Expand help to clients by helping their friends
For his best clients, 14-year MDRT member Mark Neufeld, CFP, of Vancouver, British Columbia, Canada, offers to serve as a “sounding board” for their friends and family. Sometimes clients have...
Tag Archives: MDRT
Scenarios when advisors should be aware of possible elder financial abuse
It is generally easy to tell when something criminal is taking place or when someone is taking advantage of an individual who is mentally impaired, said Dr. Bennett Blum, a...
Help your clients not just consider their goals but jump toward them
Your clients may know what they want to achieve, but how strongly do they go after it? In his 2012 Top of the Table presentation “Life’s lessons lead to life’s questions,”...
Does your practice fit the formula of a successful organization?
Whether you’re a new or a veteran advisor, you know that a thriving business relies on a combination of a lot of moving parts. In his 2014 Annual Meeting presentation...
Ways to use gifts to say thank you — and drive referrals
If someone sends us a referral, we always send a thank-you card or something along those lines. Our clients don’t necessarily know about the referral program, so if they refer...
Recognizing when high-net-worth clients are charitably inclined
When we think about gifts for clients, we notice there is a tendency toward repetition: “Hey, this is exactly what their dentist is doing for them.” We have been on...
Creating more growth and fewer distractions
With seven advisors and six support staff in the office, Carrie Rae Mullins recognizes how essential it is to get some space – away from client meetings, operations questions and...
Creating a spirit of generosity in your business
When any client walks into our firm, they are guided to our conference room. While they’re waiting, we play a video introducing our company, our team, our services, etc., and...
Stay grounded about why you do what you do
When he was only 5 years old, Danny Smith, RHU, LUTCF, lost his father, who had no life insurance. The serious financial impact that tragedy had on Smith’s family, and the desire...
How to appropriately bring up what you do in a social setting
If I’m at a social gathering, I’m never going to bring our products or services into that conversation. But if somebody mentions investments or insurance or anything like that, if they...
3 steps to manage your life and set a course for success
To set and achieve goals, it is important to create a realistic and actionable vision for your life, said 16-year MDRT member Nobuhiro Otsuka of Tokyo, Japan, who is also...
When clients seem unable to budget
We’re a very process-driven practice, and we do budget sessions with clients. I’d say 85%-90% of clients accept the budget process and thrive on it once they get rolling on...
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...
What to emphasize in the first meeting with a client
There are many different strategies to establishing a relationship with clients during their first meeting. Kobus Kleyn, CFP, a nine-year MDRT member from Gauteng, South Africa, uses that time to...
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...
