Find prospects without cold calling
With prospects answering the phone less and less often, advisors can always use opportunities to engage with people in person. Consider this approach: Arrange small business breakfasts for eight people...
Tag Archives: relationships
Give mindfully to improve relationships
We all like to be appreciated, of course. We feel the love more, though, when we feel seen for who we uniquely are. For example, inviting a client to a decadent...
Essential steps for working with family
It can be wonderful to have family members working in your business. When it’s successful, you build a legacy of a thriving practice. It takes more than hope to make...
How to be a great leader
What does it take to be a good leader? Early in my career in information technology, I was in a training session where the presenter asked that question. My answer at...
Being a financial advisor is about character
You need character to buy our products, and you need character to sell our products. When you protect and restore people’s dignity, which is what our products do, it’s a...
3 quick ideas for enhancing client relationships
A few of MDRT’s top financial advisors share some simple ideas about how they enhance client relationships. How are you sleeping? In a client visit, if people look or act like they...
Finding your next clients
By Howard E. Sharfman The sales cycle in our business is a roller coaster. There is the all-consuming hard work of planning and producing a great proposal. Then there is the...
How you should emulate the same values as your clients
You assume that your clients will prioritize their family over their work. Elizabeth Dipp Metzger, MSFS, CFP, says it’s a good thing if your clients expect that you will do...
3 tips for working with clients that take financial advisors to the top
Chance plays little role in the steadfast success of financial advisors. It’s about being of value to clients. Following is the advice that, for these multiple Top...
The No. 1 thing buyers and sellers are concerned about when buying a business
By David Grau Jr. Financial advisors looking to buy or sell a practice often ask me how to best determine a practice’s value. While there are a lot of technical answers...
Why it’s worth letting go a little, no matter how hard it may be
Obviously nothing would have kept Jeremy Colombik from being there for the births of his two children. But when the nine-year MDRT member from Raleigh, North Carolina, thinks about his work-life...
Why poor client experiences may be costing you revenue
“The biggest source of lost revenue is the prospect you never knew about,” said David Avrin, author and president of Visibility Coach. The potential client called, but you didn’t answer...
Clients will listen to everything you say when you give them these 3 simple things
If you understand what people want, and you can listen to what they’re saying, especially in first 30 seconds of meeting them, you’ll build trust. If you build trust, people...
Realizing that work-life balance is not just possible but preferable
Everyone has a different definition of what a balanced life looks life. But no one, it is safe to assume, would argue that a schedule consisting of 95 percent work, leaving...
An easy way to know what important people expect from you
If you asked your spouse or your staff how they define the best possible version of you, what do you think they would say? Daniel O’Connell, MBA, a 10-year MDRT member...
