Network Like a Student of the Game
Outside of my day job, I’m an adjunct professor at Rutgers University where I teach a public speaking class. It’s my Monday night of fun before I’m off for the work week to have, well, more fun.As part...
View ArticleMore Referrals with Staff Help
I am often asked about the role staff can play in generating referrals. Here are a few things for you to consider – and then implement (not just consider).ReferabilityReferral generation begins with...
View ArticleMDRT Article – Creating a Self-Sustaining Practice
Producers who own their practice have the unique opportunity to increase its value and accelerate growth in order to form a sustainable business model and a legacy practice. Advisors in this position...
View ArticleNetworking Checklist – After the Event
I always say, “After all is said and done– much more is said than done”. Take the action step after the event to follow up with your new connections and the people you have reconnected with.After the...
View ArticleMDRT Announces 2019 Executive Leadership Team
PARK RIDGE, Ill. – (Sept. 4, 2018) —MDRT, the Premier Association of Financial Professionals, announces the appointments of Ross Vanderwolf, CFP, to President and Randy L. Scritchfield, CFP, LUTCF, to...
View Article3 Customer Service Secrets
How would you rate your cell phone company’s customer service? To get the answers to these questions, we conducted a survey and here are some of the words consumers used most often:Dread Frustrated...
View ArticleHow Online Ethics Reviews Can Leverage Your Business Growth
More often than not, good will prevail in business. If advisors operate their practices honestly and ethically, their business will grow and enjoy years of success. Unethically-operated practices do...
View ArticleGift Yourself the Power Phone Scripts
What is the one thing you all wish for this season? More money, right?If you’re in sales, then the way to make more money is to close more sales. It’s that simple, isn’t it?And if you’d like to make...
View ArticleSomething New This Year
There is nothing like something new!New shoes. New jacket. New car, and that new car smell! New home. New dog. New baby. New relationship.The iPhone X plus plus plus! New boxing gloves. Gym membership....
View ArticleHaving More Insurance Prospects is Only Part of the Answer
99% of agents we speak with, think finding more insurance prospects is the key to growing their business. However, having more insurance prospects is only a small part of the answer!There are 2 areas...
View ArticleThe 2-Minute Referral Script That Is Killing It!
(I’m going to give you a formula, and a link to a short audio using the script, that guarantees you’ll get tons of referrals… but first let me vent.)Everything you’ve ever read or heard about referrals...
View Article5 Ways to Get Your LinkedIn and Email to Stand Out
I feel your frustration! You send email and LinkedIn messages to prospects and they don’t always respond. Even when your client told the prospect you’d be reaching out… crickets!Your prospects are...
View ArticleWhy You and Your Practice Should Be on Instagram
Twenty years ago, advertising your financial practice was much different than it is today. Your best bet then was television, but with the cost of filming and production, it was too expensive to use...
View ArticleCreating a Powerful Bio
You should never have to talk about your credentials with a prospect. They should always precede you. You should always send a bio in your confirmation letter. You should never be in a position,...
View ArticleReferrals Aren’t Enough Anymore!
Have you noticed how difficult it is to reach people these days? I’m sure you have. It’s hard enough reaching our existing clients, let alone prospects. The days of walking away with names and numbers...
View Article10 Conversation Starters with the Wealthy
I have a secret for you. Most financial advisors assume the wealthy have tons of advisors chasing them. They don’t. The upper middle income has tons of advisors chasing them but the truly wealthy are...
View ArticleOne Technique to Avoid Ghosting
We’ve all been through it: You set an amazing demo or presentation call and, and…they don’t show up!Or, you have an amazing, and what you think is an engaging demo call and you set a call back and,...
View Article7 Notes That Will Triple Your Referrals
Everybody wants everything done fast, don’t they?!!! Unless it is done to them.Doctors are told to spend less time with each patient so that the hospital can make more money. Be faster! That’s not...
View ArticleMDRT Members and The Hunger Project Pioneer Partnership Against Global Hunger
PARK RIDGE, Ill. (July 9, 2019) —Every year, 821 million people – or one in nine – suffer from chronic malnourishment. Though hunger is a complex, global issue, there is a solution: empower individuals...
View ArticleThe 5 Secrets to Get Your Email Answered
Tired of your emails not getting answered?If you’re a sales rep who is sending emails and waiting… and waiting for responses that never come, then why not use some best practices that will give your...
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