Should you overplay or underplay your communication techniques?
If clients don’t see the benefits of income protection, is it better for you to push too much or too little? During a recent conversation at MDRT headquarters, MDRT members had...
Tag Archives: mdrt podcast
Why I decided to outsource my staff
As we’ve changed our business plan to an RIA model, I’ve realized that I don’t want to build a huge practice. I don’t want to have to staff this and...
Illustrating that it’s not just about building wealth but protecting it
By Dana Mitchell, CLU, CFP One of our youngest clients on claim — and probably one of the most severe, because if you’ve got a really young claim, then you’ve got...
The value of relaxing when speaking with clients
Every advisor, whether early in their careers or just having one of those days, might arrive to a client meeting and feel especially chatty. They might pose questions and then...
Helping clients understand that smoking may impact their coverage
By Elli Schochet, CFP People think if they have one or two cigarettes they’re casual smokers — they’re not really a smoker. We recently had a situation with a young fellow...
The 5 steps of the buyer journey
Advisors know the importance of recognizing every client as an individual. If you perceive everyone as the same, your service becomes formulaic and clients start to wonder if someone out...
The impact of ensuring your clients’ kids have powers of attorney
By James J. Silbernagel, LUTCF, CFP We had a client whose kid was going to school in Colorado and got in a car accident. The friend that was with him called...
Why getting the prospect’s information is more important than giving them yours
By Michael DeVivo It always seems like the time when I really should have a business card on me is when I never do. And when I have a stack on...
MDRT’s top 3 most-listened podcasts of 2017
Have you heard that 2017 is almost over? We can’t believe it either. Part of what makes the end of the year great is looking back on highlights from the past...
Showing respect and the fast passage of time to millennial clients
Travis D. Manning, CFP, CLU, has seen increased engagement from many millennial clients. The eight-year MDRT member from Caledonia, Ontario, Canada, also recognizes the importance of respecting the knowledge they...
Do you practice or just fast-forward to the games?
Practice is nobody’s favorite part of performance. The best part is actually utilizing the skills from the simulation in a real-life situation. Yet David John Munson Jr., a one-year MDRT member...
Know when you are an expert — and when you aren’t
It would be easy for advisors doing joint work to get in a competition to try to one-up the other. Needless to say, a better strategy is to collaborate with...
Earn trust through accountability after a mistake
No matter how much any of us try to forget it, we are all human, and we all make mistakes. For advisors, how these mistakes are handled can be the...
