Have fun and give back through the MDRT Foundation
There are a lot of ways to get involved with the Foundation. MDRT Gives Day is a great way to jump on board and have a lot of fun raising...
Tag Archives: MDRT
Handling objections from corporate clients
When corporate clients aren’t seeing the value of life insurance, 2001 MDRT President Tony Gordon of Bristol, England, says those objections can be handled much like those of clients outside...
Do you rate your clients?
When I was spending a lot of time networking, but not seeing any results of those efforts, I decided to create what I call the networking scorecard. It’s a very...
Empower your team to make decisions with three simple letters
When Douglas John Bennett, Dip PFS, had the opportunity to spend five weeks out of the office speaking at three conferences in New Zealand and Australia, he had two thoughts: Sounds...
Help clients prevent unpreparedness and family difficulties
Consider this question: “Who would be most affected if something were to happen to me tomorrow, and what would that person have to do?” This is not an easy question, but...
Embracing a wide variety of diversity
At his previous company, Will Platt, CFP, CFS, was told by his manager he should only call people who looked like him. This did not sit well with the one-year MDRT...
Handling situations of abuse
A journalist covering a murder trial hears testimony about a controlling husband who was both physically and financially abusive toward his wife, who he is suspected of killing. It reminds...
Should your kids be your succession plan?
Steven Wang joined his father’s business at 24 years old. For the next eight years, his performance was … not great. “I sucked,” he said. “There were some days when I’d...
4 absolutes for creating marketing magnetism in your business
How many of you believe that your clients can describe what you do with precision? How many of you can describe your value proposition with precision? If we do not have...
4 steps to transform your corporate culture
How engaged your employees are goes beyond offering a great benefits package, competitive pay, flexible work schedules and challenging projects. Your company culture is truly your competitive advantage. Most leaders want...
The benefits of cash flow analysis
Troy A. Collins, ADFP, has clients who earn above-average incomes but still can’t get ahead financially. Not only are they not saving or investing, but they’ve often racked up considerable...
The call I’ll never forget
Around November 2013, a client named Lew called now-13-year MDRT member Scott Sorrell, CLU, ChFC. He wanted to double-check his beneficiaries because he had a terminal illness and fewer than three months...
Realizing there could be unspoken dynamics at play with clients
There were a sister and brother who were business partners. I was directing my conversation to the brother, who was engaging more with me and who I assumed was more...
One of my most difficult conversations
Brian Greenberg, a six-year MDRT member from Scottsdale, Arizona, recounts a phone call that stuck with him. It was with a client who, despite being a paraplegic, had been denied...
How to price it right
In our brains, numbers are more than plain facts. As the following two ideas demonstrate, psychology and physiology play roles in how we perceive numbers and a consumer’s decision to...
