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4 tips to keep pressing forward with prospecting

Financial advisors should not let success make them complacent, writes John Pojeta of The PT Services Group. He offers four tactics to help keep prospect pipelines flowing, including setting a daily prospecting goal, keeping efforts measurable and using automation. ThinkAdvisor  

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Use storytelling to better inform clients

Research shows people are much more likely to retain facts if they are delivered as part of a narrative. Among the ways financial advisors can tell a compelling story to clients are to structure reports and presentations like narratives and incorporate case studies. ThinkAdvisor

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Find ideal clients by identifying the ones you want, the ones you don’t

Finding ideal clients largely comes down to establishing your niche, but advisors must also learn how to screen prospects to weed out potential problem clients, Crystal Butler writes. She provides a list of questions advisors can ask themselves to help determine their ideal client base. Advisor Perspectives

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How advisors can turn millennials into clients

The three best ways to land millennials’ business are to engage with clients’ children, use social media and offer millennials what they really need and want, writes Bill McManus of Hartford Funds Distributors. “Advisors have more reasons than not for seeking out millennial clients, but effectively reaching this demographic will…

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3 common causes of losing a prospect after the first meeting

Advisors frequently come to sales coach Dan Solin confused about why they failed to convert a prospect after a “great” meeting. In these cases, Solin often learns that the advisor did the majority of the talking, made assumptions or approached discussions about fees improperly. Advisor Perspectives

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Exec offers 4 ways insurance brokers can provide great service

Providing great service is important for insurance brokers to enhance client relationships and build their business, and there are four key ways to stand out as a service provider, according to Alex Moral, senior vice president of Trustmark Voluntary Benefits. They include nurturing personal connections with clients, being responsive and…

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4 ways to better understand prospects, boost business

Marketing and sales consultant John Graham offers four basic rules that can help advisors understand how prospects think and potentially increase business. They include making keyword notes and reciting main points back to potential clients to ensure they are correctly understood. ThinkAdvisor

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Commentary: Helping clients with behavioral finance

Financial planning is as much about emotions as logic for most clients, and financial advisors should use behavioral finance to best help them, writes David Geller, CEO of JOYN. Among the actions he recommends are concentrating on what clients can control, making planning a team effort and using questions to…

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Exec looks to dispel misconceptions about LTC combo products

Steve Schoonveld, head of linked-benefit product solutions at Lincoln Financial Group, seeks to correct several misconceptions about annuity and life insurance contracts that include long-term-care benefits, starting with the idea that they lack inflation protection. He also makes the case that they should be called combination products rather than hybrids,…

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How to handle prospects who aren’t truthful

Prospects sometimes lie, but that may be because they are trying to be nice or don’t know how to appropriately answer a question, writes John Pojeta of The PT Services Group. To get to the truth, he suggests financial advisors push for specifics and frame conversations in ways that make…

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