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...
Tag Archives: practice management
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...
6 ways to manage changes with clients and staff in the face of regulation
Once upon a time, a prospect might come through one of Daniel K. Charley’s financial planning workshops, say they were interested in an annuity they heard about, and the seven-year...
Explore the Business Continuity Decision Tree
Have you been in the financial services industry for more than five years? Are you within 10 years of retiring? Then you should have a plan for the continuity of your...
Embrace hardship and regulatory change with a positive attitude
By Gregory Warren Smith, CFP I have just told a client about difficulties I’ve been experiencing in my personal life. I was vulnerable and looking for comfort, maybe even pity. The...
Enhance the personal connection with your clients through your newsletter
By Matthew T. Hoesly, CFP, ChFC, presented at the 2017 Annual Meeting I can’t stand the saying, “Don’t take it personally; it’s just business.” Everything we do for our clients is...
Get big by having the courage to be small
Kat Cole has learned a lot of lessons, sometimes the hard way, in her career path from a waitress at a Hooters restaurant to CEO of Cinnabon, a chain of...
Why you must take care of clients with urgency
By Sanjay Tolani, FLMI, MBA My best friend got married and had two beautiful kids. One day she called me and said, “Sanjay, my husband has no insurance. Please, can I...
Show employees how much you value health with an office gym
Innovation and morale are a big part of the business for co-owners Jennifer A. Borislow, CLU, and Mark S. Gaunya, GBA, of Methuen, Massachusetts, with 29 and 11 years, respectively,...
6 actions to take during the Department of Labor’s fiduciary rule delay
Perhaps you hoped and thought that, by now, it would be clear what would happen and when regarding the U.S. Department of Labor’s fiduciary rule — created with the intent...
Gain the confidence to believe you’ll always win
Many advisors have a business plan in place to provide focus to a target market, track and grow revenue, and much more. Donald F. White Jr., CLU, ChFC, a 28-year...
Adapting for success in the financial services industry
Tadashi Kawamura, CFP, MBA In countries around the world, advisors are facing more governmental regulations than ever — and finding ways to thrive. Embracing change is part of the business of...
6 adjustments to help you comply with regulation
A lot of uncertainty remains with the U.S. Department of Labor’s fiduciary rule, intended to guarantee that all advisors act in the best interests of their clients. Steve Parrish, J.D.,...
Productivity ninjas let clients book online
Some clients are difficult to reach. Some you can get in touch with, but they aren’t able to schedule a meeting. Others could schedule a meeting, but not for a...
3 simple steps to prepare for regulation
As the applicability date of April 10, 2017, approaches for the U.S. Department of Labor’s fiduciary rule — a complex regulation change that can broadly be summarized by requiring all...
