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Advising Clients

Jan 2021

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.



Jan 2021

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.



Nov 2020

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.



Nov 2020

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?



Oct 2020

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.



Oct 2020

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.



Sep 2020

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.



Sep 2020

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

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



Sep 2020

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.”



Aug 2020

Rewards of risk management

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



Aug 2020

How a family record worksheet leads to business

Wondering how you can increase your existing client base? 26-year MDRT member Venkatesh Kalyanam from Singapore shares this top tip – A personal inventory of your client’s family members. Here’s what you can do!



Jul 2020

Working with millennials: stereotypes vs. reality

A client in his late 20s sits in your office, mostly just texting. When you can get his attention for a moment, he mostly wants to know if he can take your recommendations and use them with a different advisor. That would not be a pleasant experience. That also, said Brendan Clune Walsh, would not be remotely his experience of what it’s actually like to work with millennials.



Jul 2020

Let’s play retirement

“You can’t retire from; you need to be retiring to. If you take your mind back to when you were in high school or college and you had a dance to go to, as a young woman, you go and buy your dress and try the dress on. I’m going to encourage you as a client, let’s play retirement, and let’s talk about what that looks like.”



Jun 2020

Fear Factor

October 24, 1929. A selling panic hits the New York Stock Exchange, with trading three times the normal rate. By day’s end, it would lose 9% of its value, earning it the infamous nickname: Black Thursday. As recession and financial anxieties mount, communication is key for alleviating client concerns.



Jun 2020

The Opening Of A New Door To Success

Sometime in February, when this pandemic was ravaging China and we had a few cases in India where I live, I started thinking about what would happen with my business if restrictions are put in place. Will my business stop if I’m not meeting with clients? The thought was terrifying.