Express your value to clients
New book by an American sales consultant is a worthwhile read for advisors seeking the language and confidence needed to ask for introductions to potential clients
Make sure clients and COIs know what type of client you’re looking for
Meeting with retired clients to discuss issues that are important to them sets the stage for those clients to bring in more of their own assets and tell their friends about you
When it comes to popping the question, timing is almost everything
By analyzing client feedback, you can uncover information that’s incredibly valuable to your business
In part 2 of this 12-part series, Lawrence Geller, president of L.I. Geller Insurance Agencies Ltd., says that to be a top insurance performer you must be proficient at finding and keeping clients. Geller shares his many years of successful experience in how to make referrals work for your practice. He spoke with Jim Ruta, performance consultant with the Expert Institute, at the TMX Broadcast Centre in Toronto.
Having the wrong attitude about referrals can be harmful for your business
Get to know your clients’ heirs
The right mind-set and timing create a smooth transition