MDRT Member Blog

The Middle Market Needs Your Expertise

Thu, 26 Jan 2012 14:25:00 CST

At one point in our careers, all of us have been guilty of putting our efforts toward bringing in the big fish. While we are courting high-net worth clients, the middle market swims by.

In December's issue of Life Insurance Selling (LIS), Guy E. Baker, MSFS, CLU, and I had the honor of contributing to the Producers Roundtable column, "Are You Ignoring the Market Most in Need of Your Help?" In this feature we discussed how the middle market in the United States has been neglected and how we can help give it the attention it desperately needs. We also shared the opportunities advisors have to help this market by determining their goals and objectives for effectively investing their money.

I encourage everyone to read this article, as you many gain some key insight that you can apply to your business. You may just reel in a good catch!

If you are interested in contributing to an upcoming LIS Producers Roundtable column or other articles, please contact MDRT staff to share your ideas.

Fill Your 2012 Calendar with MDRT

Thu, 12 Jan 2012 11:10:00 CST

It's never too early to start planning ahead, and we know that all too well. We've retired our 2011 calendars and have been working hard to fill up 2012. I wanted to give you a preview of some of the most significant events MDRT has planned this year.

February 9-11, marks the MDRT Experience in Bangkok, Thailand. MDRT is bringing the magic of its Annual Meeting to Asia. Attendees will experience educational sessions that will take them to a higher level of success, and help expand their network of not only financial advisors, but friends from around the world.

Registration for the 2012 MDRT Annual Meeting in Anaheim, Calif. will open Feb. 1. I encourage you to join me at this exceptional and memorable event. Attend the variety of workshops and focus sessions to exchange ideas with some of the leading minds in the financial profession. With each Annual Meeting, I've had the honor of attending, and I am always astounded by the high-energy and entrepreneurial spirit which is brought year after year. I look forward to us all reuniting to celebrate another year of MDRT's accomplishments.

This fall the Top of the Table Annual Meeting, will be held Oct. 10-13 in beautiful Amelia Island, Fla. at The Ritz-Carlton. This event will bring together our elite financial services professionals, and will include educational speakers and constructive focus sessions to exchange advanced sales, marketing and practice management ideas.

I'm looking forward to another successful year, fueled by inspiration and ideas we will carry with us through our lifetime. Our commitment to the financial profession will continue to prosper through our exciting, educational events. I encourage you to take part in the extraordinary networking opportunities you have before you. May 2012 be a year filled with health, happiness and prosperity.

Leading Through Media

Thu, 29 Dec 2011 09:10:00 CST

As I took some time to reflect on 2011, I see a number of signs indicating another very successful year for MDRT and its members. One of those signs -- well, several, actually -- came from reading recent trade media. As I read these publications, I was reminded just how well MDRT members continue to lead the way in the financial services profession. Through notable placements in some of the most popular industry publications, our members play an extensive role in advancing MDRT -- and the profession as a whole.

The last few months were particularly productive for some of our female MDRT members in the media -- including a cover story. Senior Market Advisor's October issue featured "A Study in Diversity: Q&A with Jo Ann Favia." Jo Ann Favia CLU, ChFC shared how to achieve a work/life balance and the advantages women have in the financial services profession. In addition, Sarah J. Kaelberer, CFP, CLU, ChFC was featured in the same issue in "Women in Insurance," where she highlighted the growing presence of women in the life insurance industry. MDRT's 2012 president Jennifer A. Borislow, CLU was featured in the September issue of Life Insurance Selling with her thought-provoking article "The Next-Generation Game Changers."

Briggs Matsko, CFP, CRPC, authored "MDRT Top of the Table Tips, A Retirement Planning Guide," featured in November on Producers eSource. Briggs discusses his strategy, "EASE," to help clients reach their financial goals. Phil Harriman continues to contribute to MDRT and our profession on a variety of fronts, including his ongoing column in Senior Market Advisor. See November's "Service after the sale is just as important as the sale itself" for some insightful advice from Phil.

As you take some time to catch up yourself, I encourage you to read these great articles by MDRT members. Thanks to everyone who represents MDRT in the media -- this sort of activity makes our association even stronger by helping current members and attracting others to join MDRT.

If you are interested in contributing to an upcoming MDRT article, please contact the MDRT communications department.

Best wishes for an exciting and successful 2012!

MDRT Member Tips Rank at the Top of Industry Website

Thu, 15 Dec 2011 09:15:00 CST

For the past several months, Top of the Table MDRT members have had the honor of contributing to the Producers eSource "Tips from the Top" column on their website and monthly e-newsletter. These articles feature actionable ideas and tips on how to build or improve your practice. They have been some of the most-read and influential pieces on their website. In fact, two out of the last three "Tips from the Top" articles have been the most popular.

As a Top of the Table MDRT member, I am proud to have had the opportunity to submit the most recent column, "MDRT Sales Ideas: How to Engage Your Prospects." In this feature I explain the challenges we advisors face in building a relationship with a new prospect. I also make recommendations for how to establish trust by openly and honestly answering client questions. Your willingness to share your background and expert insight right from the start will assist you in forming a long-lasting advisor-client relationship.

If you are interested in contributing future "Tips from the Top" successes, best practices and insight, please contact MDRT staff to share your ideas.

New Podcast: Provide Clients Compassionate Guidance

Thu, 01 Dec 2011 15:09:00 CST

There is no denying the current economic climate is challenging. Financial advisors are under immense pressure to help clients protect their money, make wise decisions and keep faith in their investments. During such an emotional time, clients will need guidance but as a skilled advisor, don't forget to truly listen to what your clients are saying.

In a new Boomertirement client-member podcast, my client Tracy and I discussed the importance of listening to the client and providing advice for not only their financial needs, but emotional needs as well. Before building a relationship with me, Tracy worked with other financial advisors, but felt there was a lack of compassion and understanding between client and advisor. When he and I began planning, I made sure to keep his unique interests in mind.

Tracy was very concerned about his investments during the first week of the financial downturn and expressed his desire to get out of the market to hedge against greater loss. He was reaching a point in his life where recuperating the lost money was nearly impossible and his retirement could have been in jeopardy. Instead of trying to convince him to ride out the market fluctuations, I listened to him. Our full cooperation with each other strengthened the trust he had in me as his advisor, and also allowed him to have the retirement he always wanted.

To find out how the simple task of listening to the client's desires can make a significant difference in the financial planning process, download our podcast: "Listen Closely: Advise Clients With Compassion."