Creating staff clarity from a sense of ownership and regular review
Ownership is a theme that we implemented right before COVID. We have an office manager, and one of the things we have really pushed is the idea of, “Hey, you...
Tag Archives: practice management
The value of admitting a mistake
Some leaders think they should look forward and remain firm at all times, even in the wake of a mistake. J.P. Pawliw-Fry, M.D., the co-founder of the Institute for Health...
Boost client service and your success
Success as a financial advisor is not accidental. There are deliberate steps taken to increase productivity and efficiency. Try these three ideas when working with clients to take you to...
Learning how staff members like to communicate
As a team, we’ve done personality profiling of our team members, looking at how they like to be communicated with. It took me awhile to realize that not everybody communicates...
Organize your time through color-coding
Maybe you think you have your work-life balance under control. If you color-coded your calendar according to how you divided your time, though, how would it look? Wayne Cotton, CLU, a...
Make sure prospects understand the value of insurance
To describe a case he could never forget, Josusmar Sousa rewinds more than 30 years. A doctor declined Sousa’s offer of life insurance, but the 10-year MDRT member from Sao...
Be motivated by other advisors’ success — you can do it too
Sometimes you may see other advisors working more successfully with clients. Fred O’Connor, ChFC, CFP, a nine-year MDRT member from Deerfield, Illinois, says it’s not because those advisors are different...
Recognizing when high-net-worth clients are charitably inclined
When we think about gifts for clients, we notice there is a tendency toward repetition: “Hey, this is exactly what their dentist is doing for them.” We have been on...
Creating more growth and fewer distractions
With seven advisors and six support staff in the office, Carrie Rae Mullins recognizes how essential it is to get some space – away from client meetings, operations questions and...
Motivate colleagues by holding yourself accountable
How do you keep your staff members motivated? For Adam Llewellyn Morse, CFP, a nine-year MDRT member from Melbourne, Victoria, Australia, that means verbalizing the things he is going to...
Why I decided to part ways with my mentor
This is one of the major decisions I had to make during my business career. When I started in the financial services profession, I was with a mentor, and she...
The 3 basic elements of risk management
If a client asks you to summarize risk management, how would you answer them? According to Thomas Henske, CFP, ChFC, a 21-year MDRT member from New York, New York, USA,...
Unique ways to show clients your appreciation
Most of us want our clients to know we care about them, their families, their experience with us and their general happiness. In my firm, that experience begins the moment...
2 ways to talk to clients about long-term care
Clients need to know about long-term care but may be reluctant to consider the thought of declining health in the future. MDRT members have seen success with these strategies to...
Establishing a team agreement to drive peer recognition
With a coach’s help, we’ve done a lot of work around team culture in the last couple years. One of the big things we did was set up a team...
