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...
Tag Archives: MDRT
Why my business plan had to change
If your business plan remains the same for five, 10 years, then you’re doing something wrong. You are doing the same thing wrong over and over again. I think they...
Why you should send some clients random postcards
A lot of advisors send handwritten thank-you notes. The benefit is obvious; handwritten letters are a rarity these days, and it goes a long way to show appreciation. What about sending...
3 ways to improve connections with millennials
No generation can be summarized with labels. There are stereotypes, and there are realities. That said, there is plenty of reason to note the different ways millennials communicate, at least in...
How to help clients through divorce
Finding yourself advising clients going through divorce is not for the faint of heart. The key is to help them move past the emotional turmoil and deal with the assets...
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...
3 questions you may have about seminars
By James W. Johnson When doing seminars, first you have to determine what your market is and who is in it. Then, you have to define what you want to accomplish....
6 questions to ask to connect with your niche
It is no secret that there is value in working within a niche market. You focus your clientele, they perceive you as an expert and refer you to others enough...
Want to boost your energy and brain power? Eat this
Early on in her presentation Thursday at the MDRT EDGE in Boston, Massachusetts, nutrition expert and regular “Today Show” contributor Joy Bauer offered a statement that is hard to ignore:...
What the 2018 U.S. midterm election results could mean for financial services
After Tuesday’s midterm elections, the bold points were simple: Democrats took control of the House, while Republicans maintained control of the Senate. What that means for advisors and their clients, though,...
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...
Only donate time that you actually have to give
It is of course fantastic to volunteer for organizations you want to support. Brian P. Walsh, CLU, ChFC, contributes to several, serving as Secretary for the MDRT Foundation and volunteering...
An important lesson on how not to evaluate a potential client
By Subash Chatrooghoon, Dip FP During my junior advisory years, a memorable referral came to my attention: Mr. G, who made curtains. Not knowing much else about him, I scheduled an...
Changing the language of referrals
In 1997, I worked with a CEO. At the beginning of our time together, I insured him and his family with high coverages. Then we did a group major medical...
Understand what PR agencies will actually do for you
By Tony Gordon I have always been a believer in public relations; find a good local agency, and ask them how they can help you by getting your name out there....
