Working primarily with clients in their mid- to late-20s, Heather Lindsley, LUTCF, RICP, a three-year MDRT member from Green Bay, Wisconsin, said it is important for advisors to ensure these...
By Dale W. Martin, CLU, ChFC Think of the last movie you went to. You sat in that comfortable seat with your popcorn and soda. For the next two hours, you...
If your client outreach has long been focused on worthwhile but familiar gestures like birthday cards, perhaps it is time to explore some new ideas. Renee Hanson, CFP, ChFC, a five-year...
A group of competitive rowers encounters harsh ocean waves in their small boat. They cannot see where they are going, and without their team member guiding them from the back...
At some point, you’re going to retire. Whether that’s partially or completely, you’ll need to execute a successful transition for your business, and that doesn’t happen overnight. It’s more like...
Perhaps you frown on clients answering their phones during a meeting — you hope they’re engaged in your conversation and would think twice about an interruption. In fact, you should make...
How does a study group celebrate its 50-year anniversary? For Show ‘N Tell, a study group of high-producing advisors founded in 1968 to focus on pensions but expanded to include advanced...
Seasoned advisors may assume that clients automatically give them the benefit of the doubt in terms of how they conduct themselves. From the client’s perspective, though, it never hurts for...
By Tom Green Are your employees consistently telling you everything you need to hear? Or are they instead telling you what they think you want to hear? Silence is expensive. Creating a...
When facing regulation, it can be easy to focus on what seem to be difficult changes and a wide variety of moving parts. In fact, adapting to a regulatory environment can...
At one point or another, we think there are elements about the future that we can predict. And we have all been wrong about those predictions. In his 2016 Annual Meeting...
How do you identify a person’s personality type during a job interview? How do you understand how well they will fit with the team? Chances are, you won’t know without some...
“There are never enough hours in the day.” “Time is of the essence.” “Time is money.” There are so many clichés about having limited time and the importance of maximizing our...
Among the many possible impacts of regulation is the need to adjust your client base. So while compliance creates new context for who you do and do not work with,...
It’s no secret that having the right staff is a crucial part of a successful business. Yet it is not easy to know how to find the best person to...
