Handling a difference of opinion between a client and their child
A good client of mine wanted me to start working with his son, who was getting ready to graduate from medical school and had basically graduated debt-free because of his...
A good client of mine wanted me to start working with his son, who was getting ready to graduate from medical school and had basically graduated debt-free because of his...
When your client is signing their application form, quickly take a photo of them. Have it printed and attach it to their policy. Include this note: “Today, [today’s date], I...
The “me” generation, self-absorbed, high-maintenance. These stereotypes are often used to describe millennials, said Aaron L. Hammer, LUTCF, in his presentation at the 2017 Annual Meeting. But there are also...
Are you nervous about what a coach might see when exploring what you and your business do well and less well? That’s an effective way of knowing they can help,...
If you could respond to a disruptive environment, would you rather do that when the market was strong and your brand had equity, or when your revenue was flat and...
Have your staff members ever had a misunderstanding about who was responsible for what? Or have you tried to teach a new employee to do something, only to realize you...
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...
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...
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...
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...
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...
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...
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...
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...
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...