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Articles about Practice Management

  • Passion is Required for a Winning Culture
    March 2012
    Tips for making passion a mandatory part of company culture.

  • Creating Emotion in Your Interviews
    March 2012
    Emotion produces the motivation to take action on your sales recommendations.

  • Building a Sustainable Practice
    November 2009
    Use this formula on residual income to grow your practice.

  • To Fee or Not to Fee
    December 2006
    These questions will help you decide if you should charge fees for your services.

  • Business Etiquette 101—Part 2
    November 2006
    Are you putting your best foot forward, or are you getting a reputation that will kill your business relationships? Check out these common etiquette blunders.

  • Business Etiquette 101—Part 1
    November 2006
    Are you putting your best foot forward, or are you getting a reputation that will kill your business relationships? Take this quiz to find out how you measure up.

  • The Future is Now
    November 2006
    Young advisors made their mark at the San Francisco convention.

  • Making the A-List
    July 2006
    Whether you are a new agent or you’re working with one, be willing to share what you know and learn from each other.

  • Manners Matter
    June 2006
    You know how to use communications technology to maximize productivity and profit, but make sure you’re not stepping on everyone else’s toes when you use it.

  • Your All-In-One Guide
    May 2006
    Managing your practice just got easier with MDRT’s new book.

  • Family Time
    January 2006
    It’s about balancing family and business and keeping your priorities in order.

  • Nine Time-Saving Tips
    January 2006
    Save hundreds of hours a year by implementing these suggestions.

  • Organizing All Your Business Spaces
    December 2005
    Here are six simple tips to streamline your office and your workday.

  • Making Your Business a Top-Flight Operation
    November 2005
    Here are tips to make sure your business runs smoothly so you can concentrate on sales.

  • You Are What You Write
    November 2005
    Make sure your emails turn out to be good ambassadors for you and your business.

  • You Are What You Write
    November 2005
    Make sure your emails turn out to be good ambassadors for you and your business.

  • Katrina-Proof Your Business
    October 2005
    Here are some easy-to-follow suggestions to avoid business loss if Mother Nature goes wild.

  • Keys to Early Success
    September 2005
    Being a professional agent is both easier and harder than you can imagine.

  • Doing the Right Things Right
    August 2005
    Pump up the profits and productivity in your practice with these four tips.

  • Controlling Your Email
    July 2005
    Don’t let the beast that is your email in-box get the better of you. Use these four easy-to-implement suggestions.

  • Product Recommendation and Commissions
    June 2005
    How do you balance choosing the correct products for your clients with being fairly compensated?

  • Setting Up Your Own Practice
    June 2005
    There is so much to take care of before hanging out a shingle. Here's a list of what you need to do to stay on track and out of trouble.

  • Store or Shred?
    March 2005
    This article tells you how to decide what to keep and what to discard.

  • 10 Quick Tips for Getting Organized
    March 2005
    There is no right or wrong way to get organized, so just do it.

  • First Impressions
    January 2005
    First impressions can make or break you. Here is how to use them to your advantage.

  • The Financial Advisor’s Guide to Success
    December 2004
    This long-range calendar breaks your major activities into manageable chunks you can fit into each month.

  • Howdy Pardner!
    December 2004
    Before you sign on a partner, make sure you both see eye-to-eye on the direction of the business.

  • Business Faux Pas
    October 2004
    Business etiquette expert Lydia Ramsey shows you how to stay on top of your game.

  • Client Confidential
    August 2004
    Keeping your client’s financial data confidential is essential; here’s how to ensure what’s private stays private.

  • Your Best Year
    June 2004
    A 2004 NAIFA Convention panel designed for young advisors will sharpen your professional growth strategies.

  • Reaching for the Top
    May 2004
    If you are looking to take your professional and personal life to the next level, then working with a coach or mentor should be the next item on your to-do list.

  • Balancing Duty to Client and Company
    April 2004
    Your ethical obligations to clients and company can sometimes be in conflict.

  • Protecting Your Resources
    April 2004
    A moment of time is like a piece of gold, but a piece of gold won't buy a moment of time.

  • I Was Born a Ramblin’ Man
    April 2004
    Websites to help the weary business traveler.

  • Ten Tips to Getting to the Top of the Table
    April 2004
    Learn how to revise your practice so you can help more people, make more money and take more time off.

  • Wearing Two Hats
    April 2004
    One producer shares his secrets for balancing the responsibilities of an agent and an association exec.

  • Focused for Growth
    February 2004
    Finding your niche could be the spark you're looking for.

  • Say It in a Letter
    February 2004
    When you’ve decided to fire a client, use a letter to explain why.

  • When a Plan Comes Together
    January 2004
    Career agents weigh in on the basics of forming your business plan.

  • New Developments, New Ethical Concerns
    October 2003
    The public sees advisors as highly skilled professionals. How does this affect your sales presentation?

  • Master Class
    September 2003
    Helping people secure their futures is a noble goal, but the engine behind it is still good old-fashioned sales. Learn from your leaders what it takes to stay in the business and succeed at selling.

  • Expanding Your Practice
    August 2003
    Taking your business beyond city limits requires specialized interest, strategic alliances and a willingness to follow the customers.

  • Make Up or Break Up
    August 2003
    Your partnership with your broker-dealer can be contentious. Is a “divorce” in your future?

  • Playing for Keeps
    August 2003
    Here’s one expert's take on the many challenges facing advisors today.

  • Breaking In
    July 2003
    Find out how this agent got his start and was able to found his own agency within two years

  • The 'Six and Two' Model
    May 2003
    By selling a comprehensive plan, you can decrease stress and increase revenue.

  • Transitioning to a Fee-Based Financial Planning Practice
    May 2003
    This MDRT presentation offers tips for telling potential clients about your new fee-based practice.

  • From Commission to Fees
    April 2003
    Learn how this advisor successfull converted his clients to fee-based accounts.

  • Managing Your Practice: Success á la Carte
    December 2002
    From NFL tailgate parties to hardcore financial controls, veteran advisors reveal their secrets for succss in managing their practice.

