Help your clients plan for their income in retirement
By Clay Gillespie, CFP, CIM In my practice, I deal with clients who are retired or close to being retired. For marketing purposes, my No. 1 prospect is someone five years...
Tag Archives: advising clients
The impact of a disability waiver
Wallene T. Leek, LUTCF, LTCP, was new to the financial services profession in 2001 when she met a young woman named Kelley at church. Kelley was just getting started in...
Showing respect and the fast passage of time to millennial clients
Travis D. Manning, CFP, CLU, has seen increased engagement from many millennial clients. The eight-year MDRT member from Caledonia, Ontario, Canada, also recognizes the importance of respecting the knowledge they...
Adjusting to change in India and finding opportunities
In the midst of change, opportunity abounds for life insurance sales and retirement planning in India, predict top financial advisors there. “India is going through a demographic shift,” said MDRT member...
Help retirement clients safely get down the mountain
Obviously, climbing Mount Everest is no small feat. But just as important as getting to the top is safely arriving back down at the bottom. Matthew Blocki, ChFC, CFP, a four-year...
Giving support to surviving spouses
By Travis D. Manning, CFP, CLU Meagan S. Balaneski, CFP, RFP, has targeted a clientele that requires her to focus on compassion more than numbers. “We are very much focused on...
2 questions to ask clients about estate planning
By Russell Collins, Dip LI The following questions have little to do with the sale of insurance but everything to do with the sale of you. People buy people! These questions are...
3 ways to sustain success
Success doesn’t happen accidentally. And sustained success can be even more difficult in a profession where you often start from zero every January. Randy L. Scritchfield, CFP, LUTCF For MDRT...
Why you must take care of clients with urgency
By Sanjay Tolani, FLMI, MBA My best friend got married and had two beautiful kids. One day she called me and said, “Sanjay, my husband has no insurance. Please, can I...
Clients care about your skill, not your age
Michael DeVivo As a 24-year-old advisor, Michael DeVivo didn’t know if an older prospect with considerable wealth would take him seriously. So when the now-30-year-old, one-year MDRT member from Downers Grove,...
3 ways to communicate how your ethics benefit clients
You know that ethical standards set a guideline for how you run your practice, but have you thought about how they can emphasize your value to clients? In honor of National...
Insure Your Love: The value of life insurance
While clients may offer plenty of reasons they don’t want to buy life insurance, advisors strive to help them recognize its value. Israel Peleg, a 16-year MDRT member from Tel...
How to win with clients
Brad Elman, CLU, CLTC By Brad Elman, CLU, CLTC, is a 24-year MDRT member, from Los Altos, California I don’t like to give bad news when a client asks if something is...
Honesty is the best policy for advisors
Clients come to advisors for leadership, said Kirk Wilkerson, a 14-year MDRT member from Forest City, North Carolina, and that means being very honest. “A lot of times, people know...
Prepare now for the upcoming fiduciary rule
Though the U.S. Department of Labor fiduciary rule won’t take effect until April 2017, now is the time to think about how it will impact your business. Susan Catherine Paterson,...
