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BSMG Blog: Protecting the Future of Families and Businesses

The Lowdown on Referrals


Are you asking your clients for referrals? How are you asking them? Which clients are you asking and how often do you inquire about referrals? You've heard it before, the easiest and cheapest way to grow your business is to tap into the resources you already have - so why not start with your clients? Your clients already have experience working with you so w
hy pay for a prospective client list or for advertising, when you can grow your business for free? Yes, those forms of prospecting should still be a part of your business, but don't overlook the power of referrals. Here are some life insurance sales tips on which of your clients you should be asking referrals from, how you should be asking them and when you should be following up with them. 

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Financial Advisor Prospecting Tips: Callbacks


One of the most highly sought after sales prospecting tools revolves around simply getting in front of more prospects! But how can you get in front of them if they won't give you the time of day? Does this scenario sound familiar?

You spend a portion of your day reaching out to potential prospects as part of your strategy to grow your business. However, at the end of the day all you have to show for that activity is a list of voicemails you've left and emails you've sent. Days turn into weeks and all of a sudden you realize that all of this activity has gotten you no closer to building your client base. So what can you do to ensure more prospects call you back? Follow these tips below! 

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High Risk Life Insurance Underwriting at it's Finest


The Case Challenge:

A 75 yeaIr old gentleman was previously deemed uninsurable by 7 life companies for $9,000,000 of Survivorship coverage due to extensive coronary artery disease history. An initial clinical triage unveiled past inferior and anteroseptal heart attacks, diffuse coronary artery disease, enlarged heart, Stage II chronic kidney disease and a 2012 brain injury.


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2017 Consumer Perceptions


The LIMRA's 2017 Insurance Barometer Study is available and we bring you the highlights of what our team found most interesting about current consumer behavior. The results are impressive and confirms why you should be including life insurance within your broker services toolkit. 

For the 7th year in row, LIMRA's 2017 Insurance Barometer Study has identified that the most common concern your client has is the ability to afford a comfortable retirement. 

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Letter to a Broker Series: Fixed Index Annuities


Welcome back to the newest installment of Brokers’ Service Marketing Group's “Letter to a Broker” series. In this collection of blogs, we ask our sales team to create insightful pieces based on topics they cover every day. Our second letter takes an in-depth look at one of the industry’s finest products: fixed index annuities.

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Social Media for Financial Advisors to Grow Their Business

In today's competitive marketplace, building your business, growing the client roster and developing your professional reputation should be an integral part of your business plan. Networking is still the most successful way to build quality connections however social media has changed the way that we network. We've gone from "you should have a social presence" to it being an absolute necessity. Having an up-to-date website and being active on social media (especially LinkedIn) are leading factors for advisors who log a high number of face-to-face meetings. We've compiled five of our top takeaways when it comes to social media for financial advisors.

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Are You Asking the Right Questions?


Get the most out of one meeting by asking your clients the right questions. 

You have the prospective client in your office or on the phone, now what do you do? Start by asking the right, open-ended questions to create a meaningful conversation. Get your clients to talk about themselves in order to gather as much information as you can, in as little time as possible.

Target the basics: Who, What, Where, Why, and How. Use the questions below as a financial advisor prospecting tool to hold a productive client exchange. The answers to these questions will assist you in providing the best financial recommendations.

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[Video Blog] The Importance of Life Insurance


There is no denying that video is quickly moving up the ranks as one of the most popular forms of marketing. There is no shortage of great client facing videos right at your finger tips! You should be utilizing these videos with your clients to remind them of the important role that life insurance can play in their lives. We'll be sharing a few great client facing videos every month that you can share as well on social media, in email or on your own blog! 

Share this video with your clients to remind them of the crucial role that life insurance can play in their lives.

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When is it OK for a Financial Advisor to Walk Away From a Client?

 
You've probably received considerable advice on how to find the right client and which clients are the best prospects. Have you heard anyone talk about when it's OK to walk away from a client? For most financial advisors, this is something they hope to avoid. However, every now and then you'll come across a client that may not be a great fit. Here are some tips on how you can spot them and when to walk away.

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BREAKING NEWS: DOL Looking to Delay Fiduciary Rule for Another 18 Months

BREAKING NEWS 8/9/17: The Department of Labor announced today that they are seeking to delay the fiduciary rule until July 2019. "In a brief filed in a Minnesota lawsuit Wednesday, the DOL indicated it had submitted to the Office of Management and Budget a proposal to delay the rule from Jan. 1, 2018, until July 1, 2019. The OMB must review and approve the proposal before it can go into effect." - InvestmentNews

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