Connecting with clients on a personal level during crisis
Right now it is important for us advisors to really give clients their sanity back and help them any way we can. So I tell my clients or my prospects where...
Tag Archives: mdrt podcast
The long-term benefit of distinguishing active businesses from inactive businesses
I personally think there are two kinds of businesses: one that is active right now, the other that is not active right now. So I have made a list of...
Using the current climate to refine the distribution of clients’ assets
I think the current situation really puts a fine point on what clients’ mix was going into this. If they were a little hot into the investment side, which a...
More elements worth considering during tumultuous times
There are so many elements to think about right now that it’s easy to overlook something. During a Zoom call on March 26, three MDRT members discussed a variety of...
Using email to reassure clients in uncertain times
These last couple of weeks have obviously been new for all of us, but I successfully did something in late March that I’m already seeing benefits of. We’ve all gotten...
Being flexible and leading by example during a stressful time
I have a small staff, and one of the biggest things I’ve always been an advocate of is being flexible. Now my assistant is at home trying to homeschool a...
How advisors are approaching their biggest challenges during quarantine
You might be struggling with the isolation of being quarantined. Or not having any in-person appointments. Or feeling powerless with family or clients. During a Zoom call on March 26,...
The benefit of buying gifts for clients based on their personal interests
Every year around Thanksgiving, we buy different types of gifts for clients based on what we know about them. Last year, one of the little gift packages that we put...
Ensuring that your CRM is saving time, not costing it
When your business is in a growth phase, it’s really important to tighten up the process. In my business, it’s just me currently. I’m not at a space where I...
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...
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...
