4 things to consider when starting a study group
If you want to either start or become a member of a study group, here are some things to keep in mind: 1. Identify a common thread to find potential members. It...
Tag Archives: MDRT
Troubleshooting meetings before you get started
One-on-one meetings rarely go from nonexistent or dysfunctional to perfect overnight. For that reason, managers should prepare to overcome a variety of obstacles. Obstacle 1: Employees question the new meeting. Solution: Reduce the surprise...
2 essential strategies for overcoming obstacles
We all know life throws obstacles at us. We either choose to absorb ourselves in them and become nonproductive, or we can choose to figure out ways to overcome them. We...
MDRT member secures first-ever loss-of-value payout for active NFL player
UPDATE: This post won a 2019 EXCEL award for individual blog post. See all the winners (including another MDRT Blog item!) here. It’s not often that something...
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...
10 questions to ask job candidates
Behavioral investigator Vanessa Van Edwards seeks to reveal candidates’ motivation, personality and values without having to give a personality test (read explanations at scienceofpeople.com). That includes...
How to impress high-income clients
High-income clients are unimpressed with the tried-and-true — any advisor could do that for them. They’re looking for what sets you apart. The late John O. Todd, CLU, 1951 MDRT President,...
8 questions to ask about your succession plan
Karl John Krokosinski, a 37-year MDRT member from Vancouver, British Columbia, Canada, has advised on more than 100 succession plans. Whether you’re the one leaving or taking over someone else’s...
3 things actors and advisors have in common
Auditioning for the TV drama “The Sopranos,” Eugene Bozzi, LUTCF, apparently wasn’t coming off as natural. The casting director asked him to do less. So the 12-year MDRT member from Linwood,...
How to execute a 10-touch system for communicating with prospects
It takes seven to 15 touches to close a deal 80% of the time. When you move people from suspects to prospects, you are then declaring that you want to earn...
How recent high school graduates can help your practice
It’s no secret that business continuity planning is going to be essential for your business — if not now, then in the future. It’s also safe to say that actually...
When client uncertainty stems from disagreements about household costs
Most conflicts I’ve seen between couples in the office involve understanding what it costs to run the household. I think one person may look after certain expenses and one person...
3 Top of the Table sales ideas
These three sales ideas have helped take three MDRT members to Top of the Table. 1. “Every May, we invite all of our clients age 55 and over to a senior...
Why I offer a condo where clients can stay
I was in Naples, Florida, attending the Top of the Table Annual Meeting, and I recognized the guy next to me on the beach from the meeting. We shot the...
Differentiate yourself to clients through relationships
Years ago, I was interviewing for my first sales job. I was sitting across the desk from the vice president of sales. I’d been through a few rounds of the...
