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Top of the Table member Howard Sharfman shares the stories he tells prospects that have moved many from indecision to action. Fortunate enough to sit with some of the most financially secure people in the world, Sharfman discusses the keys he has found that motivate action from such affluent clients. It’s not the illustration that creates action, it is the feelings and stories.

Top of the Table member Howard Sharfman shares the stories he tells prospects that have moved many from indecision to action. Fortunate enough to sit with some of the most financially secure people in the world, Sharfman discusses the keys he has found that motivate action from such affluent clients. It’s not the illustration that creates action, it is the feelings and stories.

You can do what it takes to be a top producer, if you understand the traits they share. Top of the Table qualifier Howard Sharfman, who works with high-net-worth clients, has been studying the traits of top producers. In this video, he shares his observations, which include top producers demonstrating grit, striving to improve and adjusting their client presentations.

In this fast-paced interactive session, Sharfman discusses the 20 best questions to ask a client, the traits of great sales producers, the 10 best reasons a client purchases life insurance and the five transferable sales ideas that have led him to consistently produce more than USD 3 million of new target life insurance premium every year for the past 10 years. Learn how to ask your clients powerful questions and uncover their real needs, wants and goals. Make sure to bring your notepad, as well as your own ideas to share with your fellow attendees because, after each section of the presentation, you will be asked to add your best ideas to the list.

Casual conversation can either be a missed business opportunity or boost your income. Find out how one question can lead to clients asking to meet with you, with this easy tip from Sharfman, a Top of the Table qualifier in Chicago who works with ultra-high-net-worth families around the world.

Howard E. Sharfman shares his perspective as a business owner who recently merged with a private equity firm. Learn how teaming up with a property-casualty advisor can improve your business's bottom line, now and at retirement.

Top of the Table member Howard Sharfman shares the stories he tells prospects that have moved many from indecision to action. Fortunate enough to sit with some of the most financially secure people in the world, Sharfman discusses the keys he has found that motivate action from such affluent clients. It’s not the illustration that creates action, it is the feelings and stories.

Top of the Table member Howard Sharfman shares the stories he tells prospects that have moved many from indecision to action. Fortunate enough to sit with some of the most financially secure people in the world, Sharfman discusses the keys he has found that motivate action from such affluent clients.

Asking the right questions is critical during conversations with clients.

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