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Advising Clients

Jun 2020

The Opening Of A New Door To Success

Sometime in February, when this pandemic was ravaging China and we had a few cases in India where I live, I started thinking about what would happen with my business if restrictions are put in place. Will my business stop if I’m not meeting with clients? The thought was terrifying.

Jan 2020

No, I can’t do that

WHAT DO YOU DO when a client says, “Could you cancel my policy?” or “Could you reduce my sum assured?” Some of us have been taught to respond with a question — something like, “May I ask why you want to do that?” or “Has something changed that led to that decision?” Next time you get that call, say, “No, I can’t do that.”

Nov 2019

Where Has All The Money Gone?

TROY A. COLLINS, ADFP, has clients who earn above-average incomes but still can’t get ahead financially. Not only are they not saving or investing, but they’ve often racked up considerable debt. So his first step is to analyze the client’s cash flow, which he believes is a critical part of providing true strategic advice.

Jul 2019

More-than-money wealth planning

Imagine you are awakened by your 5-year-old daughter, who tells you she smells smoke. You gather your family of four and congregate by the designated tree in front of the house. As you look back at the house, you see no flames, so you return to gather a few items.

Mar 2019

Q&A: Bin Qi

I tell them that the required investment in insurance products is actually just a small sum. With this small sum, we’re able to build up a reserve for them. Investing in insurance helps control our expenditures so we don’t spend on other things that are not as beneficial.

Apr 2018

Combining anatomy and advising

When 16-year MDRT member Jenny Yeoh from Malaysia arrives at a client appointment, she often has some unusual objects in her bag to explain critical illnesses and medical coverage — an anatomical model of the human body.

Mar 2018

Shorter lifespans challenge retirement advice

Convincing prospects they need to plan for retirement in a country not known for longevity is a challenge for Timothie Williamson Sy, a five-year MDRT member from Bacolod, Philippines. “Our average lifespan in the Philippines is 68 years, so people don’t think about retirement plans,” Sy said.

Aug 2017

Successful Retirement Planning In Asia [VIDEO]

Financial planners worldwide face similar challenges. Top financial advisors from Asia discuss the challenges of guiding clients through retirement planning.

Jun 2017

Powerful questions

Build trust with clients in three steps, from Gregory Fok of Singapore. Presented at the 2017 Annual Meeting.

Apr 2017

Advising a young demographic

With the median age in the Philippines being just 23, the country’s advisors are focusing on a new demographic sector: millennials. And since insurance saturation is at just 4 percent, there’s certainly great potential for growth as that sought-after group begins to see the need for financial services.