Featured Content

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Advising Clients

Leading the leaders

Leading the leaders

Yee Von Lim’s clients were in trouble. The Movement Control Order (MCO) in Malaysia, which shut down the country during the early months of the pandemic, was having an immediate impact on small and medium business enterprises (SMEs), which were the backbone of her clientele.

Are your clients’ most valuable possessions protected?

Are your clients’ most valuable possessions protected?

The most common answer to the question, "What are your most valuable possessions?" is usually a list of material possessions. But here's how Top of the Table qualifier Bhupinder Anand guides clients to discover that they often forget to protect their most valuable asset — themselves.

Luxury items are out. Financial security is in

Luxury items are out. Financial security is in

IT’S EASY TO FEEL THAT IF WE HEAR THE WORDS “NEW NORMAL” ONE MORE TIME, we’re just going to scream. Loudly. And with great frustration. But here’s the rub: Normal will never be the way it was before March 2020. No matter what words you use, how consumers are behaving and how advisors are relating are like nothing anyone could have imagined in February of this year.

Build better relationships through better questions and a different mindset

Build better relationships through better questions and a different mindset

You can deepen relationships with clients, grow your clientele, and increase your bottom line - all without spending a dime or working more hours - if you're willing to change your mindset. Curious to find out more?

How to have a difficult client conversation about overspending

How to have a difficult client conversation about overspending

Clients can overspend, or turn to other possibly harmful behaviors, when they're stressed. Two financial therapists talk to Juli McNeely about how you can compassionately and respectfully talk to your clients about that.

5 persuasive questions about empowering education planning through insurance

5 persuasive questions about empowering education planning through insurance

One of the best gifts parents can give their children is a strong foundation through a good education. Yet many parents don’t recognize the role life insurance can play in securing their children’s future. Learn what questions you can ask to help them see the possibilities.

Drive growth in business through powerful processes

Drive growth in business through powerful processes

How adjusting to the pandemic caused one MDRT member's activity rate and closing incidences to increase by 25 percent.

Another advisor’s mistake: True tale of life insurance in action

Another advisor’s mistake: True tale of life insurance in action

I had to track down a widow before her money went unclaimed.

Change is on its way

Change is on its way

If, as it’s often said, change is the only constant in life, then the country of Malaysia is really living it up. At least that’s what its advisors believe. “The life insurance business is changing fast in Malaysia,” said Lim Ren En, RFP, an 11-year MDRT member from Petaling Jaya. “I have seen many changes happen in the industry.”

Rewards of risk management

Rewards of risk management

Tan shares tips for helping entrepreneurs identify risks logically and mitigate them systematically.

Practice Management

How to have your best year yet

How to have your best year yet

Get energized for your best year yet! Hear from our MDRT members on how they set and achieve goals, including the best tips for tracking productivity and staying accountable for your progress. Learn how you can maximize your potential today.

Why do I have to praise someone just for doing their job?

Why do I have to praise someone just for doing their job?

Do you ever feel like there is way too much appreciation going on in your workplace? If you said no, you’re not alone. Your team would probably say the same thing.

Creating camaraderie from afar through relationship building for remote teams

Creating camaraderie from afar through relationship building for remote teams

As many teams continue to work from home, feelings of isolation and loneliness can build up. Furthermore, it can be difficult to develop feelings of solidarity remotely. As a consequence, productivity can drop sharply as you lose touch with your team. With some planning, however, you can create a sense of camaraderie from afar. 

Working well with an assistant

Working well with an assistant

A strong professional relationship between you and your team members is an essential tool in achieving productivity and maintaining efficiency. Here's how MDRT member Tam Kim Fang of Malaysia makes fostering better engagement from her team a priority everyday.

3 surprising secrets about high-net-worth clients

3 surprising secrets about high-net-worth clients

Everything is not what it seems to be from the outside when working with high-net-worth clients. And it’s what you don’t expect about that demographic that may keep you from working with wealthy clients. As an advisor, you know that high-net-worth clients

A four-step plan to motivate during this crisis

A four-step plan to motivate during this crisis

Many advisors may have felt frozen during the first days of lockdown due to the coronavirus. But Mohamad Manmohan Abdullah, ChFC, CLU, knew that policies could lapse and clients could be confused and uneasy if he didn’t conceive new ways to interact with the professionals that he helps with life insurance, always through face-to-face meetings.

