Accountants and lawyers are well-established sources of referrals for financial advisors. But there are plenty of other centers of influence in places you frequent. Start by thinking about people who can...
Try one of these ideas about how to network like a pro, get referrals and close the deal on life insurance. Center of attention When you’re part of a circle of people,...
Deep roots When it comes to wine-making, the sturdiest vines tend to produce the best-tasting grapes. These vines have roots that are well-entrenched deep below the surface of the soil. The fewer...
There are five habits that create success for salespeople and financial advisors, said Bruce Lund, Ph.D., in his 2018 MDRT Annual Meeting presentation. Lund, a business professor and author, has...
By Julian H. Good Jr., CLU, ChFC A key to our success is developing what we repeatedly do — in other words, our habits. These two habits, in good and bad...
It is no secret that there is value in working within a niche market. You focus your clientele, they perceive you as an expert and refer you to others enough...
In 1997, I worked with a CEO. At the beginning of our time together, I insured him and his family with high coverages. Then we did a group major medical...
By Tony Gordon I have always been a believer in public relations; find a good local agency, and ask them how they can help you by getting your name out there....
Your client is getting married. You want to send them a bottle of champagne. Why not send a bottle that’s twice as large (and personalized with your name on it)? It’s...
How do MDRT members become some of the world’s top financial advisors? While there are many different answers to that, top advisors often share similar traits. These include understanding how...
By Michelle L. Bender, CFP Michelle Bender (second from the right in a blue dress) at a murder-mystery party Referrals are important to my business. About 95 percent of my new clients...
The first time Danielle J. Genier, CFP, CLU, met with Madison, a recent college graduate and daughter of clients Genier had known for many years, it did not go well. Still...
You know when your clients’ businesses are thriving. Do you do everything you can do to help others know that? Daniel O’Connell, MBA, a 10-year MDRT member from Addison, Texas, works...
It is important, of course, to do the best job you can and strive to provide better service to clients than your competition. A big part of standing out, however, is...
