Talk about your profession with the expertise of your hobby
People don’t buy what you say, said Van Mueller, LUTCF, they buy how you say it. A lot of that comes from conviction and confidence, and Mueller, a 35-year MDRT member...
Tag Archives: practice management
How to put into practice lessons learned at a conference
It was a great meeting! MDRT holds great conferences, and so does your firm. You come back to the office with your batteries charged. How do you hold on to...
Establishing clarity for acquisition success
What we found from experience, having done one acquisition and working on two others now, is to make sure we’re clear as to what the current owners are trying to...
Elder financial abuse: Are you free to discuss it?
In a situation where a client’s family member allegedly takes advantage of them, advisors might not necessarily be able to take action. Gregory B. Gagne, ChFC When a client’s son allegedly took...
Expand help to clients by helping their friends
For his best clients, 14-year MDRT member Mark Neufeld, CFP, of Vancouver, British Columbia, Canada, offers to serve as a “sounding board” for their friends and family. Sometimes clients have...
Audit your schedule and focus on what you love
Brad Elman, CLU, CLTC, believes in a simple, circular process of focus, skill and happiness: If you enjoy something, you’ll be motivated to do it. If you’re motivated to do something, you...
Don’t let clients fall victim to opportunity cost vampires
A few years ago, Thomas W. Young, CLU, ChFC, saw a movie that reminded him of a situation he experiences as a financial advisor. In the movie, vampires took over a...
3 questions you should ask your clients
Toward the beginning of his 2015 MDRT Annual Meeting ConneXion Zone presentation, Seth Groff of Assurity Life cited Voltaire’s quote about judging people by their questions, not their answers. If clients...
How to discuss disability policy ratings with clients
There are always plenty of variables when it comes to insurance, and disability policies are no exception. Ratings, in particular, can add complexity. Without experience, explaining the complicated nature of...
Techniques to reach Top of the Table
There are many strategies MDRT members use to reach Top of the Table-level production, and some are simply a matter of small adjustments in perspective. George D. Goulet, TEP, CFSB,...
Scenarios when advisors should be aware of possible elder financial abuse
It is generally easy to tell when something criminal is taking place or when someone is taking advantage of an individual who is mentally impaired, said Dr. Bennett Blum, a...
Help your clients not just consider their goals but jump toward them
Your clients may know what they want to achieve, but how strongly do they go after it? In his 2012 Top of the Table presentation “Life’s lessons lead to life’s questions,”...
Help clients protect themselves from risk
It’s safe to say that motocross athletes are in control of their fear. But Tiago De Castro Barbosa Melo, an 11-year MDRT member from Belo Horizonte, Brazil, worried that a...
Does your practice fit the formula of a successful organization?
Whether you’re a new or a veteran advisor, you know that a thriving business relies on a combination of a lot of moving parts. In his 2014 Annual Meeting presentation...
5 ideas for a more productive year
Don’t wait to evaluate your performance. Instead, start early in the year to think about how you can improve in the upcoming months to create a successful year. Here are...
