Elevate yourself from salesperson to steward
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...
Tag Archives: Annual Meeting
Learning how to ask for support
Career-enhancing concepts you can use with clients immediately
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...
5 favorite ideas from the Annual Meeting
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...
Why MDRT is relevant, essential and meaningful to financial advisors
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...
How to care for the keys to your success
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...
MDRT’s extended network of achievers
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...
Growing your client base is easy as ABC
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...
Sharpen your persuasive edge with 3 simple storytelling tools
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...
The career magic of mentoring
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,...
Going from near failure to Top of the Table
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....
What a difference a story makes
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...
Are you measuring and evaluating all you should as a financial advisor?
As the saying goes, you can’t manage what you’re not measuring. There are many different dimensions you can evaluate as a financial advisor. The most effective and in-depth way to...
At the core of success: Values
A guiding force for me professionally, including helping me become MDRT President as well as providing a bedrock during the unprecedented times of a worldwide pandemic, has been my core...
3 ways study groups lead to more success
Study groups can come from anywhere, but I first learned about them at a Focus Session at the 2013 MDRT Annual Meeting in Philadelphia, Pennsylvania. The idea resonated with me...
