When Tony Goebel, LUTCF, entered the financial services profession, he was excited every time he convinced someone to sit down with him. Then many would cancel their appointments the day before the...
In theory, everyone wants to be an open communicator, engaging with another person rather than just waiting to talk. And with that headline above, you’re likely thinking about the way you...
Hiring is challenging — you do your best to match the right person to the right role, but there is only so much you know about someone from their resume...
The first time Danielle J. Genier, CFP, CLU, met with Madison, a recent college graduate and daughter of clients Genier had known for many years, it did not go well. Still...
“The biggest source of lost revenue is the prospect you never knew about,” said David Avrin, author and president of Visibility Coach. The potential client called, but you didn’t answer...
It’s no secret that staffing plays an enormous part in the performance of a practice. Hire the wrong person, and you will likely suffer a variety of frustrations and inefficiencies...
You know when your clients’ businesses are thriving. Do you do everything you can do to help others know that? Daniel O’Connell, MBA, a 10-year MDRT member from Addison, Texas, works...
By Karyn Buxman, CSP, CPAE Great leaders understand the important role humor can play in resilience. The time was one of the darkest in America’s history: the Civil War. In a meeting...
Hiring a virtual assistant to handle some of your professional and personal tasks can free up your time for more strategic, profitable opportunities. Here are some tips for how to...
By Jason L. Smith When it comes to compensation for junior advisors, companies often make the following mistakes: Giving them too much of the revenue off the sale they make. For example,...
By Fred Matulka As managers, your best workers require little of your time, while your struggling or poor performers take most of your time. It’s as if you are herding cats,...
A little more than 10 years ago, Devang Patel, CFP, CLU, was at a crossroads. The now-14-year MDRT member from Edison, New Jersey, was working very hard but neither seeing...
By David Grau Jr. Purchasing a business, especially from a family member or mentor, takes time and a willingness to have awkward conversations. The transition plan needs to include discussions on...
To some clients, a small percentage change in fees will not make a huge difference. For millennial clients — many of whom are early in their careers and figuring out...
By Tracey Karen Diana Devonport Just imagine having a practice so in demand that you’re never actively prospecting and new clients go on a waitlist to see you (and they’re prepared...
