The winning perspective vs. the whining perspective
It’s no secret that perspective counts for a lot. Virtually everything is defined by the way you perceive it. That is why, said financial services veteran James W. Ruta, BA, RHU,...
Tag Archives: practice management
Giving support to surviving spouses
By Travis D. Manning, CFP, CLU Meagan S. Balaneski, CFP, RFP, has targeted a clientele that requires her to focus on compassion more than numbers. “We are very much focused on...
2 steps to make sure you have the right staff
By Nathan Jamail There is an old (but true) saying: “The best candidate doesn’t always get the job.” If you have ever made a bad hiring decision, don’t worry — you are...
Develop a detailed process to maintain compliance
You’ve probably read numerous articles exhorting you to put a process in place to maintain compliance. The problem is, there are far fewer pieces about how you create a process....
Your obligation to clients: Succession planning
Walton Rogers, CLU, ChFC By Walton W. Rogers, CLU, ChFC Not one of us know the date of our death. That’s what makes life insurance so important to families. It’s also the...
Enhance clients’ understanding using colored pencils and play money
When describing their process, so many advisors come back to the word “education.” So perhaps it is no surprise that Daniel E. Jossen, CFP, has seen such success utilizing a technique...
Do you practice or just fast-forward to the games?
Practice is nobody’s favorite part of performance. The best part is actually utilizing the skills from the simulation in a real-life situation. Yet David John Munson Jr., a one-year MDRT member...
How transparency-based compliance can help grow your business
The nature of regulation is that either you’ve experienced it or you likely will experience it. In the U.S., months and months of news, discussions and delays regarding the Department...
How to show clients you are both a professional and a person
Steven A. Plewes, CLU, ChFC, used to wear a suit and tie to all of his meetings with clients. He was friendly but always very business-like. Until he visited one...
The benefit of sharing your supposed limitations with clients
Douglas Anthony Chukwuka Eze did not go to college; he has a high school diploma from his native Nigeria. Shortly after coming to the United States, the five-year MDRT member from...
Why even those at the top of their game need insurance
Advisors know the importance of finding a niche for themselves and communicating the value of insurance to clients. For Ronnie Lee Kaymore, that involves focusing entirely on athletes and, often,...
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...
4 effective communication strategies
Advisors know that communication is hugely important in a relationship business. These approaches have been successful for Top of the Table-qualifying members: Lapse letters If a client lapses a policy, I mail...
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...
6 predictors of business transfer success
You feel like all the right pieces are in place to transition your business. The time and situation feel right. You are ready to pull the trigger. Even so, you...
