Commentary: Life insurance audits help discover, fix oversights Conducting routine life insurance audits is a useful process for discovering oversights that need to be corrected in a client’s policy, writes Todd Burkhalter of Ashworth & Sullivan Wealth Management Group. Errors commonly involve the amount of life insurance needed, type of…
Commentary: Giving solid financial advice involves science and art Effective financial planning is based on scientific principles and theories, but providing advice is also an art that requires interpersonal skills, understanding and technical knowledge, writes Michael Finke of Texas Tech University. Veteran planners understand that theoretical recommendations may not satisfy…
Your prospect raises concerns; now what? Sales objections aren’t inherently bad, as they indicate that you have the prospect’s interest, writes Brian Tracy. Let the prospect explain any objections without interruption. Then ask the prospect about the reason behind their objection, and consider using the “feel, felt, found” approach: empathize,…
A study by Unum reveals some reasons for long-term-disability claims. For the 12th year, cancer is the top reason for LTD claims for Unum, followed closely by back disorders, according to 2012 claims data. Cancer claims were nearly 16% of the company’s LTC claims, while back disorders made up 15.1%…
Commentary: Prepare clients for the disability underwriting process Financial advisers should prepare their clients for the outcomes that may result when applying for disability-income coverage, writes Kieran Mullins of MetLife. They will need to explain issues such as why an underwriter assigned a rating that leads to a higher premium…
LILI — unlock the leader in you LILI, a six-month leadership-development course offered exclusively to NAIFA members, is a curriculum that includes creating a business plan, exploring tools to improve your practice and techniques to enhance interpersonal relationships — all for a fraction of the cost of other certificate programs….
How to make a better sales call Make sure to rehearse what you will say before calling a sales prospect, and don’t open with lines such as “How are you today?” or “Are you busy?” writes Bill Cates. Cite your referral source if you have one, and include any nice…
A weekly $ale$ tip from CoachStern.com 9 Sales Habits You Need to Develop by Kelley Robertson To achieve long-term success in sales means that you need develop a variety of habits. Here are nine sales habits that will help you improve your results. Habit #1: Prospecting. Top sales pros devote a…
Life insurance can provide clients with financial security, but financial advisers must overcome three common roadblocks to making the sale, writes Graham Green of Jackson Square Financial. The adviser must overcome clients’ discomfort with talking about their death by introducing such a conversation, he writes. And a simple response is…
Financial advisers should go slow with social media, experts say Industry experts are cautioning financial advisers to proceed slowly with using social media to communicate with clients. “I have a concern that newer financial advisers think that they can have a creative social media presence and that will build their…
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