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 make sure you didn’t miss out.
5. “Everyone loves scripts”
When someone asks you, “What type of clients do you work with?” what’s one response that won’t scare off potential clients who may think they don’t make enough money to work with you? Try this: “I help people manage their money. I work with moms, pops and families. I help solve their problems. If you ever want to talk, give me a call.” Read more script ideas for everyday scenarios in this article.
4. “The remedy for the third-generation syndrome”
Working with family businesses has challenges, such as “70% of family-owned businesses in Dubai fail to pass the wealth to the third generation,” said Leena Parwani, a six-year MDRT member from the United Arab Emirates. Read more in this profile with Parwani about advising family businesses.
3. “Fear factor”
“While we don’t predict when a recession will come, we’ve built downturns into their planning. We make decisions based on their goals, not what will happen in six months or a year,” says William J. Rossi, CFP, ChFC, a 17-year MDRT member from Gainesville, Florida. Learn more about how to help your clients navigate a crisis.
2. “12 ideas for prospecting and prosperity”
I have a two-page fact-finding sheet. On the first page, I make notes about the client. The second page is what I call a “prescription sheet,” and it includes all the insurance benefits I recommend for the client. At the end of the interview, I keep the notes sheet and leave the prescription sheet with the client. I have found that this sheet helps them with the “give me time to think about it” period, and they also share it with family and friends, which sometimes leads to other prospects.
—Selena Tonielle Chin, Kingston, Jamaica, 8-year member
You’ll find 11 more ideas from MDRT members in this favorite article.
1. “5 ways to start the new year right”
While no one could predict the year 2020 would turn out to be, this article has ideas to start any year out well. For example:
Create a “can do” culture
“When I first started in the business, I used to look for the one big idea that would enable me to be successful. Eventually, I realized that overnight success is a myth. Instead, I created a CAN-DO model, which focuses on five areas: communication, attitude, knowing your numbers, dedication to your clients and organization within your firm.” — Jeremy Mark Wellington, Dip PFS, Dip CII, is an eight-year MDRT member from Truro, England.