When looking to build relationships with new clients, most advisers make a fundamental mistake: They inadvertently put their prospect in control of the process by adopting an approach that suggests...
When we go into an appointment, we say, “The quality of my advice depends on the quality of the information you give me. If I’m going to do a global...
If someone sends us a referral, we always send a thank-you card or something along those lines. Our clients don’t necessarily know about the referral program, so if they refer...
I was working with some clients where English was the second language. They were from Greece, and they’d moved to the U.K. not long ago. Although their command of the...
Ownership is a theme that we implemented right before COVID. We have an office manager, and one of the things we have really pushed is the idea of, “Hey, you...
Each month, the MDRT Podcast delivers insights from members about how they handle challenges and changes in their practice. These were the most popular episodes in 2022. Enjoy, and thanks...
You spend years developing a relationship with a client, and eventually they are going to pass away. If you have made sure that you’ve involved the next generation, the money...
As a team, we’ve done personality profiling of our team members, looking at how they like to be communicated with. It took me awhile to realize that not everybody communicates...
We talk a lot about the value we provide to centers of influence (COIs). If it’s a reciprocal relationship, they have to provide value to us as well. So, are...
Succession planning sometimes requires business owners to make hard decisions. If something were to happen to them and they became permanently unable to perform their duties, should they tell the...
When we think about gifts for clients, we notice there is a tendency toward repetition: “Hey, this is exactly what their dentist is doing for them.” We have been on...
How do you keep your staff members motivated? For Adam Llewellyn Morse, CFP, a nine-year MDRT member from Melbourne, Victoria, Australia, that means verbalizing the things he is going to...
This is one of the major decisions I had to make during my business career. When I started in the financial services profession, I was with a mentor, and she...
While the journey through grief and widowhood is unique to each widow, it will likely progress through four stages of transition. The following are the four stages and what you...
You’ve got to take care of your family first when you’re in the business. Looking at the situation with my own parents, I saw that my father didn’t really have...
