Eighty-five percent of millennials are not familiar with the insurance industry, according to a global study, and 65% think it’s an old-fashioned profession lacking innovation and technology. Is it any wonder...
There are days when your “Get up and go” just “Got up and went.” Every day has the potential to be the best day of your career. As an MDRT...
You would like to work with more high-net-worth clients. To do so, you plan how to casually meet more high-net-worth individuals through social connections so you can become friends with...
Advisors are looking for new clients. You have a prospecting strategy in place. That’s why you are successful. Yet, sometimes we overlook people who have the potential to be clients. You...
One of MDRT’s most beloved sources of ideas and inspiration is Round the Table magazine. Below are the top five online articles so far this year. Peruse these favorites to...
One of the reasons I joined the financial services profession about three years ago when I was 27 years old was because I wanted people to understand the miracle of...
Many agents and advisors cringe when it’s time to close with a prospect. They wish the prospect would say: “I’m convinced. Where do I sign?” Life doesn’t work that way....
Your best prospect is someone else’s current client. This works both ways. If you have a client who follows your advice and is a big part of your revenue picture,...
Everyone is still working from home. You need to keep the pipeline filled. Some people might wonder: “Can I still cold call?” In places like New York, the answer is...
When I was spending a lot of time networking, but not seeing any results of those efforts, I decided to create what I call the networking scorecard. It’s a very...
The words you choose could be the reason you lose clients. In the financial services profession, “we’re actually very guilty of using terminology that creates a negative perception on the part...
If in January you contact your clients in their 30s to discuss the best way to take withdrawals from their retirement funds, you may find yourself with very few meetings...
Questions are powerful. They allow financial advisors to understand their clients and their loved ones better and, therefore, create better-protected financial futures for them. Questions also can evoke a moment...
Sometimes clients don’t fully understand the value of life insurance or other financial products that protect their future income. When that happens, one method is to compare it to something...
Publishing can help you elevate your image and marketability. I have published six books so far, and my Amazon bestseller is called “Is Your Child a Money Master or a...
