I was wrong about how clients view young advisors
When I was straight out of college and starting as a financial advisor, I thought being young was an obstacle to my success. I imagined the client thinking “I am...
Tag Archives: advising clients
Financial coaching for women — prepare for the unexpected
When Dave collapsed in front of Abby, she thought that was the worst thing that could happen, but she was wrong. She ended up with nowhere to live. They had met...
How to open clients’ eyes to retirement planning
Sometimes in the Philippines when I talk to someone about preparing for the future they’ll say, “Oh, it’s all right. I’m OK. I don’t need to plan for retirement because...
Why clients must regularly review their beneficiary designations
It was a great day when Jessica and Ryan got married. They were childhood sweethearts who went off to college, met and married other people, and got divorced. They reconnected...
MDRT member secures first-ever loss-of-value payout for active NFL player
UPDATE: This post won a 2019 EXCEL award for individual blog post. See all the winners (including another MDRT Blog item!) here. It’s not often that something...
Ensure your client’s family never has to say ‘If only I had known’
As financial advisors, we help clients focus on investment strategies, wealth creation and death benefits. We shouldn’t stop there, though. When a client dies without their affairs in order, it...
How to help business owners protect their income
U.K. figures show that life and critical illness cover for business owners has been largely ignored. But, if a business is doing well, they need insurance to protect profits. Not...
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...
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...
