Establishing clarity for acquisition success
What we found from experience, having done one acquisition and working on two others now, is to make sure we’re clear as to what the current owners are trying to...
Tag Archives: mdrt podcast
The benefits of practicing your referral pitch
With referrals, it is about repetition in some ways; you’ve got to just keep asking. You’re going to feel awkward the first few times you do it, so you might...
Communicating two goals for your initial meeting with a prospect
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...
Finding a way to appropriately discuss a prospect’s finances
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...
Ways to use gifts to say thank you — and drive referrals
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...
Working to make clients feel more comfortable
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...
Creating staff clarity from a sense of ownership and regular review
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...
Top 3 MDRT Podcast episodes of 2022
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...
Seeing family members as separate clients rather than one unit
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...
Learning how staff members like to communicate
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...
Identifying if a COI relationship is reciprocal
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...
Questions to help clients prepare to sell their business
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...
Recognizing when high-net-worth clients are charitably inclined
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...
Motivate colleagues by holding yourself accountable
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...
Why I decided to part ways with my mentor
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...
