Be the advisor who gives people a chance rather than judging by their clothes
Early in my career, I had a couple of clients who used to come into one of the offices I worked for. Their clothes looked like they could have come...
Early in my career, I had a couple of clients who used to come into one of the offices I worked for. Their clothes looked like they could have come...
When a senior staff member said she needed to move from Bundaberg to Brisbane, Leanne Barbara Bull, Dip FP, CFP, simply said, “No problem, we’ll open an office in Brisbane.”...
We are about to come into the largest transfer of worldwide wealth in the history of humankind. All of this money has the opportunity to come into your practices or...
I’ve been singing since the age of 4. During my younger days I made it pretty far in the Chinese version of “American Idol.” So in the Chicago Chinese community,...
Even when we are clear about our goals, we still have three main obstacles that we run up against. First of all, how do we see ourselves? We’ve already talked about...
I’ve always liked to make things simple using a conceptual connection with the client’s point of view. I would label that as conceptual selling. Using illustrations, word pictures, parables and...
One of my staff members is a little younger, and I’ve learned that they don’t always teach you some of the basics in college. We sent out 100 mailings, and every...
Talking about what keeps clients up at night — the top 5 fears — is critical for an early discussion. Fear No. 1 is outliving their money, and it is two-pronged....
There was a book that was recommended to me from another MDRT member from Andy Mayer, who’s in my peer group. It’s a lovely book called, “The Boy, the Mole,...
I have four kids who are now slowly working their way out of college into adulthood. Marry well. That would be rule No. 1. I’m blessed with a phenomenal wife...
When the virus really first became a national concern here, I honestly didn’t think it would change too many things with our practice. But it definitely became more and more...
I’ve been an MDRT member for about 18 years now, but I really didn’t know much about the Foundation until one day I, as a volunteer, was asked to be...
Even in the best of times, creating and maintaining a high-functioning team is work. When the team is burned out, the task is infinitely harder. But it can be done. Step...
How can you acknowledge and adjust your office and your communication to deal with concerns related to the pandemic? During a recording of the MDRT Podcast in June, MDRT members...
This is what I am hearing when I talk to my clients: “I don’t want my kids to fight over our money. I’m concerned that my money might lead to...