  • It's Time for Your Practice Review
    December 2002
    Doing a simple decision-model exercise could put you on the path to success.

  • Expanding Your Practice
    July 2002
    When your career is involved, it is wise to have a road map to find the most efficient route.

  • Getting It Together
    July 2002
    A few simple organizing tactics can improve communication and enhance the bottom line.

  • From Agent to Advisor
    June 2002
    Changing your perceptions and maintaining client relationships are some of the keys to building a successful advisory practice.

  • Winnie the Pooh and the Fee-Based Advisor
    May 2002
    You must first change your attitude before you start charging fees for your services.

  • Changing Your Business Model
    April 2002
    Clear objectives and careful preparation will ensure success.

  • Building a Dream Team
    February 2002
    Joining forces with other professional advisors can create a win-win situation.

  • Is Your Family Business A Sitting Duck?
    December 2001
    Careful succession planning will ensure a smooth transition.

  • How to Communicate During Times of Crisis
    November 2001
    Anyone can be a leader in times of need.

  • Succession Planning Strategies
    May 2001
    A sound plan will ensure continuity for your practice.

  • Beware The Rogue!
    September 2000
    As financial advisors, we need to be aware of what to look for when a client calls us about an unbelievable investment opportunity.

  • When You Are Sued
    April 2000
    You might not want to think about it, but you, or any agent you supervise, could find yourself sued by a client because of past actions you or one of your agents took.

  • Where There's A Will
    January 2000
    An advisor who looks hard enough and can deal with price resistance can usually find life insurance for even the toughest of impaired risks. One reason: competition is so strong that insurance companies don’t want to turn away anyone if they can avoid it. If the premium is high enough, the coverage may be profitable for the carrier and still useful for the buyer.

  • My Favorite Client
    December 1999
    I am struck by this thought: If this were my daughter in the wheelchair, would I love her as much as Maxine loves Beth? Could I make my needs completely secondary to the task of serving her? And then could I do as the Book of James instructs and “consider it all joy”? The questions stagger me.

Organization & Time Management

  • Passion is Required for a Winning Culture
    March 2012
    Tips for making passion a mandatory part of company culture.

  • Creating Emotion in Your Interviews
    March 2012
    Emotion produces the motivation to take action on your sales recommendations.

  • Building a Sustainable Practice
    November 2009
    Use this formula on residual income to grow your practice.

  • To Fee or Not to Fee
    December 2006
    These questions will help you decide if you should charge fees for your services.

  • Business Etiquette 101—Part 2
    November 2006
    Are you putting your best foot forward, or are you getting a reputation that will kill your business relationships? Check out these common etiquette blunders.

  • Business Etiquette 101—Part 1
    November 2006
    Are you putting your best foot forward, or are you getting a reputation that will kill your business relationships? Take this quiz to find out how you measure up.

  • The Future is Now
    November 2006
    Young advisors made their mark at the San Francisco convention.

  • Making the A-List
    July 2006
    Whether you are a new agent or you’re working with one, be willing to share what you know and learn from each other.

  • Manners Matter
    June 2006
    You know how to use communications technology to maximize productivity and profit, but make sure you’re not stepping on everyone else’s toes when you use it.

  • Your All-In-One Guide
    May 2006
    Managing your practice just got easier with MDRT’s new book.

  • Family Time
    January 2006
    It’s about balancing family and business and keeping your priorities in order.

  • Nine Time-Saving Tips
    January 2006
    Save hundreds of hours a year by implementing these suggestions.

  • Organizing All Your Business Spaces
    December 2005
    Here are six simple tips to streamline your office and your workday.

  • Making Your Business a Top-Flight Operation
    November 2005
    Here are tips to make sure your business runs smoothly so you can concentrate on sales.

  • You Are What You Write
    November 2005
    Make sure your emails turn out to be good ambassadors for you and your business.

  • You Are What You Write
    November 2005
    Make sure your emails turn out to be good ambassadors for you and your business.

  • Katrina-Proof Your Business
    October 2005
    Here are some easy-to-follow suggestions to avoid business loss if Mother Nature goes wild.

  • Keys to Early Success
    September 2005
    Being a professional agent is both easier and harder than you can imagine.

  • Doing the Right Things Right
    August 2005
    Pump up the profits and productivity in your practice with these four tips.

  • Controlling Your Email
    July 2005
    Don’t let the beast that is your email in-box get the better of you. Use these four easy-to-implement suggestions.

  • Product Recommendation and Commissions
    June 2005
    How do you balance choosing the correct products for your clients with being fairly compensated?

  • Setting Up Your Own Practice
    June 2005
    There is so much to take care of before hanging out a shingle. Here's a list of what you need to do to stay on track and out of trouble.

  • Store or Shred?
    March 2005
    This article tells you how to decide what to keep and what to discard.

  • 10 Quick Tips for Getting Organized
    March 2005
    There is no right or wrong way to get organized, so just do it.

  • First Impressions
    January 2005
    First impressions can make or break you. Here is how to use them to your advantage.

  • The Financial Advisor’s Guide to Success
    December 2004
    This long-range calendar breaks your major activities into manageable chunks you can fit into each month.

  • Howdy Pardner!
    December 2004
    Before you sign on a partner, make sure you both see eye-to-eye on the direction of the business.

  • Business Faux Pas
    October 2004
    Business etiquette expert Lydia Ramsey shows you how to stay on top of your game.

  • Client Confidential
    August 2004
    Keeping your client’s financial data confidential is essential; here’s how to ensure what’s private stays private.

  • Your Best Year
    June 2004
    A 2004 NAIFA Convention panel designed for young advisors will sharpen your professional growth strategies.

  • Reaching for the Top
    May 2004
    If you are looking to take your professional and personal life to the next level, then working with a coach or mentor should be the next item on your to-do list.

  • Balancing Duty to Client and Company
    April 2004
    Your ethical obligations to clients and company can sometimes be in conflict.

  • Protecting Your Resources
    April 2004
    A moment of time is like a piece of gold, but a piece of gold won't buy a moment of time.

  • I Was Born a Ramblin’ Man
    April 2004
    Websites to help the weary business traveler.

