When looking to build relationships with new clients, most advisers make a fundamental mistake: They inadvertently put their prospect in control of the process by adopting an approach that suggests...
There are always plenty of variables when it comes to insurance, and disability policies are no exception. Ratings, in particular, can add complexity. Without experience, explaining the complicated nature of...
It is generally easy to tell when something criminal is taking place or when someone is taking advantage of an individual who is mentally impaired, said Dr. Bennett Blum, a...
Your clients may know what they want to achieve, but how strongly do they go after it? In his 2012 Top of the Table presentation “Life’s lessons lead to life’s questions,”...
When we go into an appointment, we say, “The quality of my advice depends on the quality of the information you give me. If I’m going to do a global...
I was working with some clients where English was the second language. They were from Greece, and they’d moved to the U.K. not long ago. Although their command of the...
Prospects never breeze into your office and say, “Where do I sign?” As a financial advisor or insurance agent, you must do the work and close the sale. Are you...
You spend years developing a relationship with a client, and eventually they are going to pass away. If you have made sure that you’ve involved the next generation, the money...
More than colorful illustrations and complicated charts, sometimes the best way to help a prospect is to listen and be patient. In fact, I’ve closed cases by simply proactive listening....
In this internet age, before clients do business with you, they go online to find who you are, what your business is and why you might care about doing your...
I learned from some of the late greats in our profession and MDRT, such as John Savage, Ben Feldman, and Sidney Friedman. In exchange for knowledge, they asked me to...
Inflation has devastating effects on our clients’ savings and investment accounts, and advisors must help them understand why it is a major factor behind our advice to allocate a portion...
While the journey through grief and widowhood is unique to each widow, it will likely progress through four stages of transition. The following are the four stages and what you...
I’ve given some thought about how not to grow a successful financial services practice or increase your income. I came up with these guidelines of what you do not want...
You’ve got to take care of your family first when you’re in the business. Looking at the situation with my own parents, I saw that my father didn’t really have...
