Don’t let clients fall victim to opportunity cost vampires
A few years ago, Thomas W. Young, CLU, ChFC, saw a movie that reminded him of a situation he experiences as a financial advisor. In the movie, vampires took over a...
Tag Archives: insurance for individuals
3 questions you should ask your clients
Toward the beginning of his 2015 MDRT Annual Meeting ConneXion Zone presentation, Seth Groff of Assurity Life cited Voltaire’s quote about judging people by their questions, not their answers. If clients...
How to discuss disability policy ratings with clients
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...
Insurance allows young woman to die with dignity
On October 13, 1998, I received a call that changed my life forever. “Stuart, am I ready to die?” Her name was Juwita, however I used to call her “my sunshine” because...
Why life insurance is dignity planning
It was 1988. I was going door to door selling life insurance policies. A few months into the business, I had to deliver my first death claim check. The $10,000 check...
3 effective sales ideas from around the world
Even the most successful advisors appreciate the value of a good sales idea. These are a few favorites from MDRT members: Let’s do lunch “I invite clients who have referred me a...
Drive growth in business through powerful processes
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...
The opening of a new door to success
Sometime in February, when this pandemic was ravaging China and we had a few cases in India where I live, I started thinking about what would happen with my business...
Top 5 blog posts for 2019
When you stop learning, your business stagnates. Take a few minutes to read our MDRT Blog readers’ five most-read posts in 2019 and keep learning and growing in 2020! 5) 3...
Easy analogies for explaining insurance
Sometimes clients don’t fully understand the value of life insurance or other financial products that protect their future income. When that happens, one method is to compare it to something...
Lack of focus and generalizing can limit your career
Specializing measurably benefits your career. It sets you apart from peers, offers instant credibility, allows for thoroughly understanding clients’ professions and creates efficiencies. For me, specializing and scaling are how...
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)...
The value of preparing for regulations
If 16-year MDRT member Sanjay Tolani, Ph.D., MBA, of Dubai, United Arab Emirates, knew a near-bankruptcy was coming his way, he would have put different procedures in place to adjust for...
Tax planning differentiates you from other advisors
If you’re not helping clients plan what they pay in future taxes, eventually “your clients will find someone else who will,” said six-year MDRT member Kasey Massatti in her 2018...
Being a financial advisor is about character
You need character to buy our products, and you need character to sell our products. When you protect and restore people’s dignity, which is what our products do, it’s a...