  • Ten Tips to Getting to the Top of the Table
    April 2004
    Learn how to revise your practice so you can help more people, make more money and take more time off.

  • Wearing Two Hats
    April 2004
    One producer shares his secrets for balancing the responsibilities of an agent and an association exec.

  • Focused for Growth
    February 2004
    Finding your niche could be the spark you're looking for.

  • Say It in a Letter
    February 2004
    When you’ve decided to fire a client, use a letter to explain why.

  • When a Plan Comes Together
    January 2004
    Career agents weigh in on the basics of forming your business plan.

  • New Developments, New Ethical Concerns
    October 2003
    The public sees advisors as highly skilled professionals. How does this affect your sales presentation?

  • Master Class
    September 2003
    Helping people secure their futures is a noble goal, but the engine behind it is still good old-fashioned sales. Learn from your leaders what it takes to stay in the business and succeed at selling.

  • Expanding Your Practice
    August 2003
    Taking your business beyond city limits requires specialized interest, strategic alliances and a willingness to follow the customers.

  • Make Up or Break Up
    August 2003
    Your partnership with your broker-dealer can be contentious. Is a “divorce” in your future?

  • Playing for Keeps
    August 2003
    Here’s one expert's take on the many challenges facing advisors today.

  • Breaking In
    July 2003
    Find out how this agent got his start and was able to found his own agency within two years

  • The 'Six and Two' Model
    May 2003
    By selling a comprehensive plan, you can decrease stress and increase revenue.

  • Transitioning to a Fee-Based Financial Planning Practice
    May 2003
    This MDRT presentation offers tips for telling potential clients about your new fee-based practice.

  • From Commission to Fees
    April 2003
    Learn how this advisor successfull converted his clients to fee-based accounts.

  • Managing Your Practice: Success á la Carte
    December 2002
    From NFL tailgate parties to hardcore financial controls, veteran advisors reveal their secrets for succss in managing their practice.

  • It's Time for Your Practice Review
    December 2002
    Doing a simple decision-model exercise could put you on the path to success.

  • Expanding Your Practice
    July 2002
    When your career is involved, it is wise to have a road map to find the most efficient route.

  • Getting It Together
    July 2002
    A few simple organizing tactics can improve communication and enhance the bottom line.

  • From Agent to Advisor
    June 2002
    Changing your perceptions and maintaining client relationships are some of the keys to building a successful advisory practice.

  • Winnie the Pooh and the Fee-Based Advisor
    May 2002
    You must first change your attitude before you start charging fees for your services.

  • Changing Your Business Model
    April 2002
    Clear objectives and careful preparation will ensure success.

  • Building a Dream Team
    February 2002
    Joining forces with other professional advisors can create a win-win situation.

  • Is Your Family Business A Sitting Duck?
    December 2001
    Careful succession planning will ensure a smooth transition.

  • How to Communicate During Times of Crisis
    November 2001
    Anyone can be a leader in times of need.

  • Succession Planning Strategies
    May 2001
    A sound plan will ensure continuity for your practice.

  • Beware The Rogue!
    September 2000
    As financial advisors, we need to be aware of what to look for when a client calls us about an unbelievable investment opportunity.

  • When You Are Sued
    April 2000
    You might not want to think about it, but you, or any agent you supervise, could find yourself sued by a client because of past actions you or one of your agents took.

  • Where There's A Will
    January 2000
    An advisor who looks hard enough and can deal with price resistance can usually find life insurance for even the toughest of impaired risks. One reason: competition is so strong that insurance companies don’t want to turn away anyone if they can avoid it. If the premium is high enough, the coverage may be profitable for the carrier and still useful for the buyer.

  • My Favorite Client
    December 1999
    I am struck by this thought: If this were my daughter in the wheelchair, would I love her as much as Maxine loves Beth? Could I make my needs completely secondary to the task of serving her? And then could I do as the Book of James instructs and “consider it all joy”? The questions stagger me.

Business/ Tech Tools

  • Passion is Required for a Winning Culture
    March 2012
    Tips for making passion a mandatory part of company culture.

  • Creating Emotion in Your Interviews
    March 2012
    Emotion produces the motivation to take action on your sales recommendations.

  • Building a Sustainable Practice
    November 2009
    Use this formula on residual income to grow your practice.

  • To Fee or Not to Fee
    December 2006
    These questions will help you decide if you should charge fees for your services.

  • Business Etiquette 101—Part 2
    November 2006
    Are you putting your best foot forward, or are you getting a reputation that will kill your business relationships? Check out these common etiquette blunders.

  • Business Etiquette 101—Part 1
    November 2006
    Are you putting your best foot forward, or are you getting a reputation that will kill your business relationships? Take this quiz to find out how you measure up.

  • The Future is Now
    November 2006
    Young advisors made their mark at the San Francisco convention.

  • Making the A-List
    July 2006
    Whether you are a new agent or you’re working with one, be willing to share what you know and learn from each other.

  • Manners Matter
    June 2006
    You know how to use communications technology to maximize productivity and profit, but make sure you’re not stepping on everyone else’s toes when you use it.

  • Your All-In-One Guide
    May 2006
    Managing your practice just got easier with MDRT’s new book.

  • Family Time
    January 2006
    It’s about balancing family and business and keeping your priorities in order.

  • Nine Time-Saving Tips
    January 2006
    Save hundreds of hours a year by implementing these suggestions.

  • Organizing All Your Business Spaces
    December 2005
    Here are six simple tips to streamline your office and your workday.

  • Making Your Business a Top-Flight Operation
    November 2005
    Here are tips to make sure your business runs smoothly so you can concentrate on sales.

  • You Are What You Write
    November 2005
    Make sure your emails turn out to be good ambassadors for you and your business.

  • You Are What You Write
    November 2005
    Make sure your emails turn out to be good ambassadors for you and your business.

  • Katrina-Proof Your Business
    October 2005
    Here are some easy-to-follow suggestions to avoid business loss if Mother Nature goes wild.

  • Keys to Early Success
    September 2005
    Being a professional agent is both easier and harder than you can imagine.

