How a crisis plan keeps a business running from home
It’s one thing to plan for a work crisis on paper, but then it actually happens. And it happens quickly. John R. Benton Jr., ChFC, CLTC, a 16-year MDRT member,...
Tag Archives: client communications
Grit: Turning no clients into yes clients
In some areas, the pool of high-net-worth clients appears limited. As a result, competing financial advisors call on the same business owners and other white-collar professionals. Many of those prospective...
Money follows when you align your business with your beliefs
Offering a watered-down version of yourself instead of letting potential clients know your values upfront is a disservice to yourself and a missed opportunity to align with your clients. Furthermore, attempting...
Working with small business owners
Banking was the first career for Susan Catherine Paterson, FChFP. Then, when she lost both her mother and brother to cancer within 12 months of each other, she wanted to...
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...
Find prospects without cold calling
With prospects answering the phone less and less often, advisors can always use opportunities to engage with people in person. Consider this approach: Arrange small business breakfasts for eight people...
How to influence people
Don’t they know they’re doing it all wrong? You’ve got so much to offer to colleagues or with clients. Yet it seems like people are not listening to your ideas....
Never run out of appointments with lists
Keeping clients builds business stability. MDRT member Rick B. Stanzione, RFC, CSA, has a 97 percent client-retention rate, which he attributes to holistic planning and following through with clients by...
Why being a fiduciary lowers your risk
William J. Heestand By William J. Heestand, CLU, AIF When I started out in the financial services profession 30 years ago, I was told by trainers it was a terrible idea to...
3 ways to sustain success
Success doesn’t happen accidentally. And sustained success can be even more difficult in a profession where you often start from zero every January. Randy L. Scritchfield, CFP, LUTCF For MDRT...