9 easy ideas for better client service and motivation

9 easy ideas for better client service and motivation

Tips for keeping yourself motivated while providing excellent client service.

Transition from wow to a-ha!

Transition from wow to a-ha!

When you transition from wow to aha with your clients, you’ll not only surprise and delight your clients, but you’ll qualify for Court of the Table and Top of the Table.

How communicating the miracle of insurance led to my early success

How communicating the miracle of insurance led to my early success

One of the reasons I joined the financial services profession about three years ago when I was 27 years old was because I wanted people to understand the miracle of life insurance and how it can help you live life to its fullest. I saw what life insurance could do for families when I was in college and my uncle died of heart disease. His life insurance provided much needed financial assistance to his mother.

Hit your business reset button now

Hit your business reset button now

The business world has changed. Like it or not, we must adapt to the current market conditions or we will struggle professionally. And in the midst of this crisis, there have been some successes — take for example satellite-based internet connections, data storage, cybersecurity and many others.

Marketing

Become the go-to-advisor with webinars

Become the go-to-advisor with webinars

When the world was changing quickly for all of us, we debuted a weekly webinar series called “Tuesdays at 2.” It assisted our business-owner clients and HR professionals in their time of need and positioned us in front of prospective clients. We went from idea to launch in just three days, and we had hundreds of people in attendance at that first webinar.

How to be politely persistent and close more

How to be politely persistent and close more

A financial advisor got a call one day from an old college friend who said, “We’re ready to set up a retirement plan for our company. We want you to handle it.” The advisor asked why he was chosen to assist with this. The answer: “You stayed in front of me. When it was time to make a decision, you were the first name that came to mind.” The advisor had been politely persistent. 

Working with centers of influence

Working with centers of influence

I am the worst prospector in the world. I found it hard to ask social acquaintances for business. To get past my prospecting reluctance, I tried to do various things — cold calling, mailings to those who just got a mortgage, seminars about retirement, etc. An incident changed all of this.

Seeing things from the prospect’s point of view leads to business

Seeing things from the prospect’s point of view leads to business

In sales training, we are often taught to treat objections as obstacles to overcome, but that's not the only approach. Bryce Sanders shares his best practices and strategies for a better alternative! Read on to find out more.

Slow & steady

Slow & steady

The most successful advisors in this business have two common traits: high activity and high-quality relationships. This industry teaches us that success is a numbers game of finding enough people to talk to and work with. When I came into the business, I was taught Al Granum’s One Card System. While it was a solid approach for the first year or two, it was also incomplete. There was more to the story.

Start with a planning framework

Start with a planning framework

Gan highlights four simple modules to help clients better understand the financial planning process

Getting referrals through virtual prospecting

Getting referrals through virtual prospecting

Prospecting in traditional ways has been widely used by financial planners around the world. Prospects are getting resistant to these similar approaches, to the point where it is difficult to even get a prospect in for an appointment, especially high-net-worth prospects. Lim Yee Von illustrates a new way of prospecting that will not only get you appointments from your prospect easily, but also attract prospects to open up to your financial advice.

Should you share personal items on Facebook?

Should you share personal items on Facebook?

Sometimes it seems like nothing is official until it has appeared on social media. Like if you want people to know about anything, you need to post about it on a popular platform like Facebook. But what should you be showing to your clients on your profile?

Keep the pipeline moving

Keep the pipeline moving

When economic times like the ones we face today hit, it's important to focus on your business and keep a steady stream of prospects flowing. We asked MDRT members from Singapore and around the world to share some of their best tips for gaining prospects. Here's what they had to say.

Sales success with charisma

Sales success with charisma

Eric Feng has helped over 23,000 financial service professionals sell more and sell more easily by unlocking their charisma. Through his programs, agents have experienced 20–50 percent increases in their production within six months. Recruitment numbers have also doubled after his coaching with leaders, with an increased conversion rate of 47 percent. His topics include: Making customers your biggest fans, investing time in building relationships and four simple actions to make you a person others love to work with the importance of charisma.

