerns will continue to limit face-to-face interactions for the foreseeable future. More>>

How to Find Leads Online

8 Jul

Over the last 10 years, inbound marketing has proven to be a great way to generate leads and acquire customers and help you hit your quota. Inbound marketing is a holistic, data-driven approach that leverages content on your website to attract buyers researching your products and services online. And then convert them to leads so you can close more deals. More>>