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Marshall explains the frustrations that many professionals such as accountants and lawyers have — and how they often don’t realize the many ways you can help. Discover the value you can provide and how to become their problem-solver, resulting in a steady stream of pre-qualified referrals and more ideal clients. 

The goal of every retiree is to define and mitigate as many risks during retirement as possible. Defining the number of potential risks during retirement is the first step in determining what is important for each retiree to mitigate as part of their retirement plan. Cloke discusses 18 such risks set out by the American College of Financial Planning as part of the Retirement Income Certified Professionals (RICP) designation course.

Not every client takes your advice or puts a plan in place when they need it. In this episode, MDRT members share difficult experiences and what they learned for next time.

You’ll hear from:
Yakov Baylis, CLU, ChFC
Edward M. Burnett, RICP
Russell L. Clousing, ChFC, CLU

Episode breakdown:

0:33 – When a client rejects or misuses your advice
3:21 – What I changed to prevent future recurrence of problems
4:08 – When tragedy follows inaction
6:25 – Learning not to respond to a challenging email so quickly
9:35 – How different forms of communication relate to documentation

What do you do when clients need you to travel great distances or be there for them in profound, indefinite ways? In this episode, MDRT members share the circumstances that prompted them to rise to the occasion.

You’ll hear from:
Yakov Baylis, CLU, ChFC
Edward M. Burnett, RICP
Russell L. Clousing, ChFC, CLU

Episode breakdown:
0:32 – Courting early-rising clients in the waste-hauling business
1:58 – Memories from the middle of the night
3:09 – “Going anywhere to see anyone”
5:21 – Utilizing vacation time to see clients in person
5:47 – Helping friends through scary and unknown circumstances
7:48 – Making sure every bill gets paid
10:58 – Understanding portability options for group life insurance

Do the responsibilities of financial advisors have anything in common with a pilot, a student at a demanding school or a parent of four kids? In this episode, MDRT members share how roles that might seem separate from their current work have helped inform the way they run their practice.

You’ll hear from:

Yakov Baylis, CLU, ChFC
Edward M. Burnett, RICP
Russell L. Clousing, ChFC, CLU

Episode breakdown:

0:33 – Delivering quality time as a professional pilot for businesspeople
2:55 – The universal importance of managing expectations
3:50 – Work ethic gleaned from a rigorous educational program
5:50 – How those lessons were applied as a financial advisor
6:50 – How raising four kids translates to prioritizing and managing multiple challenges
8:18 – Knowing when there is and isn’t time for friendly chatter
10:11 – Identifying focus time in school or at the office
11:12 – Recognizing that you don’t always have to take every call

MDRT members share difficult experiences and what they learned.

They all used lessons from other roles to build success in financial services.

Learn about a series of questions Cloke asks clients so he can gain insight into how they view finances.

You can create an exceptional first meeting experience with potential clients by using a simple tool called the financial road map. It allows you to understand clients’ attitudes about money as well as help determine if the client is a good fit for you. Top of the Table qualifier Ed Marshall explains how this works for him.