Giving you the right track to run on

A fortnightly pearl of wisdom to fast track your success

  • CHRISISM #72 - The Importance of Perception

    It is hard to over emphasise the importance of the role that perception plays in the client engagement process. As I pointed out in Chrisism#8, we need to be very aware of the negative perception that the terminology we use with our clients can create – thereby giving them the justification to put up the shutters and say “No!”.

  • CHRISISM #71 - Protecting Your Most Valuable Asset

    What percentage of people do you think have insured their house, their car and their possessions but not their income? I reckon it would be a fairly high percentage.

  • CHRISISM #70 - Child Trauma Cover - An Absolute Must (Part II)

    In Chrisism#41, I outlined how important it is that every single eligible child is added to one of their parent’s adult policies as a life insured for Child Trauma Cover, and I pointed out that typically the most valuable benefit of such cover is that the payment of a lump sum enables the breadwinner to take time off work to spend with the child. In this Chrisism, however, I want to point out another perhaps more obvious potential benefit of Child Trauma Cover using a real life example.

  • CHRISISM #69 - Separating Yourself From The Pack

    What is the perception of the financial services industry that is currently being created by the media? I would suggest it’s something like:- “Everyone in financial planning is a shark who doesn’t give a damn about their clients and are only in it for their own benefit”.

  • CHRISISM #68 - Boxes To Tick Right Up Front

    In Chrisism#67 entitled “Setting Out Your Stall”, I identified four boxes that I believe we have to tick right up front with our prospective clients, thereby achieving four identifiable outcomes that are crucial in putting our client at ease from the word go.

  • CHRISISM #67 - Setting Out Your Stall

    What does the introduction to your first client meeting look like? I know I certainly tried a lot of different techniques for this introduction when I first joined the business, and I know that to some extent it’s probably horses for courses, but for a long time now there has been no doubt in my mind which introduction strategy worked better for me – and indeed for my clients.

  • CHRISISM #66 - MS - Increase Awareness

    Do you know or know of anyone who is suffering from multiple sclerosis? Whenever I ask this question of any group of people to whom I am presenting (be it small or large), at least one third of the people in the group raise their hands – and often considerably more than one third. Multiple sclerosis is a lot more prevalent than most people think, and we need to increase our clients’ awareness of this – especially those clients between 25 and 35 years of age.

  • CHRISISM #65 - The Price of Survival

    Have you ever had a client tell you that Trauma Cover is very expensive? If so, how have you responded? My response was always:- "Compared to what?"

  • CHRISISM #64 - Trauma Cover - The Need for Sustainability

    Are you still trying to get Trauma Cover over the line with the cheaper option of stepped premiums for your clients?

  • CHRISISM #63 - Disturb / Reassure

    This is an age-old sales technique that works by pressing your client’s emotional hot buttons and it is especially effective in the risk advice client engagement process.