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...
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)...
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...
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...
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...
Would you rather make $400,000 from 140 clients or $1.8 million in recurring revenue from 50 clients you enjoy working with? The latter is possible — and without working harder. The...
Financial advisors have a fiduciary responsibility to work in their clients’ best interest and document everything. It also keeps advisors in good standing with regulators. “Don’t chase a policy count,” said...
By Howard E. Sharfman The sales cycle in our business is a roller coaster. There is the all-consuming hard work of planning and producing a great proposal. Then there is the...
How do MDRT members become some of the world’s top financial advisors? While there are many different answers to that, top advisors often share similar traits. These include understanding how...
Think about when you see something you like at a clothing store that costs more than you intended to pay. Maybe you set aside the item, saying it’s too expensive....
By Subhas V. Nathan Subhas V. Nathan Nobody wakes up in the morning and thinks, “I want to buy some insurance today.” Insurance is not a desirable product to buy. It means...
It is important to recognize that your clients may struggle to reconcile their feelings regarding the money they will receive after a death claim. Some, said David Kessler, a globally...
Stuart J. Birkel, CSA, has served 442 death claims in the last 25 years. One of the biggest insights Birkel learned took years to acquire (thanks to a seminar on...
You’re on the verge of selling an enormous policy for the CFO of a massive, international company. You’ve established a relationship with the client. You’re excited for him to at...
Wu and her daughter Janiece If you want to be successful, notice what’s happening around you. That’s the advice of Wu Shuk Ping Joyce, an MDRT member from Hong Kong, China,...
