Don’t let clients fall victim to opportunity cost vampires
A few years ago, Thomas W. Young, CLU, ChFC, saw a movie that reminded him of a situation he experiences as a financial advisor. In the movie, vampires took over a...
Tag Archives: mdrt presents
Questions to help clients prepare to sell their business
Succession planning sometimes requires business owners to make hard decisions. If something were to happen to them and they became permanently unable to perform their duties, should they tell the...
Identifying the four stages of transition for widows
While the journey through grief and widowhood is unique to each widow, it will likely progress through four stages of transition. The following are the four stages and what you...
What’s in your critical illness toolkit?
If you are a plumber, a financial plumber, and you are going on a job, you don’t arrive with a single monkey wrench expecting to fix everything with it. You...
Using a childlike mentality to achieve more
During the COVID-19 times, we all missed lots and lots of things, and I call it the four F’s: our family, our friends, our freedom and our forward planning. We...
Questions to convert suspects to prospects to clients
Do you know where your next client is coming from? Do you need more ideas or more prospects? Would you like more time, more money, more fun? If the answer...
Make a conscious choice to be your best
Mindset is the No. 1 differentiator for driven, accomplished advisors. How you think and show up in the world has a profound impact on your business results, your quality of life...
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...
3 ways to connect with decision-making brains
Buyers make decisions based on emotions and then rationalize them based on facts. They tell you what the facts are, but the emotional side of their brain decides. And then it says, “Oh,...
Two ways to qualify for Top of the Table in your home life
I spent nine years at the MDRT level, 12 years at Court of the Table and two years at Top of the Table. But here is a little secret: It is much more rewarding...
Why we design presentations like a TV show
We sell all the same products. We invest in the same stocks around the world. But what is your process for making sure clients reach their goals? Here is how we...
How to set up new hires for success
If you are an MDRT member, it means that you are a very successful professional. To push your achievement higher and to step up one more level, you have to hire someone to...
2 tips to get to the Top and stay there
It’s one thing to succeed; it’s another to maintain that success and produce at Top of the Table levels year after year. These are the first of many steps to...
How to protect clients’ finances from addiction
InvestmentNews did a survey in which 36% of the advisors who were polled said that their clients have been impacted by the opioid epidemic. Let me tell you why that...
Create a CAN DO culture
When I first started in the business, and also when I first started to come to the MDRT Annual Meeting, I used to look for the one big idea that...
