‘When it’s about people buying things, I don’t say a word’
All financial advisors have their own sales strategies. For Jake S. Ng, ChFC, CLU, a former MDRT member, the operative word is … no words. “I feel like I don’t do...
Tag Archives: practice management
8 questions to help you get to know clients
Knowing what to ask when a new client comes into your office is the first step toward meeting their financial needs and developing a long-term relationship. But asking the right...
Know when you are an expert — and when you aren’t
It would be easy for advisors doing joint work to get in a competition to try to one-up the other. Needless to say, a better strategy is to collaborate with...
Utilize a team-oriented practice to focus on what you prefer to do
“The reason I got into the business was to show up with a check when something went wrong,” said Rickson Joel D’Souza, a 21-year MDRT member as well as a...
Don’t limit yourself: Invest in your team
The growth of your business could be limited by the skill set and retention of key employees. By investing in your team through a combination of activities related to education...
Don’t let your business get in the way of personal conversations
Vincent Gan, ChFC, CLU, and his wife used to have a date night one Friday each month, but, like many who live in Singapore, he’d spend all other weeknights working....
What you should have in your waiting area instead of magazines
Picture having to numb your mouth and stomach with chemicals, take a pain medication more addictive than heroin and put a syringe into a tube stretching to the back of...
Do you run with the storm or through it?
Self-discipline strategist and Colorado native Rory Vaden most likely knows more than you do about buffalo and cows. And he thinks you should take a lesson from one of them. The...
The importance of sticking with established processes while teaming
The process of partnering can yield a lot of benefits, but it is not always smooth. Albert E. Gibbons, CLU, AEP, a former 29-year MDRT member, who specialized in estate...
How mini-vacations increase productivity
Are you more focused in short meetings or long meetings? Do you get more done right before vacation or right after vacation? Heidi Hanna, Ph.D., is an expert on using psychology...
Surprising wins from slow growth
About a year and a half ago, I bought two pineapples from the market. On a whim, I cut off the crowns and decided to try growing them at home....
Earn trust through accountability after a mistake
No matter how much any of us try to forget it, we are all human, and we all make mistakes. For advisors, how these mistakes are handled can be the...
3 effective sales ideas
Even the most successful advisors appreciate the value of a good sales idea. These are a few favorites from MDRT members: Kick into high-gear I like to compare financial plans to soccer...
Would a doctor diagnose from behind a curtain?
Many clients understand the importance of sharing information with advisors. Occasionally, though, some don’t. What should you say to these people? When one client refused to show financial statements to Ozer...
Talk to older clients about the tax benefits of qualified charitable distributions
Let’s say you want to donate $100,000 to charity. Would you rather give that amount directly to the organization or withdraw $100,000, pay $40,000 in taxes and have only $60,000...