  • Doing the Right Things Right
    August 2005
    Pump up the profits and productivity in your practice with these four tips.

  • Controlling Your Email
    July 2005
    Don’t let the beast that is your email in-box get the better of you. Use these four easy-to-implement suggestions.

  • Product Recommendation and Commissions
    June 2005
    How do you balance choosing the correct products for your clients with being fairly compensated?

  • Setting Up Your Own Practice
    June 2005
    There is so much to take care of before hanging out a shingle. Here's a list of what you need to do to stay on track and out of trouble.

  • Store or Shred?
    March 2005
    This article tells you how to decide what to keep and what to discard.

  • 10 Quick Tips for Getting Organized
    March 2005
    There is no right or wrong way to get organized, so just do it.

  • First Impressions
    January 2005
    First impressions can make or break you. Here is how to use them to your advantage.

  • The Financial Advisor’s Guide to Success
    December 2004
    This long-range calendar breaks your major activities into manageable chunks you can fit into each month.

  • Howdy Pardner!
    December 2004
    Before you sign on a partner, make sure you both see eye-to-eye on the direction of the business.

  • Business Faux Pas
    October 2004
    Business etiquette expert Lydia Ramsey shows you how to stay on top of your game.

  • Client Confidential
    August 2004
    Keeping your client’s financial data confidential is essential; here’s how to ensure what’s private stays private.

  • Your Best Year
    June 2004
    A 2004 NAIFA Convention panel designed for young advisors will sharpen your professional growth strategies.

  • Reaching for the Top
    May 2004
    If you are looking to take your professional and personal life to the next level, then working with a coach or mentor should be the next item on your to-do list.

  • Balancing Duty to Client and Company
    April 2004
    Your ethical obligations to clients and company can sometimes be in conflict.

  • Protecting Your Resources
    April 2004
    A moment of time is like a piece of gold, but a piece of gold won't buy a moment of time.

  • I Was Born a Ramblin’ Man
    April 2004
    Websites to help the weary business traveler.

  • Ten Tips to Getting to the Top of the Table
    April 2004
    Learn how to revise your practice so you can help more people, make more money and take more time off.

  • Wearing Two Hats
    April 2004
    One producer shares his secrets for balancing the responsibilities of an agent and an association exec.

  • Focused for Growth
    February 2004
    Finding your niche could be the spark you're looking for.

  • Say It in a Letter
    February 2004
    When you’ve decided to fire a client, use a letter to explain why.

  • When a Plan Comes Together
    January 2004
    Career agents weigh in on the basics of forming your business plan.

  • New Developments, New Ethical Concerns
    October 2003
    The public sees advisors as highly skilled professionals. How does this affect your sales presentation?

  • Master Class
    September 2003
    Helping people secure their futures is a noble goal, but the engine behind it is still good old-fashioned sales. Learn from your leaders what it takes to stay in the business and succeed at selling.

  • Expanding Your Practice
    August 2003
    Taking your business beyond city limits requires specialized interest, strategic alliances and a willingness to follow the customers.

  • Make Up or Break Up
    August 2003
    Your partnership with your broker-dealer can be contentious. Is a “divorce” in your future?

  • Playing for Keeps
    August 2003
    Here’s one expert's take on the many challenges facing advisors today.

  • Breaking In
    July 2003
    Find out how this agent got his start and was able to found his own agency within two years

  • The 'Six and Two' Model
    May 2003
    By selling a comprehensive plan, you can decrease stress and increase revenue.

  • Transitioning to a Fee-Based Financial Planning Practice
    May 2003
    This MDRT presentation offers tips for telling potential clients about your new fee-based practice.

  • From Commission to Fees
    April 2003
    Learn how this advisor successfull converted his clients to fee-based accounts.

  • Managing Your Practice: Success á la Carte
    December 2002
    From NFL tailgate parties to hardcore financial controls, veteran advisors reveal their secrets for succss in managing their practice.

  • It's Time for Your Practice Review
    December 2002
    Doing a simple decision-model exercise could put you on the path to success.

  • Expanding Your Practice
    July 2002
    When your career is involved, it is wise to have a road map to find the most efficient route.

  • Getting It Together
    July 2002
    A few simple organizing tactics can improve communication and enhance the bottom line.

  • From Agent to Advisor
    June 2002
    Changing your perceptions and maintaining client relationships are some of the keys to building a successful advisory practice.

  • Winnie the Pooh and the Fee-Based Advisor
    May 2002
    You must first change your attitude before you start charging fees for your services.

  • Changing Your Business Model
    April 2002
    Clear objectives and careful preparation will ensure success.

  • Building a Dream Team
    February 2002
    Joining forces with other professional advisors can create a win-win situation.

  • Is Your Family Business A Sitting Duck?
    December 2001
    Careful succession planning will ensure a smooth transition.

  • How to Communicate During Times of Crisis
    November 2001
    Anyone can be a leader in times of need.

  • Succession Planning Strategies
    May 2001
    A sound plan will ensure continuity for your practice.

  • Beware The Rogue!
    September 2000
    As financial advisors, we need to be aware of what to look for when a client calls us about an unbelievable investment opportunity.

  • When You Are Sued
    April 2000
    You might not want to think about it, but you, or any agent you supervise, could find yourself sued by a client because of past actions you or one of your agents took.

  • Where There's A Will
    January 2000
    An advisor who looks hard enough and can deal with price resistance can usually find life insurance for even the toughest of impaired risks. One reason: competition is so strong that insurance companies don’t want to turn away anyone if they can avoid it. If the premium is high enough, the coverage may be profitable for the carrier and still useful for the buyer.

  • My Favorite Client
    December 1999
    I am struck by this thought: If this were my daughter in the wheelchair, would I love her as much as Maxine loves Beth? Could I make my needs completely secondary to the task of serving her? And then could I do as the Book of James instructs and “consider it all joy”? The questions stagger me.

Management & Personnel

  • Passion is Required for a Winning Culture
    March 2012
    Tips for making passion a mandatory part of company culture.

  • Creating Emotion in Your Interviews
    March 2012
    Emotion produces the motivation to take action on your sales recommendations.

