Becoming an adviser to the family Many advisers would like to serve as financial advisers to members of their family or family members of their clients, but do not know how. This process takes time, effort and careful nurturing of relationships. This article provides suggestions that will help you break…
How advisers can provide the most value for their clients Joe Tomlinson, managing director of Tomlinson Financial Planning, explains five ways financial advisers can add value to their practices and help clients achieve their desired outcomes. Advisor Perspectives (1/14)
Commentary: Life insurance industry can thrive despite challenges in 2014 Focusing on customers, adapting to offer new products and working to ensure financial strength are the key ways that carriers and advisers are likely to find success in the year ahead, writes Dayton Molendorp of OneAmerica. National Underwriter Life &…
Expert: Life insurance should be considered during the holidays People don’t want to consider death or disability during the holidays, says Steve Bygott of Colonial Life & Accident Insurance. But Cyril Tuohy writes that that’s the perfect time to have such discussions because families are gathered together. The life insurance…
Commentary: ACA means new opportunities to sell life, disability insurance The time is right to consider increased sales of benefits such as life and disability insurance because producer revenue is poised to be affected by the medical loss ratio requirement in the Affordable Care Act, writes Keith Storie of The…
Use voice inflections to build rapport with prospects Raising and lowering your voice’s pitch and speeding up or slowing down the rate at which you speak in response to clues from a prospect can help you build rapport, gain trust and make sales, writes author and financial speaker Kerry Johnson….
Brokers reach out to workplaces to boost life insurance coverage The recognition that employees often don’t have enough life insurance has led brokers to make more individual and voluntary-group sales at workplaces, according to experts. “We try to stress to employers that a lot of people don’t buy life insurance…
Report seeks to predict business models for advisers Cambridge Investment Research looked into the question of what business models financial advisers are likely to follow by 2025. Researchers concluded that the three most promising models are the family specialty office, the team approach and the open or virtual team model….
Give your clients what a computer can never give them Computers have their uses but assuring a person of a secure financial future isn’t one of them, writes author and professional sales speaker Joanne Black. “[T]op salespeople don’t just ‘check in’ with their clients,” she notes. “They develop strong relationships…
Display of confidence is key in sales Salespeople must demonstrate confidence to be effective, sales trainer Kelley Robertson writes. “Decision-makers want to do business with salespeople who are confident — and the higher up the corporate food chain you go, the more important this concept becomes,” Robertson writes. “Senior executives…
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