I recently polled a group of subscribers and industry experts to get a read on how they’re connecting with their clients and how they’re emphasizing “doing the right thing.”
Following are highlights of the responses I received:
It’s about respect. I would advise other advisors to be organized, honest and always respect the appointment. Be prepared with all documents you may need. Also, understand the product you need to sell. And remember that rejections are usually not against you, but against the product.
–Amine H. Salim
Educate them. Develop some genuine, non-sales-oriented, educational presentations for clients and their referrals.
Constant contact. Nothing beats staying in contact with your current clients. You must become a resource and build confidence with your clients.
–Roger L. Dearwester
Get the facts. All life insurance, annuity, LTC, retirement plans and securities sales begin with accurate client profiling, asking questions, taking notes and providing solutions.