  • Building a Sustainable Practice
    November 2009
    Use this formula on residual income to grow your practice.

  • To Fee or Not to Fee
    December 2006
    These questions will help you decide if you should charge fees for your services.

  • Business Etiquette 101—Part 2
    November 2006
    Are you putting your best foot forward, or are you getting a reputation that will kill your business relationships? Check out these common etiquette blunders.

  • Business Etiquette 101—Part 1
    November 2006
    Are you putting your best foot forward, or are you getting a reputation that will kill your business relationships? Take this quiz to find out how you measure up.

  • The Future is Now
    November 2006
    Young advisors made their mark at the San Francisco convention.

  • Making the A-List
    July 2006
    Whether you are a new agent or you’re working with one, be willing to share what you know and learn from each other.

  • Manners Matter
    June 2006
    You know how to use communications technology to maximize productivity and profit, but make sure you’re not stepping on everyone else’s toes when you use it.

  • Your All-In-One Guide
    May 2006
    Managing your practice just got easier with MDRT’s new book.

  • Family Time
    January 2006
    It’s about balancing family and business and keeping your priorities in order.

  • Nine Time-Saving Tips
    January 2006
    Save hundreds of hours a year by implementing these suggestions.

  • Organizing All Your Business Spaces
    December 2005
    Here are six simple tips to streamline your office and your workday.

  • Making Your Business a Top-Flight Operation
    November 2005
    Here are tips to make sure your business runs smoothly so you can concentrate on sales.

  • You Are What You Write
    November 2005
    Make sure your emails turn out to be good ambassadors for you and your business.

  • You Are What You Write
    November 2005
    Make sure your emails turn out to be good ambassadors for you and your business.

  • Katrina-Proof Your Business
    October 2005
    Here are some easy-to-follow suggestions to avoid business loss if Mother Nature goes wild.

  • Keys to Early Success
    September 2005
    Being a professional agent is both easier and harder than you can imagine.

  • Doing the Right Things Right
    August 2005
    Pump up the profits and productivity in your practice with these four tips.

  • Controlling Your Email
    July 2005
    Don’t let the beast that is your email in-box get the better of you. Use these four easy-to-implement suggestions.

  • Product Recommendation and Commissions
    June 2005
    How do you balance choosing the correct products for your clients with being fairly compensated?

  • Setting Up Your Own Practice
    June 2005
    There is so much to take care of before hanging out a shingle. Here's a list of what you need to do to stay on track and out of trouble.

  • Store or Shred?
    March 2005
    This article tells you how to decide what to keep and what to discard.

  • 10 Quick Tips for Getting Organized
    March 2005
    There is no right or wrong way to get organized, so just do it.

  • First Impressions
    January 2005
    First impressions can make or break you. Here is how to use them to your advantage.

  • The Financial Advisor’s Guide to Success
    December 2004
    This long-range calendar breaks your major activities into manageable chunks you can fit into each month.

  • Howdy Pardner!
    December 2004
    Before you sign on a partner, make sure you both see eye-to-eye on the direction of the business.

  • Business Faux Pas
    October 2004
    Business etiquette expert Lydia Ramsey shows you how to stay on top of your game.

  • Client Confidential
    August 2004
    Keeping your client’s financial data confidential is essential; here’s how to ensure what’s private stays private.

  • Your Best Year
    June 2004
    A 2004 NAIFA Convention panel designed for young advisors will sharpen your professional growth strategies.

  • Reaching for the Top
    May 2004
    If you are looking to take your professional and personal life to the next level, then working with a coach or mentor should be the next item on your to-do list.

  • Balancing Duty to Client and Company
    April 2004
    Your ethical obligations to clients and company can sometimes be in conflict.

  • Protecting Your Resources
    April 2004
    A moment of time is like a piece of gold, but a piece of gold won't buy a moment of time.

  • I Was Born a Ramblin’ Man
    April 2004
    Websites to help the weary business traveler.

  • Ten Tips to Getting to the Top of the Table
    April 2004
    Learn how to revise your practice so you can help more people, make more money and take more time off.

  • Wearing Two Hats
    April 2004
    One producer shares his secrets for balancing the responsibilities of an agent and an association exec.

  • Focused for Growth
    February 2004
    Finding your niche could be the spark you're looking for.

  • Say It in a Letter
    February 2004
    When you’ve decided to fire a client, use a letter to explain why.

  • When a Plan Comes Together
    January 2004
    Career agents weigh in on the basics of forming your business plan.

  • New Developments, New Ethical Concerns
    October 2003
    The public sees advisors as highly skilled professionals. How does this affect your sales presentation?

  • Master Class
    September 2003
    Helping people secure their futures is a noble goal, but the engine behind it is still good old-fashioned sales. Learn from your leaders what it takes to stay in the business and succeed at selling.

  • Expanding Your Practice
    August 2003
    Taking your business beyond city limits requires specialized interest, strategic alliances and a willingness to follow the customers.

  • Make Up or Break Up
    August 2003
    Your partnership with your broker-dealer can be contentious. Is a “divorce” in your future?

  • Playing for Keeps
    August 2003
    Here’s one expert's take on the many challenges facing advisors today.

  • Breaking In
    July 2003
    Find out how this agent got his start and was able to found his own agency within two years

  • The 'Six and Two' Model
    May 2003
    By selling a comprehensive plan, you can decrease stress and increase revenue.

  • Transitioning to a Fee-Based Financial Planning Practice
    May 2003
    This MDRT presentation offers tips for telling potential clients about your new fee-based practice.

  • From Commission to Fees
    April 2003
    Learn how this advisor successfull converted his clients to fee-based accounts.

  • Managing Your Practice: Success á la Carte
    December 2002
    From NFL tailgate parties to hardcore financial controls, veteran advisors reveal their secrets for succss in managing their practice.

  • It's Time for Your Practice Review
    December 2002
    Doing a simple decision-model exercise could put you on the path to success.

  • Expanding Your Practice
    July 2002
    When your career is involved, it is wise to have a road map to find the most efficient route.

