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...
Tag Archives: MDRT
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...
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...
4 important attributes of a good office manager
For his practice, Adam Llewellyn Morse, CFP, a nine-year MDRT member from Melbourne, Victoria, Australia, hired a new staff member to serve as an office manager and free up Morse...
5 strategies to improve client interaction
Advance your practice with these tips from MDRT members. 1) How to get your advice followed by clients It can be difficult to guide clients away from the wrong path and onto...
A simple way to target your referrals
One of the big things we do every year is review our process and look at who our ideal client is. Then we add 10% or 20% each year to what our ideal client looks like. Then...
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...
Why I found consistency by hiring an operations manager
My best practice that I’ve implemented within the last 12 months was bringing in an operations manager. Prior to that, I was running the business, writing the business and pretty much doing everything around the business to keep...
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,...
Emphasize consistency over quantity
It might be tempting for advisors to take on as many clients as possible. Steven A. Plewes, CLU, ChFC, a 34-year MDRT member from Naples, Florida, says that having a...
Match tasks to the right staff
With so much work to be done and only a certain number of people do to it, how do you make sure your business is running at peak efficiency? Thomas...
The benefits of asking staff ‘What do you like least about your job?’
We had hired a new receptionist a couple of months ago, and it didn’t work out. She wasn’t cut out for office work, and we had to let her go. After we...
Saying goodbye to a client
Unfortunately, not every client-advisor relationship can be a great one. Gino Saggiomo, CFP, a 14-year MDRT member from Fortitude Valley, Queensland, Australia, says transitioning the client to a different advisor,...
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...
