Ethics for leaders
As leader of a team of more than 200 financial advisors, Nilo Matunog has the challenge and opportunity to mentor, influence and inspire people to become ethical professionals. In the...
Tag Archives: advising clients
3 tips to increase your powers of persuasion
You have the best ideas for your clients — now if you could only persuade them to follow your advice! Consider these three tips to be more successful in the...
Gaining client trust so they will be honest about their challenges
I met with a prospect and had my own assumptions about how things were going with him. But it took probably a good year for us to develop trust in...
What to do when you don’t like your top clients
Sometimes, as financial advisors, we confuse top clients with ideal clients. There are important differences between the two, however. For me, ideal clients make going to work on a Monday...
How to end client procrastination
We need to get our clients to stop thinking in the world of probability and start thinking in the world of consequences. Our clients think our business is only about...
7 things I wish I could tell my younger self
1) Surround yourself with good, ethical professionals. Avoid those who don’t share your values. 2) When faced with a difficult decision: Pause, reflect, seek wise counsel, and imagine both the short-...
The importance of goal-based financial planning
We obtain financial advice at different stages in our lives: When we purchase our first home, we seek advice and inquire as to how large of a mortgage we qualify...
What to do when a client’s dog drinks your tea
When I first started out, I would see any client anyplace, anytime and do anything for these people. One day, a client said to me, ‘Would you like a cup...
7 books to change how you do business
Books can shift the way we see the world or how we do business. These are a few of the books mentioned by MDRT members and meeting speakers for the...
Working with widows
It’s true that 80 percent of husbands die married, but 80 percent of women die single! That’s right, we outlive the guys. Yes, 70 percent of all married women will experience...
How to help clients through divorce
Finding yourself advising clients going through divorce is not for the faint of heart. The key is to help them move past the emotional turmoil and deal with the assets...
How problems strengthen our business
By Rickson Joel D’Souza Businesses face challenges. Some of those, such as regulations, are not in our control. What’s is in our control, however, is our response. For me, challenges sharpen...
Successful people consistently practice successful habits
There are five habits that create success for salespeople and financial advisors, said Bruce Lund, Ph.D., in his 2018 MDRT Annual Meeting presentation. Lund, a business professor and author, has...
Are 3 common mistakes costing you clients?
By Ali Hashemian, CFP, MBA Sometimes simple oversights, such as the confusing use of jargon, can cost you clients. It could be you’re not getting as many prospective clients contacting you as...
Illustrating that it’s not just about building wealth but protecting it
By Dana Mitchell, CLU, CFP One of our youngest clients on claim — and probably one of the most severe, because if you’ve got a really young claim, then you’ve got...
