Tweet

Building Your Credibility

Written by: Donald F. Pooley

Article Overview: Why do Life Agents and Financial Advisors frequently face rejection or objections from prospects and existing clients?

Building Your Credibility

Why do Life Agents and Financial Advisors frequently face rejection or objections from prospects and existing clients?
The problem is the Agent/Advisor is seen as someone 'out to sell something'. Well-meaning family and friends coach them not to give in to the 'high-pressure' salesman.
Yet these same people are quite willing to go to a Doctor, or Lawyer and pay for the Professional Services provided.
That’s the key. Professional. Clients respect professionals, but not salespeople. To build credibility with clients, you need to provide services that clients consider professional.
Professionalism equals credibility – and credibility equals sales!
What professional services fit with your own financial and insurance practice? Life insurance agents deal with issues of life and death, and their financial impact. The obvious synergy with insurance is Estate Law, Wills, Trusts, and Powers of Attorney.
For example, as Estate Law Practitioners, we work with Life Agents and Financial Advisors (such as TIP subscribers) in providing legal services to their clients. The Agent/Advisor maintains and controls the relationship. We work to enhance their profile with their clients, to build their credibility.
In the presence of, and with assistance of the Agent/Advisor, we provide the client with a detailed information package on wills, power of attorney, trusts, and estate law.
We assist the client in completing a questionnaire on their estate law needs, thereby allowing an effective will, trust and power of attorney package to be prepared.
From the discussion with the client and the questionnaire, sales opportunities for the Agent/Advisor usually arise.
Based on the information provided, we draft legal documents; the will, power of attorney, and trusts. And once we receive the client’s approval of them, complete the process.
Changes in client's lives mean the documents prepared should be reviewed every three years. This allows the Agent/Advisor, and us, to maintain an ongoing relationship with the client.
In building the Agent/Advisor’s credibility, the cost to the client should be kept reasonable. Depending on the client’s circumstances, in our practice wills start at $100; powers of attorney start at $75; and the obligatory initial meeting with the client is set at $100.
Working together with an Estate Law Practitioner, you as the Agent/Advisor can build a professional alliance that enhances your credibility and reputation with your clients!
Brian Risman LLB MA AICB graduated from the University of London, England. He practices Estate Law in Ontario, helping Agent/Advisors build their client base and client loyalty with Professional Legal Services. Contact him at his site or at his email address: brian.risman@sympatico.ca.

Related Articles
  Critical Qualities To Achieve Credibility, According To Your Strategic Thinking Business Coach
  What Is Article Marketing Has to Do with Building Credibility?
  You are nothing without Credibility as an Internet Marketer
  Credibility is King
  Trust in a New Age

Article Tags:



Related Forum Posts
Type of business with building - If you owned a building and Wal-Mart was opening its doors across the street in a previously unoccupied area (along with 12-14 small shops), what type of business would you start? Here are the considerations: 1. Money is a non-factor 2. Building is fairly large (10,000) square feet 3. Building is on the corner of a busy intersection (about to get much busier)
Re: Branding On A Budget - Several of the things that I promote to clients are elements of their branding and credibility is a big thing that I talk with clients about - especially non fiction authors and other business people. Credibility and reputation are critical in any business venture, but especially with online businesses because we need to build trust. Shri
Re: Seven Marketing Strategies To Attract The Affluent Buyer - Hello, Building confidence with positive communication skill is very helpful and it helps in attracting consumers. Regards, sarah_9
New Site - It would be a good idea to include a testimonial from the "big name" clients or a link to show what was done for them. These simple things will work to increase your credibility with new online visitors. Credibility is a huge issue online and brand new sites have to deal with that. In any of my articles or books I recommend finding ways to build your credibillity and offer proof of your claims. Its a shame that we have to be leery of new sites and/or new businesses, but there is a lot of spam, spyware, viruses etc that can do major damage to our computer systems. Shri
Re: Quick Ways To Utilize SEO Effectively - Hi Mary, It will only help if those websites are linking back to you, and then that's still not very affective. It's much better to generate one-way backlinks to your site. Building quality backlinks is the name of the game.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Five Daily Marketing Habits to Increase Sales

Igniting Your Unstoppable Business Destiny

TRADE SHOW FOLLOW-UP: HOW MUCH IS TOO MUCH?

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.