A really, really, really early client meeting
Earlier in my career, and to some extent still today, we did a lot of target marketing in different industries. One of those groups we courted was in the waste...
Tag Archives: MDRT
‘Turning financial dreams into financial realities’
Advisors have so many stories of assisting clients through difficult times. W. Luther Pierce IV, CLU, a 36-year MDRT member from Greensboro, North Carolina, recalls helping Bill, a successful executive...
The first three C’s of leadership
What are the key characteristics of a leader you admire and who inspires you? The answers from around the world are highly consistent and constitute what I call the Seven...
Should you overplay or underplay your communication techniques?
If clients don’t see the benefits of income protection, is it better for you to push too much or too little? During a recent conversation at MDRT headquarters, MDRT members had...
6 ways to be referable
In an ideal world, advisors would constantly generate new clients thanks to other people singing their praises. Of course, that doesn’t always happen. Kevin J. Murphey, M.Ed, RFC, of Hixson, Tennessee,...
You never know when an opportunity is going to come
One day I was going to an appointment, and I realized I needed some forms. At first I thought, I can have one of my colleagues meet me and get...
2 ways to keep going even when times are tough
Gain inspiration from MDRT members accepting help, providing empathy with financial plans and volunteering for the right reasons. It’s OK to accept help In 2005, I lost everything I’d built. My home, my...
Finding creative ways to stand out to your clients
I’m sure you’re quite familiar with the logo of the Ritz-Carlton Hotel — the lion facing the side with his tongue out. I imagine the board of directors spent a...
5 new referral sources to expand your connections
Accountants and lawyers are well-established sources of referrals for financial advisors. But there are plenty of other centers of influence in places you frequent. Start by thinking about people who can...
6 ways to increase the value of your business before you consider selling
The best time to consider increasing the value of your business is long before you’re ever ready to sell it. “Starting early is the best thing you can do,” said Brian...
Presenting a multigenerational plan to prospects
This is a presentation I use with prospects that can be done on a paper napkin at lunch: Mr. Prospect, would you agree your wealth is more than your money? What dimensions...
Acquiring clients by teaching university courses
My practice is all really built around financial education. So all of my prospects and clients come from classes I teach at universities. We take them through a four-week class....
Why clients must regularly review their beneficiary designations
It was a great day when Jessica and Ryan got married. They were childhood sweethearts who went off to college, met and married other people, and got divorced. They reconnected...
Buying a new book of business every year
It’s not unusual for advisors to buy books of business from other advisors. It’s less common, however, for an advisor to average at least one business purchase per year. Yet Alain Poirier has been...
5 tips about mentorship
MDRT members share insights about the mentor-mentee relationship. Five-year MDRT member Brenton D. Harrison spent years trying to spend time working with attorneys, even though his mentor, 27-year MDRT member and...
