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How can advisors make a strong entrance into the financial services industry, and how can they grow after they’ve been there for a while? In this episode, MDRT member Mark Neufeld, CFP, shares his advice for overcoming roadblocks and developing new business practices, including business continuation.

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Milley identifies approaches for referrals and office efficiency gained at MDRT meetings. Presented at the 2017 Annual Meeting.

Even the best advisors struggle with hiring and training team members. Part of a wholistic planning firm with more than 50 staff members, Milley provides insight and tips he has learned over the years to continually hire the right people you can trust while creating a positive team environment.

We all know money is an objective object that creates a subjective response. Many advisors do not understand this issue, and thus, find themselves wondering why a client will not proceed. Advisors need to ask the right questions, to get the right information, to know what details are hot buttons to cause the client to react positively. Milley discusses what these questions are, and what advisors need to be listening for in the answers.

As a high-performing advisor, trust is the basis of strong relationships. Find out more from a Top of the Table qualifier how he presents himself as a trusted advisor to clients.

Neufeld leads Top of the Table with humility and investment in helping others.

Best ways to have meetings with clients, tips for managing staff and building the right client base.

Your expertise as a financial advisor is worth money and of value to clients. That mindset shift, along with being a holistic financial advisor, increased success for Top of the Table qualifier Mark Olson, CFP, MSFS.

Explaining to clients that a retirement investment portfolio is like owning an apartment building.