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...
Tag Archives: mdrt podcast
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...
Holding clients accountable to ensure they fulfill their goals
We hold our clients accountable, and we hold ourselves accountable. I hold my clients accountable to the goals that they set out, and we truly, truly track them and hold...
Adjusting perspective on your business as the crisis goes on longer
If the economy takes a long time to rebound and we are still social distancing like this, we have to think creatively how we do our business. I believe there...
Why my practice gives out branded teddy bears
We have Mr. Insurance teddy bears. They’re used for clients with children. When clients are pregnant, we will give them the teddy bears, but also we use them for our...
Unexpected opportunities and new perspective for referrals during crisis
Most of the companies here in the Philippines have extended the premium payments for policies during this time of lockdown to 60 days. But there are some clients who saw...
How I’m keeping staff engaged while business recovers
Everyone can feel stressed during a crisis, and that includes your staff. How can you make sure your team stays positive and focused? During a Zoom call on April 28,...
Using A.D.A.P.T. to confront changes in the face of crisis
For me, the hardest thing to consider is that this is the new normal, there is no way out and we just have to deal with it. Now let me...
