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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
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...
[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...
With so much work to be done and only a certain number of people do to it, how do you make sure your business is running at peak efficiency? Thomas...
We had hired a new receptionist a couple of months ago, and it didn’t work out. She wasn’t cut out for office work, and we had to let her go. After we...
Unfortunately, not every client-advisor relationship can be a great one. Gino Saggiomo, CFP, a 14-year MDRT member from Fortitude Valley, Queensland, Australia, says transitioning the client to a different advisor,...
