There are always plenty of variables when it comes to insurance, and disability policies are no exception. Ratings, in particular, can add complexity. Without experience, explaining the complicated nature of...
It is generally easy to tell when something criminal is taking place or when someone is taking advantage of an individual who is mentally impaired, said Dr. Bennett Blum, a...
Your clients may know what they want to achieve, but how strongly do they go after it? In his 2012 Top of the Table presentation “Life’s lessons lead to life’s questions,”...
Have you ever heard a client say, “I never knew you did that! You never told me!” I have. Years ago, when I was a financial advisor at my former...
At some point in their careers, advisors hit a slump. So how do you get out of this rut? An MDRT member shares what he did to rebound. Steven Yam Seng...
At the end of a two-hour fact-finding meeting, financial advisor Marianne told her seemingly enthusiastic prospects that she would research a few things and then create a plan for them....
Success as a financial advisor is not accidental. There are deliberate steps taken to increase productivity and efficiency. Try these three ideas when working with clients to take you to...
More than colorful illustrations and complicated charts, sometimes the best way to help a prospect is to listen and be patient. In fact, I’ve closed cases by simply proactive listening....
These days, the only way to truly differentiate yourself is by focusing on the client experience. When you engage with your clients in a way that makes relationships easier and...
When we think about gifts for clients, we notice there is a tendency toward repetition: “Hey, this is exactly what their dentist is doing for them.” We have been on...
It happens to us all. You’ve worked very hard for a long time, and you’ve made outstanding progress. All of a sudden, though, putting in more effort doesn’t mean more...
Try these ideas from MDRT members around the world to find more clients and build relationships. Reciprocating referrals I mainly work on estate planning for high-net-worth clients. To get to know them,...
Most of us want our clients to know we care about them, their families, their experience with us and their general happiness. In my firm, that experience begins the moment...
Time spent socially with prospects and clients is more than an enjoyable part of our profession. It can also help close the deal, strengthen the client relationship or encourage referrals....
Let’s assume your selling skills are top of the class and you excel at closing. Do you believe you have good manners though? Could a gap in manners cost you...
