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Byrne describes how he prepared a letter to extend the care he provided to strangers to his friends as well and quickly saw that effort pay off. Presented at the 2017 Annual Meeting.

Byrne shares how he transitioned from quotes to fees for insurance-only advice and some of the best practice ideas that helped him stop doing free work.

One of the best ways to create a strong foundation for your practice is to institute a formal financial philosophy that outlines what you expect your advisors to cover in client meetings. This could include how you recommend your employees address life insurance, premiums strategies or critical illness coverage. Having these standards in print holds your employees accountable while also encouraging them to confidently express their professional opinions. Top of the Table member Peter Jason Byrne shares how you can ensure quality in all areas of your practice and set the tone for client expectations as well.

One of the best ways to create a strong foundation for your practice is to institute a formal financial philosophy that outlines what you expect your advisors to cover in client meetings. This could include how you recommend your employees address life insurance, premiums strategies or critical illness coverage. Having these standards in print holds your employees accountable while also encouraging them to confidently express their professional opinions. Top of the Table member Peter Jason Byrne shares how you can ensure quality in all areas of your practice and set the tone for client expectations as well.

Byrne shares how he transitioned from quotes to fees for insurance-only advice and some of the best practice ideas that helped him stop doing free work.

Sometimes the most unwelcoming of clients become the most appreciative.

What is your process for learning unexpected information about people’s finances?

How do you handle difficulties in your practice that come from generational disagreements? Or from clients whose behavior can be draining on you? In this episode, MDRT members share their challenges and strategies to handle them.

You’ll hear from:
Peter Jason Byrne
Danielle J. Genier, CFP, CLU
Jonathan Godshall Camacho, LUTCF, MBA
Randall D. Kaufmann

Episode breakdown:
0:34 – Reconciling generational challenges and client service moving forward
2:11 – Changing processes rather than changing individuals
4:25 – Adapting approaches when working with your spouse
6:32 – Handling clients who refuse to listen to your budget recommendations
10:02 – Maintaining calm when a client becomes overwhelming

Do you provide unique gifts to fit your clients’ interests? Do you hold them accountable to their goals? In this episode, MDRT members share some ways in which they make themselves stand out to their clients.

You’ll hear from:
Peter Jason Byrne
Danielle J. Genier, CFP, CLU
Jonathan Godshall Camacho, LUTCF, MBA
Randall D. Kaufmann

Episode breakdown:
0:33 – The benefit of branded teddy bears
3:11 – Calling clients to sing “Happy birthday” to them
4:27 – Having clients identify their interests to utilize as gift opportunities
6:37 – Holding clients accountable as a means to ensure success
10:58 – Inviting clients to send postcards from their dream vacation spot

Occasionally you don’t choose the right words with clients, whether it’s because of something you wish you said or something you wish you didn’t. In this episode, MDRT members share times when the conversation did not go well and how they adapted their approach moving forward.

You’ll hear from:
Peter Jason Byrne
Danielle J. Genier, CFP, CLU
Jonathan Godshall Camacho, LUTCF, MBA
Randall D. Kaufmann

Episode breakdown:
0:31 – Do not say anything unless you’re sure your client is pregnant
1:03 – When a young advisor learns to treat every client with respect
2:56 – Making sure not to make assumptions about less-engaged clients
5:24 – The complexities of family businesses
7:11 – Struggling to recover from a faux pas