3 common mistakes of succession planning
At some point, you’re going to retire. Whether that’s partially or completely, you’ll need to execute a successful transition for your business, and that doesn’t happen overnight. It’s more like...
Tag Archives: mdrt blog
If a client’s phone rings during a meeting, should you encourage them to answer?
Perhaps you frown on clients answering their phones during a meeting — you hope they’re engaged in your conversation and would think twice about an interruption. In fact, you should make...
3 principles that help bring longevity to a study group
How does a study group celebrate its 50-year anniversary? For Show ‘N Tell, a study group of high-producing advisors founded in 1968 to focus on pensions but expanded to include advanced...
Seeing free time as an opportunity for motivation, not mindlessness
Some people throw on a pair of sweatpants and cue up reruns of their favorite sitcom as soon as they leave the office. This is their way to unwind and...
This is why clients should understand your process
Seasoned advisors may assume that clients automatically give them the benefit of the doubt in terms of how they conduct themselves. From the client’s perspective, though, it never hurts for...
6 costs to an organization that doesn’t encourage employee input
By Tom Green Are your employees consistently telling you everything you need to hear? Or are they instead telling you what they think you want to hear? Silence is expensive. Creating a...
This is why clients shouldn’t try to be amateur financial mechanics
By Theodore S. Rusinoff, CFP Sometimes a prospect’s lack of trust can delay the implementation or even identification of a plan. Often, the prospect broadcasts that lack of trust by acting...
Help your clients plan for their income in retirement
By Clay Gillespie, CFP, CIM In my practice, I deal with clients who are retired or close to being retired. For marketing purposes, my No. 1 prospect is someone five years...
The unexpected clarity and comfort of a fee-based practice
When facing regulation, it can be easy to focus on what seem to be difficult changes and a wide variety of moving parts. In fact, adapting to a regulatory environment can...
Using techniques from your practice to throw a huge holiday party for friends and family
When you think about a setting with a great atmosphere, people who have invested in the experience and delegation to ensure all tasks get done, you may not think about...
The impact of a disability waiver
Wallene T. Leek, LUTCF, LTCP, was new to the financial services profession in 2001 when she met a young woman named Kelley at church. Kelley was just getting started in...
Why getting the prospect’s information is more important than giving them yours
By Michael DeVivo It always seems like the time when I really should have a business card on me is when I never do. And when I have a stack on...
MDRT’s top 3 most-listened podcasts of 2017
Have you heard that 2017 is almost over? We can’t believe it either. Part of what makes the end of the year great is looking back on highlights from the past...
Showing respect and the fast passage of time to millennial clients
Travis D. Manning, CFP, CLU, has seen increased engagement from many millennial clients. The eight-year MDRT member from Caledonia, Ontario, Canada, also recognizes the importance of respecting the knowledge they...
3 wildly inaccurate predictions to reinforce the value of consistency
At one point or another, we think there are elements about the future that we can predict. And we have all been wrong about those predictions. In his 2016 Annual Meeting...
