Embracing vulnerability when your biggest sale turns embarrassing
You’re on the verge of selling an enormous policy for the CFO of a massive, international company. You’ve established a relationship with the client. You’re excited for him to at...
Tag Archives: practice management
3 recommendations for successful collaboration
“It’s hard enough to get a prospect to talk to you,” said Howard E. Sharfman, a 31-year MDRT member. “Once you have the ability to have that conversation, to limit...
How high can your practice climb?
Most of us have not literally climbed a mountain. Yet it’s easy to perceive success as climbing toward a peak, searching for momentum to the next level and driving to continue...
3 ways to open up the conversation about income replacement products
Everyone knows they are going to die, but they’d like to believe they won’t ever get seriously ill or injured. It is difficult to talk about income replacement products that...
How to wrap up the client’s first meeting and rise above the competition
You’ve had a successful first meeting with a client. Information has been shared, and a rapport has been established. All you need to do is wrap things up in the...
3 tips to the Top of the Table
Every MDRT member who makes it to the Top of the Table has thoughts on what brought them there. In his 2016 Annual Meeting presentation “Ten Tips to the Top …...
‘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...
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...
