While hard skills are necessary to keep the business running, soft skills enhance business opportunities. Our profession is mostly about interacting and coordinating with clients and prospects. As a result,...
Try these Round the Table ideas to motivate your clients to take action and invest in a more financially secure future. A simple budget Younger clients generally don’t think they have enough...
I had a young client who lived in a bad neighborhood on the South Side of Chicago, Illinois, USA. He was the one person who was successful in the family....
All advisors would be happy to increase their income, but it isn’t always a one-step process. Ian Green, Dip PFS, a 23-year MDRT member from London, England, and the 2021...
Young people think they will live forever. They also expect to be in the same physical shape 60 years from now because they go to the gym regularly and eat...
We’re all in the business of selling. If you don’t think so, recall the words of Robert Louis Stevenson, author of the classic “Treasure Island.” He said: “Everyone lives by...
During my first year in business, I almost failed. Then four months in, I was in a terrible car accident. Thankfully, no one was hurt, but my car was destroyed....
Early in her career, Shizuko Ozaki, an MDRT member since 2003 from Tokyo, Japan, had a client who thought of her as a daughter. When the client cancer and was hospitalized,...
Buyers make decisions based on emotions and then rationalize them based on facts. They tell you what the facts are, but the emotional side of their brain decides. And then it says, “Oh,...
It might be tempting for advisors to take on as many clients as possible. Steven A. Plewes, CLU, ChFC, a 34-year MDRT member from Naples, Florida, says that having a...
Unfortunately, not every client-advisor relationship can be a great one. Gino Saggiomo, CFP, a 14-year MDRT member from Fortitude Valley, Queensland, Australia, says transitioning the client to a different advisor,...
We have a client who is very specialized in what she does who lost her job. Great news for her: She was a good saver. But at the same time, we had her on...
Figuring out the difference between a financial delegator and a do-it-yourselfer (DIYer) can tremendously impact your income as a financial advisor. For me, the more I work with financial delegators,...
Stocks are exciting. Insurance is boring. At least that’s the way many clients feel. Day trading stocks on your phone is not that different from gambling. Fortunately, many people understand...
We do not charge fees at the first meeting. We bring the client in and see what they’re doing and talk to them and then say, “In order to create...