  • Getting It Together
    July 2002
    A few simple organizing tactics can improve communication and enhance the bottom line.

  • From Agent to Advisor
    June 2002
    Changing your perceptions and maintaining client relationships are some of the keys to building a successful advisory practice.

  • Winnie the Pooh and the Fee-Based Advisor
    May 2002
    You must first change your attitude before you start charging fees for your services.

  • Changing Your Business Model
    April 2002
    Clear objectives and careful preparation will ensure success.

  • Building a Dream Team
    February 2002
    Joining forces with other professional advisors can create a win-win situation.

  • Is Your Family Business A Sitting Duck?
    December 2001
    Careful succession planning will ensure a smooth transition.

  • How to Communicate During Times of Crisis
    November 2001
    Anyone can be a leader in times of need.

  • Succession Planning Strategies
    May 2001
    A sound plan will ensure continuity for your practice.

  • Beware The Rogue!
    September 2000
    As financial advisors, we need to be aware of what to look for when a client calls us about an unbelievable investment opportunity.

  • When You Are Sued
    April 2000
    You might not want to think about it, but you, or any agent you supervise, could find yourself sued by a client because of past actions you or one of your agents took.

  • Where There's A Will
    January 2000
    An advisor who looks hard enough and can deal with price resistance can usually find life insurance for even the toughest of impaired risks. One reason: competition is so strong that insurance companies don’t want to turn away anyone if they can avoid it. If the premium is high enough, the coverage may be profitable for the carrier and still useful for the buyer.

  • My Favorite Client
    December 1999
    I am struck by this thought: If this were my daughter in the wheelchair, would I love her as much as Maxine loves Beth? Could I make my needs completely secondary to the task of serving her? And then could I do as the Book of James instructs and “consider it all joy”? The questions stagger me.

Customer Service

  • Passion is Required for a Winning Culture
    March 2012
    Tips for making passion a mandatory part of company culture.

  • Creating Emotion in Your Interviews
    March 2012
    Emotion produces the motivation to take action on your sales recommendations.

  • Building a Sustainable Practice
    November 2009
    Use this formula on residual income to grow your practice.

  • To Fee or Not to Fee
    December 2006
    These questions will help you decide if you should charge fees for your services.

  • Business Etiquette 101—Part 2
    November 2006
    Are you putting your best foot forward, or are you getting a reputation that will kill your business relationships? Check out these common etiquette blunders.

  • Business Etiquette 101—Part 1
    November 2006
    Are you putting your best foot forward, or are you getting a reputation that will kill your business relationships? Take this quiz to find out how you measure up.

  • The Future is Now
    November 2006
    Young advisors made their mark at the San Francisco convention.

  • Making the A-List
    July 2006
    Whether you are a new agent or you’re working with one, be willing to share what you know and learn from each other.

  • Manners Matter
    June 2006
    You know how to use communications technology to maximize productivity and profit, but make sure you’re not stepping on everyone else’s toes when you use it.

  • Your All-In-One Guide
    May 2006
    Managing your practice just got easier with MDRT’s new book.

  • Family Time
    January 2006
    It’s about balancing family and business and keeping your priorities in order.

  • Nine Time-Saving Tips
    January 2006
    Save hundreds of hours a year by implementing these suggestions.

  • Organizing All Your Business Spaces
    December 2005
    Here are six simple tips to streamline your office and your workday.

  • Making Your Business a Top-Flight Operation
    November 2005
    Here are tips to make sure your business runs smoothly so you can concentrate on sales.

  • You Are What You Write
    November 2005
    Make sure your emails turn out to be good ambassadors for you and your business.

  • You Are What You Write
    November 2005
    Make sure your emails turn out to be good ambassadors for you and your business.

  • Katrina-Proof Your Business
    October 2005
    Here are some easy-to-follow suggestions to avoid business loss if Mother Nature goes wild.

  • Keys to Early Success
    September 2005
    Being a professional agent is both easier and harder than you can imagine.

  • Doing the Right Things Right
    August 2005
    Pump up the profits and productivity in your practice with these four tips.

  • Controlling Your Email
    July 2005
    Don’t let the beast that is your email in-box get the better of you. Use these four easy-to-implement suggestions.

  • Product Recommendation and Commissions
    June 2005
    How do you balance choosing the correct products for your clients with being fairly compensated?

  • Setting Up Your Own Practice
    June 2005
    There is so much to take care of before hanging out a shingle. Here's a list of what you need to do to stay on track and out of trouble.

  • Store or Shred?
    March 2005
    This article tells you how to decide what to keep and what to discard.

  • 10 Quick Tips for Getting Organized
    March 2005
    There is no right or wrong way to get organized, so just do it.

  • First Impressions
    January 2005
    First impressions can make or break you. Here is how to use them to your advantage.

  • The Financial Advisor’s Guide to Success
    December 2004
    This long-range calendar breaks your major activities into manageable chunks you can fit into each month.

  • Howdy Pardner!
    December 2004
    Before you sign on a partner, make sure you both see eye-to-eye on the direction of the business.

  • Business Faux Pas
    October 2004
    Business etiquette expert Lydia Ramsey shows you how to stay on top of your game.

  • Client Confidential
    August 2004
    Keeping your client’s financial data confidential is essential; here’s how to ensure what’s private stays private.

  • Your Best Year
    June 2004
    A 2004 NAIFA Convention panel designed for young advisors will sharpen your professional growth strategies.

  • Reaching for the Top
    May 2004
    If you are looking to take your professional and personal life to the next level, then working with a coach or mentor should be the next item on your to-do list.

  • Balancing Duty to Client and Company
    April 2004
    Your ethical obligations to clients and company can sometimes be in conflict.

  • Protecting Your Resources
    April 2004
    A moment of time is like a piece of gold, but a piece of gold won't buy a moment of time.

  • I Was Born a Ramblin’ Man
    April 2004
    Websites to help the weary business traveler.

  • Ten Tips to Getting to the Top of the Table
    April 2004
    Learn how to revise your practice so you can help more people, make more money and take more time off.

