I always say we need to over-communicate with our clients, and that’s especially true during bad times. We’ve done virtual lunch-and-learns for our clients. We invite them all to come. The...
There’s no job satisfaction in putting everything down that a client ought to be doing and then they don’t do it. Even if they’re willing to come back and pay...
Early in my career, I had a couple of clients who used to come into one of the offices I worked for. Their clothes looked like they could have come...
No one would say going through a pandemic is easy or recommend it as a best business practice. Yet, it happened. To everyone. Our world changed, and it didn’t always...
I’ve been singing since the age of 4. During my younger days I made it pretty far in the Chinese version of “American Idol.” So in the Chicago Chinese community,...
Most people agree referrals are one of the best ways to grow your business. Happy clients send you interested prospects. Yet sometimes happy clients who you consider friends don’t send...
Everything is not what it seems to be from the outside when working with high-net-worth clients. And it’s what you don’t expect about that demographic that may keep you from...
I’ve always liked to make things simple using a conceptual connection with the client’s point of view. I would label that as conceptual selling. Using illustrations, word pictures, parables and...
One reason clients leave financial advisors is because they feel uncared for as if they were “just another number.” I would leave my financial advisor if I felt that way....
The world, including all aspects of our profession, is ever-changing. While we can’t know or be experts at everything, books can give us an edge and keep us informed —...
People who communicate with confidence are calm and in control. They strive to be positive and helpful to get a good result that benefits everyone. However, it can be hard...
Early this year, when the world was changing quickly for all of us, we debuted a weekly webinar series that assisted our business-owner clients in their time of need and...
The pandemic deeply impressed upon me the power of process in driving growth, working with clients, marketing my business and even in working from home. I was using a process I...
To provide excellent client service, try these ideas from MDRT members. Set thrilling goals When you set goals, it is important that they are something you want to do from the bottom...
It’s an individual’s choice if they want to come to your office, but you’ve got to protect yourself, you’ve got to protect your family, and you’ve got to protect the...
