Creating more client opportunities with a 20-minute fact-finder
You create more opportunities to assist your clients when you better understand them. A thorough fact-finder sets the tone for the work you do with clients, and it can assist...
Tag Archives: advising clients
Being ethical in an unethical world
Today’s environment, political and otherwise, can seem very unethical. Financial advisors need to remain above this noise and uphold the MDRT Code of Ethics, not only with our clients but...
Mastering meaningful and productive follow-ups
“Let me think about it” is something we’ve all heard from clients. So, you follow up a week later with a phone call, and they’re still thinking. Every time you...
One powerful question to ask clients about retirement
It doesn’t matter if it’s a younger client or an older client. It doesn’t matter if the client has a lot of large assets or more modest ones. During the...
3 empowering questions to change mindsets
We don’t want to just survive. Instead, we’re designed to want to figure out the world, extract meaning from it and find our place in it. We want to feel...
Big money, hidden challenges: Lurking issues for the great wealth transfer
Potentially over $100 trillion. There’s no denying the first two words of the now-unavoidable term “great wealth transfer.” Yet the “transfer” part may not be as guaranteed, with a 2025 MDRT survey of 2,000 U.S....
Beyond the numbers: Guiding clients toward a better life
As a financial advisor, my role goes beyond recommending products. My focus is on the overall well-being of my clients — not just financially, but in all aspects of life....
Opportunity in creating road maps for digital nomads
Digital nomads are an incredible phenomenon. There are approximately 40 million worldwide, and they can live and work almost anywhere with high-speed internet, from countries in Central and North America...
What you should have in your waiting area instead of magazines
Picture having to numb your mouth and stomach with chemicals, take a pain medication more addictive than heroin and put a syringe into a tube stretching to the back of...
Financial planning for insurance-averse business owners
Business owners and entrepreneurs often face various challenges in managing financial and asset protection risks, such as income uncertainty, lack of budget for insurance protection and inadequate understanding of long-term...
Basic essentials to address in clients’ retirement
How can you boil down the big concept of retirement into smaller pieces? In his 2016 Annual Meeting presentation, “4th generation retirement planning,” MDRT Past President Guy E. Baker, MSFS, CLU,...
4 reasons your friends don’t want to be your clients
In theory, you already talked to all of the people closest to you when you were building your business. If you have, in fact, had these conversations and wondered why some...
A small difference worth millions
A few years ago, MDRT Past President Tony Gordon was stopped by another MDRT member who had doubled his production and reached Top of the Table for...
What clients really want from financial advisors
Connecting with prospects, converting them to clients and then keeping them as long-term, happy clients depends on several different components, with communication topping the list. Clients want to feel heard and...
Talk to older clients about the tax benefits of qualified charitable distributions
Let’s say you want to donate $100,000 to charity. Would you rather give that amount directly to the organization or withdraw $100,000, pay $40,000 in taxes and have only $60,000...
