Audit your schedule and focus on what you love
Brad Elman, CLU, CLTC, believes in a simple, circular process of focus, skill and happiness: If you enjoy something, you’ll be motivated to do it. If you’re motivated to do something, you...
Tag Archives: relationships
Why prospective clients don’t care about what you offer
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...
Techniques to reach Top of the Table
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,...
5 characteristics of ultra-happy people
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...
How to close more cases through better follow-ups
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...
Setting boundaries for work-life balance but not travel
“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,...
Power up your resilience
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...
When you teach friends and they buy elsewhere
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...
The surprising benefit of bringing your child to an appointment
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...
What’s your true value to clients?
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...
How building trust helps you do better for clients
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...
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...
Facing and overcoming our three biggest challenges
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...
3 steps to being a leader
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...
Scripts to talk about your commitment to ethical practices
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...
