Why you shouldn’t thank clients for coming
Many advisors practice the technique that instead of asking for a referral, they ask for a recommendation. The goal, obviously, is the same. But a small adjustment in language can...
Many advisors practice the technique that instead of asking for a referral, they ask for a recommendation. The goal, obviously, is the same. But a small adjustment in language can...
Unless you have special access to unprecedented technology or are Michael Keaton in “Multiplicity,” you can’t be in two places at once. So if you want to be out in...
When you move to the remote Yukon Territory and put out a call for in-office staff, lines are not exactly out the door. But with so much work to be...
I met one of my biggest clients regarding Medicare. The first time I met them, the appointment was great. I didn’t know their assets or anything; we were just talking...
Money was tight in the business and family for Peter Jason Byrne in 2009. It certainly wasn’t the right time to spend $4,000 on a Vespa he came across on...
It’s true that 80 percent of husbands die married, but 80 percent of women die single! That’s right, we outlive the guys. Yes, 70 percent of all married women will experience...
Here’s something that is easy: Running your own practice, serving on the board of your kids’ school, running an annual event that has raised hundreds of thousands of dollars for...
Some people like just kicking back and watching TV. Heather L. Meszaros, CHS, is not one of these people. The five-year MDRT member from Whitehorse, Yukon, Canada, prefers to use that time...
It doesn’t happen often, but most advisors have experienced this at least a few times: People buy insurance and understand why at the time, but months or years later, they...
Initially it was just an oversight. Beth Lachance Hesson, CLU, CFP, had forgotten to print her cell phone number on her business card, causing her to have to manually write...
***This item comes from MDRT’s most-popular podcast of 2018: “A mistake I made in discussing income replacement coverage.” Listen to it here. Sometimes you may ask a client about the...
If your business plan remains the same for five, 10 years, then you’re doing something wrong. You are doing the same thing wrong over and over again. I think they...
A lot of advisors send handwritten thank-you notes. The benefit is obvious; handwritten letters are a rarity these days, and it goes a long way to show appreciation. What about sending...
No generation can be summarized with labels. There are stereotypes, and there are realities. That said, there is plenty of reason to note the different ways millennials communicate, at least in...
More than once, strangers have paid for Beth Lachance Hesson’s, CLU, CFP, order at Canadian staple Tim Horton’s. It’s not totally unexplainable, though — each time, it’s been while the 24-year...