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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
How do you identify a person’s personality type during a job interview? How do you understand how well they will fit with the team? Chances are, you won’t know without some...
