Connect better with a powerful question and stories
What do you think is the best question you’ll ever ask anyone? It’s “How did you get started?” This question is so powerful because it prompts people to tell their stories,...
What do you think is the best question you’ll ever ask anyone? It’s “How did you get started?” This question is so powerful because it prompts people to tell their stories,...
Business planning helped MDRT member Kevin Williams become one of the top earners for his company. Excerpted from his 2022 MDRT Annual Meeting presentation, he shares a few of his...
Knowing the difference between a goal and a desire has saved careers and given many financial advisors a new lease on why they do what they do. Yet, many people...
As a financial advisor, you’re in the knowledge-for-profit business. You think for a living. You’re not selling things; you are promoting the promise of the future. Think about commoditization and...
I am going to share what I have learned from attending MDRT Annual Meetings during the last 30 years. These ideas can change the way you engage with your clients...
Try these ideas from the 2022 MDRT Annual Meeting speakers about referrals, communications and marketing. 1) Give the referral process a push One of the reasons good clients don’t give referrals is...
We never expected the experiences and challenges we have all faced during the last two years. Our businesses, our personal lives and our involvement with each other changed radically in ways...
Decades of sales experience taught me about the keys to success. And every one of them has at its heart personal relationships, which is one of the many things I...
I joined MDRT about 25 years ago to increase my production as well as become a better insurance advisor, financial planner and businessperson. MDRT delivered on that for me, and...
How do you turn networking contacts, referrals and acquaintances into clients? The ABC system is an approach to engagement designed to do just that. Each component builds on the next: Acquiring adds...
The ability to communicate and get your ideas across persuasively is one of the single greatest skills for a competitive advantage. While as a financial advisor you have valuable information...
It’s easy to see the benefits of working with a mentor: guidance, camaraderie and connections both inside and outside of your organization, to name a few. It may be counterintuitive,...
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....
If you don’t think your storytelling ability matters to clients, then allow me to share this story with you. One bright and beautiful sunny day, a blind old man was sitting...