Your 5 favorite MDRT resources from 2018
Sharing knowledge with other financial advisors from your same city or from a country halfway around the world is a cornerstone of MDRT. What makes up this organization is about...
Tag Archives: communication techniques
Why you can’t take clients’ word for what they already have
***This item comes from MDRT’s most-popular podcast of 2018: “A mistake I made in discussing income replacement coverage.” Listen to it here. Sometimes you may ask a client about the...
Top 5 blog posts for 2018
The results are in! The following were our top five MDRT Blog posts in 2018 and a few quick ideas from each one to help you have a prosperous 2019. 5)...
Why you should send some clients random postcards
A lot of advisors send handwritten thank-you notes. The benefit is obvious; handwritten letters are a rarity these days, and it goes a long way to show appreciation. What about sending...
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...
Successful people consistently practice successful habits
There are five habits that create success for salespeople and financial advisors, said Bruce Lund, Ph.D., in his 2018 MDRT Annual Meeting presentation. Lund, a business professor and author, has...
Sell more life insurance with these revealing questions
Families are being left unprotected financially because they’re underinsured. For example, almost nine out of 10 Americans agree that most people need life insurance, yet only 60 percent say they...
7 ways to improve your branding and public image
If a prospect searches for you on the internet, what will they find? If a client emails you, what will your response say about you? Jenny Brown, CFP, FChFP, a nine-year MDRT...
When not asking impacts a referral, a friendship and a future
It is hard to ask for more than a great client who is a strong believer in both you and the benefits provided by the work you do. However, Shannon Thompson,...
What kind of listener are you?
In theory, everyone wants to be an open communicator, engaging with another person rather than just waiting to talk. And with that headline above, you’re likely thinking about the way you...
3 tips for working with clients that take financial advisors to the top
Chance plays little role in the steadfast success of financial advisors. It’s about being of value to clients. Following is the advice that, for these multiple Top...
4 questions clients and advisors should ask each other
James Anthony Savage believes in silence. During his first meeting with a client, he asks them to identify four questions they’d like to ask a financial advisor. He writes the numbers...
3 tips for better storytelling with clients
Why do people do business with you? What makes you stand out? “One of the key skills, if you want to be successful, is to tell stories well,” said Ty...
How business owners react when you drop in unannounced
By Brian D. Cichy, BS, CLTC Sometimes they say, “You know what? You’re here; I know we need to talk. Rather than spending more time playing back and forth on scheduling,...
Clients will listen to everything you say when you give them these 3 simple things
If you understand what people want, and you can listen to what they’re saying, especially in first 30 seconds of meeting them, you’ll build trust. If you build trust, people...
