Questions to ask before hiring a junior advisor
You need additional staff and think it’s time to bring a junior advisor into your practice. But you’re not sure what responsibilities they should have, what type of training works...
Tag Archives: mdrt blog
Anti-money laundering regulations’ financial impact on advisors
In a perfect world, you could take every client at their word. Every transaction involved in your practice, without any attention to detail, would be guaranteed to be spotless. It...
Understanding that grieving clients have complicated feelings toward money they receive
It is important to recognize that your clients may struggle to reconcile their feelings regarding the money they will receive after a death claim. Some, said David Kessler, a globally...
What can happen without a succession plan
By Allan T. Mendels, CLU, ChFC At 63 years of age Jerry was, in his own words, “living the dream.” He worked six months to qualify for MDRT, then spent the...
Why you should use the word “die” when talking with grieving clients
Stuart J. Birkel, CSA, has served 442 death claims in the last 25 years. One of the biggest insights Birkel learned took years to acquire (thanks to a seminar on...
When not asking impacts a referral, a friendship and a future
It is hard to ask for more than a great client who is a strong believer in both you and the benefits provided by the work you do. However, Shannon Thompson,...
Sending “face cards” to confirm meetings, not just follow up
When Tony Goebel, LUTCF, entered the financial services profession, he was excited every time he convinced someone to sit down with him. Then many would cancel their appointments the day before the...
What kind of listener are you?
In theory, everyone wants to be an open communicator, engaging with another person rather than just waiting to talk. And with that headline above, you’re likely thinking about the way you...
The difference between something you want to do or force yourself to do
Ugh. The gym. It’s not especially fun, and, besides, there’s work that needs to get done at the office. I guess I’ll go twice a week, but it’s not hard...
What family businesses can teach about staffing
Hiring is challenging — you do your best to match the right person to the right role, but there is only so much you know about someone from their resume...
Why you may want to give uncooperative referrals a second chance
The first time Danielle J. Genier, CFP, CLU, met with Madison, a recent college graduate and daughter of clients Genier had known for many years, it did not go well. Still...
Why it’s worth letting go a little, no matter how hard it may be
Obviously nothing would have kept Jeremy Colombik from being there for the births of his two children. But when the nine-year MDRT member from Raleigh, North Carolina, thinks about his work-life...
Embracing vulnerability when your biggest sale turns embarrassing
You’re on the verge of selling an enormous policy for the CFO of a massive, international company. You’ve established a relationship with the client. You’re excited for him to at...
4 questions clients and advisors should ask each other
James Anthony Savage believes in silence. During his first meeting with a client, he asks them to identify four questions they’d like to ask a financial advisor. He writes the numbers...
How to retire without retiring
After working in the financial services profession for 35 years, Beth Lachance Hesson, CLU, CFP, wants to make sure she is taking time to enjoy her life outside of the...