Whole Person

The accountability call

The accountability call

The situation: When Melbourne went into its first pandemic lockdown, reality struck my wife and me. We were juggling homeschooling our two kids (ages 8 and 6), running my practice from home and her job as a nurse in a local hospital. The first couple of weeks in particular were tough, and my business activity levels dropped off significantly as we tried to adjust.

How female advisors succeed — and help others do the same

How female advisors succeed — and help others do the same

A panel of three MDRT members discuss what it's like to be a female advisor and share their own success stories and how they’ve gained confidence over the years, as well as how to recruit and retain more female advisors into the profession.

One good thing

One good thing

Has anything good come out of 2020? It’s hard to think so, with the daily onslaught of news about the pandemic, the resulting financial crisis and the overwhelming feeling that life will never be the same again. Still, we wondered. So we asked 100 MDRT members this: Tell us about one good thing, personally or professionally, that has happened to you this year.

Mindset matters

Mindset matters

A positive mindset is the main trait that differentiates driven and accomplished advisors from the rest. How you think has a profound impact on your business, your quality of life, and the engagement of everyone around you. Here are some simple steps to help you move past unproductive thoughts and achieve your goals!

Time to recharge

Time to recharge

It’s been months since the pandemic started, with its lockdowns and financial turmoil. Months of comforting clients who have lost their jobs or retirement savings. You’ve been there for them, rebalancing portfolios, reminding them of their life insurance cushions, connecting them with other clients who may have employment opportunities, and providing a listening ear for their stress and anger.

On the path to growth

On the path to growth

2021 MDRT President Ian Green focuses on guiding clients and members to greater satisfaction at work and home.

Mind changers

Mind changers

Parwani shares how mind-changer tools can change your life.

Results alone are not enough

Results alone are not enough

In a world of ongoing digital transformation, we must rethink our practice to continue being relevant, creating value and being our clients first choice. In this session you will learn how, if you implement small details into your practice, you will gain client loyalty and maintain a solid and lasting bond.

Discovering a balanced approach to staying at home

Discovering a balanced approach to staying at home

After several weeks working from home, some of us may still be struggling. Understandably, we worry about our work and about the uncertain and unpredictable future. Rather than seeing this virus outbreak as a great disaster, why don’t we try to see it as a great corrector that gives us the opportunity to re-evaluate our lives?

Stick to your goals to thrive in uncertain times

Stick to your goals to thrive in uncertain times

Now is the time for MDRT members to activate their greatest attributes, self-discipline. We need it to succeed, says Tony Gordon.

MDRT Podcast

Success stories from reopening my office – or keeping it closed

Success stories from reopening my office – or keeping it closed

As the pandemic continues and local governments update their guidance for social distancing, advisors are deciding whether to meet in person with clients or by leveraging technology. MDRT members Lam Pui Ka (Malaysia), Brad J. Myers (U.S.), and Leena Parwani (UAE), share how they have thrived whether through ongoing virtual work or through establishing in-office options.

My hidden talent and why it helps my business

My hidden talent and why it helps my business

If you’re a great salsa dancer or an experienced singer, how can you use that to benefit your practice? MDRT members Xiao Chen, Chad Demarre, Maria Josefa Garcia and Stacy L. Kahan share how their personal, potentially unrelated skills have crossed over to become professional assets.

Navigating difficult situations with clients and staff regarding the virus

Navigating difficult situations with clients and staff regarding the virus

During these unusual times, how will you handle potentially awkward conversations regarding safety? MDRT members from Singapore, the United States and England share how they're dealing with the complicated feelings and physical challenges involved in communicating with clients as some offices around the world begin to reopen.

Forecasting client needs as the crisis goes on longer

Forecasting client needs as the crisis goes on longer

What are you doing to plan for what clients will be thinking and worrying about as these difficult times continue? In this episode of the MDRT Podcast, MDRT members share what they anticipate from clients moving forward and how they will help meet those needs.

The hardest long-term change to consider in the face of crisis

The hardest long-term change to consider in the face of crisis

How will you adjust your practice to recognize clients’ lowered cash flow and new challenges for staff? In this episode of the MDRT Podcast, MDRT members identify the most difficult elements on their minds for the long-term, and what they’re doing to plan for the changes.

Reassuring Clients In Uncertain Times

Reassuring Clients In Uncertain Times

How can emails establish necessary connection with clients when they are concerned about changes in the market and the world? How can you make sure your important messaging connects with people?