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Why prospective clients don’t care about what you offer

Posted on May 12, 2023 by wschmeiser

You’re missing connecting with prospective — and even existing — clients if your marketing messages are only about how you do something better, faster or cheaper. Instead, communicate like some of...

Posted in Marketing | Tagged client communications, high-performing offices, relationships | Leave a comment

Techniques to reach Top of the Table

Posted on April 28, 2023 by wschmeiser

There are many strategies MDRT members use to reach Top of the Table-level production, and some are simply a matter of small adjustments in perspective. George D. Goulet, TEP, CFSB,...

Posted in Balanced Living | Tagged business processes, career, podcast, practice management, relationships, Top of the Table, whole person | 4 Comments

5 characteristics of ultra-happy people

Posted on March 17, 2023 by wschmeiser

So much of life is about perspective, and a successful advisor is an upbeat advisor. In his 2013 Annual Meeting presentation “Measuring what matters,” Ralph Antolino Jr., J.D., CLU, reiterates...

Posted in Balanced Living | Tagged balanced living, motivation/inspiration, relationships, whole person | Comments Off on 5 characteristics of ultra-happy people

How to close more cases through better follow-ups

Posted on February 8, 2023 by Monty George

When COVID-19 happened in 2020, we had a lockdown for two months in Singapore. It was tough, but the year 2020 was the first time I qualified for Court of...

Posted in Practice Management | Tagged communications, prospecting, relationships | 1 Comment

Setting boundaries for work-life balance but not travel

Posted on January 2, 2023 by wschmeiser

“I think I have a record for striking out 8-year-olds,” said Michael Paul Hosford, a 17-year MDRT member from Bastrop, Texas. That comes from his experience coaching his daughter’s softball team,...

Posted in Balanced Living | Tagged balanced living, mdrt blog, relationships, whole person | Comments Off on Setting boundaries for work-life balance but not travel

Power up your resilience

Posted on September 21, 2022 by Monty George

In today’s rapidly changing, complex and dynamic world, resilience is a critical success skill.  The more resilient people are, the more successfully they respond and adapt to change. Add to this...

Posted in Balanced Living | Tagged balanced living, relationships, whole person | Comments Off on Power up your resilience

When you teach friends and they buy elsewhere

Posted on October 28, 2021 by Antoinette Tuscano

It’s happened to everyone. A friend had a need. They knew you are in the financial services profession and asked for your advice. You learned about their situation, did research...

Posted in Marketing | Tagged relationships, sales ideas | Comments Off on When you teach friends and they buy elsewhere

The surprising benefit of bringing your child to an appointment

Posted on October 7, 2021 by Antoinette Tuscano

Joseph Spinelli III, CLU, LUTCF, doesn’t remember exactly how it happened. But the 11-year MDRT member from Tallahassee, Florida, USA, remembers the problem at hand: The babysitter canceled, his wife...

Posted in Balanced Living | Tagged client service, relationships | Comments Off on The surprising benefit of bringing your child to an appointment

What’s your true value to clients?

Posted on September 12, 2021 by Antoinette Tuscano

What is the value you provide, and what differentiates you from another advisor? Is it your time and success in your career? Is it the company you are with? Or...

Posted in Marketing | Tagged communication techniques, prospecting, relationships, whole person | Comments Off on What’s your true value to clients?

How building trust helps you do better for clients

Posted on August 15, 2021 by Antoinette Tuscano

Planning for a client’s financial future involves discussions about their hopes, dreams and fears as well as addressing some uncomfortable realities. Those aren’t always easy conversations. And without trust between...

Posted in Advising Clients | Tagged book club, communications, financial planning, relationships | Comments Off on How building trust helps you do better for clients

How to make the most of our rarest asset

Posted on August 10, 2021 by mdrtadmin

[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...

Posted in Balanced Living | Tagged practice management, relationships, whole person | 1 Comment

Facing and overcoming our three biggest challenges

Posted on June 9, 2021 by Antoinette Tuscano

All of us have experienced how relationships can be a wonderful source of happiness, joy and abundance in our lives. On the flip side, relationships can equally be a great...

Posted in Balanced Living | Tagged relationships | Comments Off on Facing and overcoming our three biggest challenges

3 steps to being a leader

Posted on May 21, 2021 by wschmeiser

Many advisors want to improve their leadership abilities. Drew Dudley, the director of Canada’s largest university leadership development program, recommends a three-step process to determining and executing leadership goals: 1) Identify...

Posted in Balanced Living | Tagged career, leadership, MDRT, motivation, relationships, whole person | Comments Off on 3 steps to being a leader

Scripts to talk about your commitment to ethical practices

Posted on March 22, 2021 by mdrtadmin

One of the biggest challenges in our profession is describing to prospects and new clients our commitment to operating in an ethical and upstanding manner. The MDRT Code of Ethics...

Posted in Advising Clients | Tagged practice management, relationships | Comments Off on Scripts to talk about your commitment to ethical practices

Insurance allows young woman to die with dignity

Posted on February 26, 2021 by mdrtadmin

On October 13, 1998, I received a call that changed my life forever. “Stuart, am I ready to die?” Her name was Juwita, however I used to call her “my sunshine” because...

Posted in Advising Clients | Tagged client service, insurance for individuals, relationships | 2 Comments

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