Working with low-net-worth millennials who may be averse to fees
To some clients, a small percentage change in fees will not make a huge difference. For millennial clients — many of whom are early in their careers and figuring out...
Tag Archives: client service
How to encourage different types of clients to make decisions
If you have earned MDRT membership, you are good at it. But getting prospects to make decisions in the face of uncertainty is a challenge that never goes away. It can...
What to do and not to do to create a waitlist practice
By Tracey Karen Diana Devonport Just imagine having a practice so in demand that you’re never actively prospecting and new clients go on a waitlist to see you (and they’re prepared...
The impact of ensuring your clients’ kids have powers of attorney
By James J. Silbernagel, LUTCF, CFP We had a client whose kid was going to school in Colorado and got in a car accident. The friend that was with him called...
Finding ways to encourage millennial clients to meet in person
Working primarily with clients in their mid- to late-20s, Heather Lindsley, LUTCF, RICP, a three-year MDRT member from Green Bay, Wisconsin, said it is important for advisors to ensure these...
Understand the value of preparation by thinking of yourself like an actor
By Dale W. Martin, CLU, ChFC Think of the last movie you went to. You sat in that comfortable seat with your popcorn and soda. For the next two hours, you...
The payoff of “no agenda” contact with clients
If your client outreach has long been focused on worthwhile but familiar gestures like birthday cards, perhaps it is time to explore some new ideas. Renee Hanson, CFP, ChFC, a five-year...
If a client’s phone rings during a meeting, should you encourage them to answer?
Perhaps you frown on clients answering their phones during a meeting — you hope they’re engaged in your conversation and would think twice about an interruption. In fact, you should make...
This is why clients should understand your process
Seasoned advisors may assume that clients automatically give them the benefit of the doubt in terms of how they conduct themselves. From the client’s perspective, though, it never hurts for...
Boosting efficiency through technology
If you’re looking for high-tech ways to increase efficiency, check out some ideas mentioned in the “Tips and Technology” section of MDRT’s Round the Table magazine as well as some...
The winning perspective vs. the whining perspective
It’s no secret that perspective counts for a lot. Virtually everything is defined by the way you perceive it. That is why, said financial services veteran James W. Ruta, BA, RHU,...
Giving support to surviving spouses
By Travis D. Manning, CFP, CLU Meagan S. Balaneski, CFP, RFP, has targeted a clientele that requires her to focus on compassion more than numbers. “We are very much focused on...
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...
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...
