Gaining client trust so they will be honest about their challenges
I met with a prospect and had my own assumptions about how things were going with him. But it took probably a good year for us to develop trust in...
Tag Archives: MDRT
The importance of goal-based financial planning
We obtain financial advice at different stages in our lives: When we purchase our first home, we seek advice and inquire as to how large of a mortgage we qualify...
What to do when a client’s dog drinks your tea
When I first started out, I would see any client anyplace, anytime and do anything for these people. One day, a client said to me, ‘Would you like a cup...
How engagement increases your bottom line and ensures client loyalty
In 2005, Caterpillar Inc. was already looking at employee engagement before most companies knew what it was. The impact it had was that at its European plant, there was an...
Why you shouldn’t thank clients for coming
Many advisors practice the technique that instead of asking for a referral, they ask for a recommendation. The goal, obviously, is the same. But a small adjustment in language can...
Enhance your relationships with some creative TV placement
Unless you have special access to unprecedented technology or are Michael Keaton in “Multiplicity,” you can’t be in two places at once. So if you want to be out in...
It’s better to hire no one than hire the wrong person
When you move to the remote Yukon Territory and put out a call for in-office staff, lines are not exactly out the door. But with so much work to be...
How prioritizing your personal life can benefit your professional life
I met one of my biggest clients regarding Medicare. The first time I met them, the appointment was great. I didn’t know their assets or anything; we were just talking...
Creating a symbol of daily motivation in your office
Money was tight in the business and family for Peter Jason Byrne in 2009. It certainly wasn’t the right time to spend $4,000 on a Vespa he came across on...
Working with widows
It’s true that 80 percent of husbands die married, but 80 percent of women die single! That’s right, we outlive the guys. Yes, 70 percent of all married women will experience...
How to make time for everything
Here’s something that is easy: Running your own practice, serving on the board of your kids’ school, running an annual event that has raised hundreds of thousands of dollars for...
Maximizing free time by knitting gifts for clients
Some people like just kicking back and watching TV. Heather L. Meszaros, CHS, is not one of these people. The five-year MDRT member from Whitehorse, Yukon, Canada, prefers to use that time...
How an article can provide an ongoing reminder to clients
It doesn’t happen often, but most advisors have experienced this at least a few times: People buy insurance and understand why at the time, but months or years later, they...
A very simple way to make clients feel special
Initially it was just an oversight. Beth Lachance Hesson, CLU, CFP, had forgotten to print her cell phone number on her business card, causing her to have to manually write...
Why you can’t take clients’ word for what they already have
***This item comes from MDRT’s most-popular podcast of 2018: “A mistake I made in discussing income replacement coverage.” Listen to it here. Sometimes you may ask a client about the...
