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...
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,...
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...
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,”...
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...
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...
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...
Ownership is a theme that we implemented right before COVID. We have an office manager, and one of the things we have really pushed is the idea of, “Hey, you...
Some leaders think they should look forward and remain firm at all times, even in the wake of a mistake. J.P. Pawliw-Fry, M.D., the co-founder of the Institute for Health...
Success as a financial advisor is not accidental. There are deliberate steps taken to increase productivity and efficiency. Try these three ideas when working with clients to take you to...
As a team, we’ve done personality profiling of our team members, looking at how they like to be communicated with. It took me awhile to realize that not everybody communicates...
Maybe you think you have your work-life balance under control. If you color-coded your calendar according to how you divided your time, though, how would it look? Wayne Cotton, CLU, a...
To describe a case he could never forget, Josusmar Sousa rewinds more than 30 years. A doctor declined Sousa’s offer of life insurance, but the 10-year MDRT member from Sao...
Sometimes you may see other advisors working more successfully with clients. Fred O’Connor, ChFC, CFP, a nine-year MDRT member from Deerfield, Illinois, says it’s not because those advisors are different...
When we think about gifts for clients, we notice there is a tendency toward repetition: “Hey, this is exactly what their dentist is doing for them.” We have been on...