  • Wearing Two Hats
    April 2004
    One producer shares his secrets for balancing the responsibilities of an agent and an association exec.

  • Focused for Growth
    February 2004
    Finding your niche could be the spark you're looking for.

  • Say It in a Letter
    February 2004
    When you’ve decided to fire a client, use a letter to explain why.

  • When a Plan Comes Together
    January 2004
    Career agents weigh in on the basics of forming your business plan.

  • New Developments, New Ethical Concerns
    October 2003
    The public sees advisors as highly skilled professionals. How does this affect your sales presentation?

  • Master Class
    September 2003
    Helping people secure their futures is a noble goal, but the engine behind it is still good old-fashioned sales. Learn from your leaders what it takes to stay in the business and succeed at selling.

  • Expanding Your Practice
    August 2003
    Taking your business beyond city limits requires specialized interest, strategic alliances and a willingness to follow the customers.

  • Make Up or Break Up
    August 2003
    Your partnership with your broker-dealer can be contentious. Is a “divorce” in your future?

  • Playing for Keeps
    August 2003
    Here’s one expert's take on the many challenges facing advisors today.

  • Breaking In
    July 2003
    Find out how this agent got his start and was able to found his own agency within two years

  • The 'Six and Two' Model
    May 2003
    By selling a comprehensive plan, you can decrease stress and increase revenue.

  • Transitioning to a Fee-Based Financial Planning Practice
    May 2003
    This MDRT presentation offers tips for telling potential clients about your new fee-based practice.

  • From Commission to Fees
    April 2003
    Learn how this advisor successfull converted his clients to fee-based accounts.

  • Managing Your Practice: Success á la Carte
    December 2002
    From NFL tailgate parties to hardcore financial controls, veteran advisors reveal their secrets for succss in managing their practice.

  • It's Time for Your Practice Review
    December 2002
    Doing a simple decision-model exercise could put you on the path to success.

  • Expanding Your Practice
    July 2002
    When your career is involved, it is wise to have a road map to find the most efficient route.

  • Getting It Together
    July 2002
    A few simple organizing tactics can improve communication and enhance the bottom line.

  • From Agent to Advisor
    June 2002
    Changing your perceptions and maintaining client relationships are some of the keys to building a successful advisory practice.

  • Winnie the Pooh and the Fee-Based Advisor
    May 2002
    You must first change your attitude before you start charging fees for your services.

  • Changing Your Business Model
    April 2002
    Clear objectives and careful preparation will ensure success.

  • Building a Dream Team
    February 2002
    Joining forces with other professional advisors can create a win-win situation.

  • Is Your Family Business A Sitting Duck?
    December 2001
    Careful succession planning will ensure a smooth transition.

  • How to Communicate During Times of Crisis
    November 2001
    Anyone can be a leader in times of need.

  • Succession Planning Strategies
    May 2001
    A sound plan will ensure continuity for your practice.

  • Beware The Rogue!
    September 2000
    As financial advisors, we need to be aware of what to look for when a client calls us about an unbelievable investment opportunity.

  • When You Are Sued
    April 2000
    You might not want to think about it, but you, or any agent you supervise, could find yourself sued by a client because of past actions you or one of your agents took.

  • Where There's A Will
    January 2000
    An advisor who looks hard enough and can deal with price resistance can usually find life insurance for even the toughest of impaired risks. One reason: competition is so strong that insurance companies don’t want to turn away anyone if they can avoid it. If the premium is high enough, the coverage may be profitable for the carrier and still useful for the buyer.

  • My Favorite Client
    December 1999
    I am struck by this thought: If this were my daughter in the wheelchair, would I love her as much as Maxine loves Beth? Could I make my needs completely secondary to the task of serving her? And then could I do as the Book of James instructs and “consider it all joy”? The questions stagger me.

Your First Four Years

  • Passion is Required for a Winning Culture
    March 2012
    Tips for making passion a mandatory part of company culture.

  • Creating Emotion in Your Interviews
    March 2012
    Emotion produces the motivation to take action on your sales recommendations.

  • Building a Sustainable Practice
    November 2009
    Use this formula on residual income to grow your practice.

  • To Fee or Not to Fee
    December 2006
    These questions will help you decide if you should charge fees for your services.

  • Business Etiquette 101—Part 2
    November 2006
    Are you putting your best foot forward, or are you getting a reputation that will kill your business relationships? Check out these common etiquette blunders.

  • Business Etiquette 101—Part 1
    November 2006
    Are you putting your best foot forward, or are you getting a reputation that will kill your business relationships? Take this quiz to find out how you measure up.

  • The Future is Now
    November 2006
    Young advisors made their mark at the San Francisco convention.

  • Making the A-List
    July 2006
    Whether you are a new agent or you’re working with one, be willing to share what you know and learn from each other.

  • Manners Matter
    June 2006
    You know how to use communications technology to maximize productivity and profit, but make sure you’re not stepping on everyone else’s toes when you use it.

  • Your All-In-One Guide
    May 2006
    Managing your practice just got easier with MDRT’s new book.

  • Family Time
    January 2006
    It’s about balancing family and business and keeping your priorities in order.

  • Nine Time-Saving Tips
    January 2006
    Save hundreds of hours a year by implementing these suggestions.

  • Organizing All Your Business Spaces
    December 2005
    Here are six simple tips to streamline your office and your workday.

  • Making Your Business a Top-Flight Operation
    November 2005
    Here are tips to make sure your business runs smoothly so you can concentrate on sales.

  • You Are What You Write
    November 2005
    Make sure your emails turn out to be good ambassadors for you and your business.

  • You Are What You Write
    November 2005
    Make sure your emails turn out to be good ambassadors for you and your business.

  • Katrina-Proof Your Business
    October 2005
    Here are some easy-to-follow suggestions to avoid business loss if Mother Nature goes wild.

  • Keys to Early Success
    September 2005
    Being a professional agent is both easier and harder than you can imagine.

  • Doing the Right Things Right
    August 2005
    Pump up the profits and productivity in your practice with these four tips.

  • Controlling Your Email
    July 2005
    Don’t let the beast that is your email in-box get the better of you. Use these four easy-to-implement suggestions.

