Making time for what’s important to you
Finding time for everything you want to do is often easier said than done. During a recording of the MDRT Podcast, two MDRT Foundation supporters explained how they align their...
Tag Archives: mdrt podcast
Applying on-the-job lessons to your own family
I had a young client who lived in a bad neighborhood on the South Side of Chicago, Illinois, USA. He was the one person who was successful in the family....
Appropriate procedures when invited to a client event
If you ever get invited to a client’s personal event, one thing you want to do is check with your client and say, “I appreciate this; I’m looking forward to the event. Some people may...
A simple way to target your referrals
One of the big things we do every year is review our process and look at who our ideal client is. Then we add 10% or 20% each year to what our ideal client looks like. Then...
How to work a room with confidence
Confidence is at the core of professional presence. It is being comfortable in your own shoes. Many of us have experienced the dazzling impact of working with a consummate professional or watching...
Encouraging clients to post about you on social media
I’m not from this community. We’ve been here about 14 years, so when we got here, I didn’t know anybody. It’s taken time, but once you build those relationships in...
Why I found consistency by hiring an operations manager
My best practice that I’ve implemented within the last 12 months was bringing in an operations manager. Prior to that, I was running the business, writing the business and pretty much doing everything around the business to keep...
The benefits of asking staff ‘What do you like least about your job?’
We had hired a new receptionist a couple of months ago, and it didn’t work out. She wasn’t cut out for office work, and we had to let her go. After we...
Adjusting retirement planning for older clients who lose their jobs
We have a client who is very specialized in what she does who lost her job. Great news for her: She was a good saver. But at the same time, we had her on...
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...
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...
