When clients insist to pay even when you’ve offered them a free meeting
We do not charge fees at the first meeting. We bring the client in and see what they’re doing and talk to them and then say, “In order to create...
Tag Archives: mdrt podcast
Using discussion of pop culture to foster connections with clients
Nowadays, at the end of every one of my phone calls or meetings with a client, I ask, “Do you have any great books that you’ve read over the last couple...
Is it necessary to scare clients about income replacement?
I think clients respect us more when you take a direct approach when discussing income replacement — not to scare them but just to be realistic. One of the questions I...
The power of virtual lunch-and-learns and cookie deliveries
I always say we need to over-communicate with our clients, and that’s especially true during bad times. We’ve done virtual lunch-and-learns for our clients. We invite them all to come. The...
Retraining junior staff to prevent layoffs
There are jobs in every office — such as document controller, front desk, messenger — that are small jobs. When COVID kicked in, everyone was working from home, and these...
How you can avoid working with clients who don’t actually want to hear your advice
There’s no job satisfaction in putting everything down that a client ought to be doing and then they don’t do it. Even if they’re willing to come back and pay...
Be the advisor who gives people a chance rather than judging by their clothes
Early in my career, I had a couple of clients who used to come into one of the offices I worked for. Their clothes looked like they could have come...
Removing barriers to reach your next level of success
Even when we are clear about our goals, we still have three main obstacles that we run up against. First of all, how do we see ourselves? We’ve already talked about...
My trick to making things simple for clients
I’ve always liked to make things simple using a conceptual connection with the client’s point of view. I would label that as conceptual selling. Using illustrations, word pictures, parables and...
Realizing that not every staff member knows what you think they do
One of my staff members is a little younger, and I’ve learned that they don’t always teach you some of the basics in college. We sent out 100 mailings, and every...
How recommending a book can make a difference to a client
There was a book that was recommended to me from another MDRT member from Andy Mayer, who’s in my peer group. It’s a lovely book called, “The Boy, the Mole,...
What raising four kids taught me about being an advisor
I have four kids who are now slowly working their way out of college into adulthood. Marry well. That would be rule No. 1. I’m blessed with a phenomenal wife...
Creating virtual happy hours for clients to enhance connections
When the virus really first became a national concern here, I honestly didn’t think it would change too many things with our practice. But it definitely became more and more...
Using digital marketing to expand your reach during crisis
One of our main goals for this year was to do seminar marketing. Then of course when the crisis started, obviously you’re not going to be able to get groups...
Safety protocols that can help put clients and staff at ease
How can you acknowledge and adjust your office and your communication to deal with concerns related to the pandemic? During a recording of the MDRT Podcast in June, MDRT members...
