Keeping clients in their home
About two years ago, Elli Schochet, CFP, a now-20-year MDRT member based in Toronto, Ontario, Canada, spoke with a friend’s mother-in-law, whose husband had gone from being a brilliant accountant...
Tag Archives: life insurance
Getting the most out of staff
When you have other staff members in your business, you want to make sure they’re the right people to help your operation thrive. Crawford McGill, CFP, AAMS, a five-year MDRT...
3 ways to keep clients happy
As an advisor, it’s important not just to prospect but to maintain an existing client base. W.W. “Buzz” Hankinson, CLU, CFP, a 46-year MDRT member with 25 Court of the Table...
Why the way you’re asking questions could be wrong
Get better results with these tips from three financial advisors about the right way to ask questions. If you want a positive result from a client, ask the question in a...
What can happen when you push your limits
UPDATE: This post won a 2019 EXCEL award for individual blog post, and the blog won for overall blog as well. It was...
5 tips about mentorship
MDRT members share insights about the mentor-mentee relationship. Five-year MDRT member Brenton D. Harrison spent years trying to spend time working with attorneys, even though his mentor, 27-year MDRT member and...
2 low-cost, simple ideas to prosper in tough markets
The Australian insurance market is a challenging one — not just for financial advisors to thrive, but to stay in business at all. Yet one MDRT member excelled, and not...
My most difficult income protection client
About five years ago, this couple called me to have a meeting, so I met them at their place. The husband was about 50 years old. They had one son,...
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)...
How to protect your client’s future
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...
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...
Creating more client opportunities with a 20-minute fact-finder
You create more opportunities to assist your clients when you better understand them. A thorough fact-finder sets the tone for the work you do with clients, and it can assist...
Meeting a mentor when you most need one
There are some people who you’ll never forget the day you met because that’s the day your life changed. For 1998 MDRT President Gene L. Mahn, CLU, ChFC, that was...
You succeed or fail by the day
Discipline and goals make up the foundation of success for Tony Gordon and Alessandro Forte, Dip PFS, who have nearly 60 years of Top of the Table qualifications between them. “We...
Why you must take care of clients with urgency
By Sanjay Tolani, FLMI, MBA My best friend got married and had two beautiful kids. One day she called me and said, “Sanjay, my husband has no insurance. Please, can I...
