Guiding clients to care for what’s priceless
I tell my clients that while what they own and their achievements are valuable, they’re not priceless. What has no price is their health, family and legacy. What they own,...
Tag Archives: financial planning
How building trust helps you do better for clients
Planning for a client’s financial future involves discussions about their hopes, dreams and fears as well as addressing some uncomfortable realities. Those aren’t always easy conversations. And without trust between...
Does insurance compliment your client’s investment portfolio?
Stocks are exciting. Insurance is boring. At least that’s the way many clients feel. Day trading stocks on your phone is not that different from gambling. Fortunately, many people understand...
Questions that reveal important financial information
What information is really needed to assess someone’s financial situation? Our industry has seen many fact-finders and financial-needs analysis forms, some ranging in length from four to 15 pages long....
When good clients get bad ideas
Clients want to make money and some seem to want the easy route for that. It’s like the weight loss program with no dieting or exercise. If a client comes...
How financial planning shapes the future
Sometimes clients don’t understand the power of financial planning. Help them understand what financial planning can do for them and their family with these ideas: Find the gap I show clients the...
How to find opportunities during difficult times
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...
Demonstrate your value by redirecting clients to what’s controllable
When the world feels out of control, you help your client — and show your value as a financial advisor — by redirecting their focus from what can’t be controlled...
Providing economic stability in uncertain times
This is not the first time economic markets have gone down and we cringed at the daily headlines. About a decade ago, retirement expert Tom Hegna, CLU, ChFC, presented at an...
What’s the best movie about people in the financial services profession?
Updated April 2020: Spending more time at home lately and needing some movie recommendations? See below! There are so, so, so many movies about cops and lawyers. If you’re in one...
5 ways to ease clients’ recession fears
Fear promotes more fear. In the economic world, it can lead to market disruption. Recently, threats of a global coronavirus pandemic have led to pronounced market volatility, adding to swings...
Questions that build better financial futures
Questions are powerful. They allow financial advisors to understand their clients and their loved ones better and, therefore, create better-protected financial futures for them. Questions also can evoke a moment...
I was wrong about how clients view young advisors
When I was straight out of college and starting as a financial advisor, I thought being young was an obstacle to my success. I imagined the client thinking “I am...
MDRT member secures first-ever loss-of-value payout for active NFL player
UPDATE: This post won a 2019 EXCEL award for individual blog post. See all the winners (including another MDRT Blog item!) here. It’s not often that something...
Ensure your client’s family never has to say ‘If only I had known’
As financial advisors, we help clients focus on investment strategies, wealth creation and death benefits. We shouldn’t stop there, though. When a client dies without their affairs in order, it...
