Earn referrals by being different
It is important, of course, to do the best job you can and strive to provide better service to clients than your competition. A big part of standing out, however, is...
Tag Archives: mdrt blog
2 target market myths
With a passion for photography and a previous career in education, Scott Roger Lebin, RFC, CWS, would seem to be an unlikely match for the physician market. When you dig...
Use focus to motivate you past disappointment
During a bad time in his dad’s farming business, Jim S. Forbis, ChFC, CLU, asked his father how he remained positive in the face of adversity. The man’s answer: “Son, consider...
3 favorite sales ideas
Even the most successful advisors appreciate the value of a good sales idea. These are a few favorites from MDRT members: Basket of referrals About a month before a client retires, send...
2 questions to ask clients about estate planning
By Russell Collins, Dip LI The following questions have little to do with the sale of insurance but everything to do with the sale of you. People buy people! These questions are...
How transparency-based compliance can help grow your business
The nature of regulation is that either you’ve experienced it or you likely will experience it. In the U.S., months and months of news, discussions and delays regarding the Department...
How to show clients you are both a professional and a person
Steven A. Plewes, CLU, ChFC, used to wear a suit and tie to all of his meetings with clients. He was friendly but always very business-like. Until he visited one...
The benefit of sharing your supposed limitations with clients
Douglas Anthony Chukwuka Eze did not go to college; he has a high school diploma from his native Nigeria. Shortly after coming to the United States, the five-year MDRT member from...
Why parents should consider fewer screens and more books
It should be news to nobody that there’s a lot going on in the world. Add in everything happening in your own daily life, and there’s a lot from which...
4 effective communication strategies
Advisors know that communication is hugely important in a relationship business. These approaches have been successful for Top of the Table-qualifying members: Lapse letters If a client lapses a policy, I mail...
The easily overlooked value of paying close attention
You might have some strategies in place to make sure that your work-life balance is actually in balance. But how often do you evaluate how well that’s going? For married advisors...
6 predictors of business transfer success
You feel like all the right pieces are in place to transition your business. The time and situation feel right. You are ready to pull the trigger. Even so, you...
6 ways to manage changes with clients and staff in the face of regulation
Once upon a time, a prospect might come through one of Daniel K. Charley’s financial planning workshops, say they were interested in an annuity they heard about, and the seven-year...
Managing relationships with clients/friends in a small town
The degree to which advisors develop friendships with clients is always an interesting point of discussion. For Mark Robert Rando, a five-year MDRT member from Bunbury, Western Australia, Australia, establishing...
Get big by having the courage to be small
Kat Cole has learned a lot of lessons, sometimes the hard way, in her career path from a waitress at a Hooters restaurant to CEO of Cinnabon, a chain of...
