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...
Tag Archives: advising clients
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...
3 ways to open up the conversation about income replacement products
Everyone knows they are going to die, but they’d like to believe they won’t ever get seriously ill or injured. It is difficult to talk about income replacement products that...
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,...
‘The relationship is more important than the designation’
All advisors want to stand out to clients. Victoria Joy Avedesian, a four-year MDRT member based in Newport Beach, California, addressed her feelings about both the value and limit of designations...
