Your obligation to clients: Succession planning
Walton Rogers, CLU, ChFC By Walton W. Rogers, CLU, ChFC Not one of us know the date of our death. That’s what makes life insurance so important to families. It’s also the...
Tag Archives: business processes
Enhance clients’ understanding using colored pencils and play money
When describing their process, so many advisors come back to the word “education.” So perhaps it is no surprise that Daniel E. Jossen, CFP, has seen such success utilizing a technique...
Do you practice or just fast-forward to the games?
Practice is nobody’s favorite part of performance. The best part is actually utilizing the skills from the simulation in a real-life situation. Yet David John Munson Jr., a one-year MDRT member...
How to show clients you are both a professional and a person
Steven A. Plewes, CLU, ChFC, used to wear a suit and tie to all of his meetings with clients. He was friendly but always very business-like. Until he visited one...
How fee-based planning revived my practice
Gregory Gagne, ChFC By Gregory B. Gagne, ChFC Making the change to a fee-based model has been a life-changing experience for me, my staff and my clients. When we first started our fee-based...
3 recommendations for successful collaboration
“It’s hard enough to get a prospect to talk to you,” said Howard E. Sharfman, a 22-year MDRT member from Chicago, Illinois. “Once you have the ability to have that...
Making a partnership work
“One plus one equals three” is how business partners Mark S. Gaunya, GBA, and Jennifer A. Borislow, CLU, often describe their successful 12 years of working together, during which time...
Get big by having the courage to be small
Kat Cole has learned a lot of lessons, sometimes the hard way, in her career path from a waitress at a Hooters restaurant to CEO of Cinnabon, a chain of...
Show employees how much you value health with an office gym
Innovation and morale are a big part of the business for co-owners Jennifer A. Borislow, CLU, and Mark S. Gaunya, GBA, of Methuen, Massachusetts, with 29 and 11 years, respectively,...
Gain the confidence to believe you’ll always win
Many advisors have a business plan in place to provide focus to a target market, track and grow revenue, and much more. Donald F. White Jr., CLU, ChFC, a 28-year...
The power of writing things down
Since I started in the business, I have experienced the power of writing down goals. And I do mean literally writing down, with pen or pencil, in your own handwriting...
Why a flawless client experience matters in business
As financial advisors, we have the ability to create our own businesses and client experiences. Carefully look at those experiences. They’re a reflection of who you are and the values...
