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...
Tag Archives: practice management
5 tips to instantly become more innovative
When you have a yen for new ideas or a creative solution to a challenge, using the same tired thinking will simply lead you to the same old ideas you’ve...
The value of clients who respect your time
It’s important that your clients appreciate the time you spend with them and take all meetings seriously. John P. Fisher, a four-year MDRT member from Downers Grove, Illinois, learned this...
Figuring out how to respond to client complaints
When a client calls to complain and is really irate, you’re taken aback. It’s like, Now what do I do? Almost to a point where you start doubting yourself. And then you go back and review: “OK, this was done.” But at...
How do you measure success?
We’re all under pressure to deliver. Although you might grumble when your manager asks how much business you closed, it’s important to realize they are under the same pressure from...
Secrets for achieving high performance amid disruptions
While change has always been a constant in the financial services profession, the sudden pivot required in the early months of 2020 at the start of the COVID-19 pandemic tested...
What to emphasize in the first meeting with a client
There are many different strategies to establishing a relationship with clients during their first meeting. Kobus Kleyn, CFP, a nine-year MDRT member from Gauteng, South Africa, uses that time to...
4 important attributes of a good office manager
For his practice, Adam Llewellyn Morse, CFP, a nine-year MDRT member from Melbourne, Victoria, Australia, hired a new staff member to serve as an office manager and free up Morse...
5 strategies to improve client interaction
Advance your practice with these tips from MDRT members. 1) How to get your advice followed by clients It can be difficult to guide clients away from the wrong path and onto...
3 C’s of effective checklists
Checklists have transformed the way I do business. Good checklists are about better conversations. Don’t try to gather data or information, net worth statements or income statements using a checklist. Good checklists...
2 tips to improving your income
All advisors would be happy to increase their income, but it isn’t always a one-step process. Ian Green, Dip PFS, a 23-year MDRT member from London, England, and the 2021...
3 tips to mastering the hybrid workplace
In the ongoing COVID-19 pandemic, it’s becoming apparent that the workplace may never fully return to the “normal” 9-to-5, location-based status quo. According to Forbes, a majority of polled workers...
Why I found consistency by hiring an operations manager
My best practice that I’ve implemented within the last 12 months was bringing in an operations manager. Prior to that, I was running the business, writing the business and pretty much doing everything around the business to keep...
Emphasize consistency over quantity
It might be tempting for advisors to take on as many clients as possible. Steven A. Plewes, CLU, ChFC, a 34-year MDRT member from Naples, Florida, says that having a...
How to make the most of our rarest asset
[Editor’s note: This article was originally published September 25, 2019.] What is the rarest and most valuable asset in the world? Time. There is a finite amount of it. It can not...