  • Product Recommendation and Commissions
    June 2005
    How do you balance choosing the correct products for your clients with being fairly compensated?

  • Setting Up Your Own Practice
    June 2005
    There is so much to take care of before hanging out a shingle. Here's a list of what you need to do to stay on track and out of trouble.

  • Store or Shred?
    March 2005
    This article tells you how to decide what to keep and what to discard.

  • 10 Quick Tips for Getting Organized
    March 2005
    There is no right or wrong way to get organized, so just do it.

  • First Impressions
    January 2005
    First impressions can make or break you. Here is how to use them to your advantage.

  • The Financial Advisor’s Guide to Success
    December 2004
    This long-range calendar breaks your major activities into manageable chunks you can fit into each month.

  • Howdy Pardner!
    December 2004
    Before you sign on a partner, make sure you both see eye-to-eye on the direction of the business.

  • Business Faux Pas
    October 2004
    Business etiquette expert Lydia Ramsey shows you how to stay on top of your game.

  • Client Confidential
    August 2004
    Keeping your client’s financial data confidential is essential; here’s how to ensure what’s private stays private.

  • Your Best Year
    June 2004
    A 2004 NAIFA Convention panel designed for young advisors will sharpen your professional growth strategies.

  • Reaching for the Top
    May 2004
    If you are looking to take your professional and personal life to the next level, then working with a coach or mentor should be the next item on your to-do list.

  • Balancing Duty to Client and Company
    April 2004
    Your ethical obligations to clients and company can sometimes be in conflict.

  • Protecting Your Resources
    April 2004
    A moment of time is like a piece of gold, but a piece of gold won't buy a moment of time.

  • I Was Born a Ramblin’ Man
    April 2004
    Websites to help the weary business traveler.

  • Ten Tips to Getting to the Top of the Table
    April 2004
    Learn how to revise your practice so you can help more people, make more money and take more time off.

  • Wearing Two Hats
    April 2004
    One producer shares his secrets for balancing the responsibilities of an agent and an association exec.

  • Focused for Growth
    February 2004
    Finding your niche could be the spark you're looking for.

  • Say It in a Letter
    February 2004
    When you’ve decided to fire a client, use a letter to explain why.

  • When a Plan Comes Together
    January 2004
    Career agents weigh in on the basics of forming your business plan.

  • New Developments, New Ethical Concerns
    October 2003
    The public sees advisors as highly skilled professionals. How does this affect your sales presentation?

  • Master Class
    September 2003
    Helping people secure their futures is a noble goal, but the engine behind it is still good old-fashioned sales. Learn from your leaders what it takes to stay in the business and succeed at selling.

  • Expanding Your Practice
    August 2003
    Taking your business beyond city limits requires specialized interest, strategic alliances and a willingness to follow the customers.

  • Make Up or Break Up
    August 2003
    Your partnership with your broker-dealer can be contentious. Is a “divorce” in your future?

  • Playing for Keeps
    August 2003
    Here’s one expert's take on the many challenges facing advisors today.

  • Breaking In
    July 2003
    Find out how this agent got his start and was able to found his own agency within two years

  • The 'Six and Two' Model
    May 2003
    By selling a comprehensive plan, you can decrease stress and increase revenue.

  • Transitioning to a Fee-Based Financial Planning Practice
    May 2003
    This MDRT presentation offers tips for telling potential clients about your new fee-based practice.

  • From Commission to Fees
    April 2003
    Learn how this advisor successfull converted his clients to fee-based accounts.

  • Managing Your Practice: Success á la Carte
    December 2002
    From NFL tailgate parties to hardcore financial controls, veteran advisors reveal their secrets for succss in managing their practice.

  • It's Time for Your Practice Review
    December 2002
    Doing a simple decision-model exercise could put you on the path to success.

  • Expanding Your Practice
    July 2002
    When your career is involved, it is wise to have a road map to find the most efficient route.

  • Getting It Together
    July 2002
    A few simple organizing tactics can improve communication and enhance the bottom line.

  • From Agent to Advisor
    June 2002
    Changing your perceptions and maintaining client relationships are some of the keys to building a successful advisory practice.

  • Winnie the Pooh and the Fee-Based Advisor
    May 2002
    You must first change your attitude before you start charging fees for your services.

  • Changing Your Business Model
    April 2002
    Clear objectives and careful preparation will ensure success.

  • Building a Dream Team
    February 2002
    Joining forces with other professional advisors can create a win-win situation.

  • Is Your Family Business A Sitting Duck?
    December 2001
    Careful succession planning will ensure a smooth transition.

  • How to Communicate During Times of Crisis
    November 2001
    Anyone can be a leader in times of need.

  • Succession Planning Strategies
    May 2001
    A sound plan will ensure continuity for your practice.

  • Beware The Rogue!
    September 2000
    As financial advisors, we need to be aware of what to look for when a client calls us about an unbelievable investment opportunity.

  • When You Are Sued
    April 2000
    You might not want to think about it, but you, or any agent you supervise, could find yourself sued by a client because of past actions you or one of your agents took.

  • Where There's A Will
    January 2000
    An advisor who looks hard enough and can deal with price resistance can usually find life insurance for even the toughest of impaired risks. One reason: competition is so strong that insurance companies don’t want to turn away anyone if they can avoid it. If the premium is high enough, the coverage may be profitable for the carrier and still useful for the buyer.

  • My Favorite Client
    December 1999
    I am struck by this thought: If this were my daughter in the wheelchair, would I love her as much as Maxine loves Beth? Could I make my needs completely secondary to the task of serving her? And then could I do as the Book of James instructs and “consider it all joy”? The questions stagger me.

Cultivating Success

  • Passion is Required for a Winning Culture
    March 2012
    Tips for making passion a mandatory part of company culture.

  • Creating Emotion in Your Interviews
    March 2012
    Emotion produces the motivation to take action on your sales recommendations.

  • Building a Sustainable Practice
    November 2009
    Use this formula on residual income to grow your practice.

  • To Fee or Not to Fee
    December 2006
    These questions will help you decide if you should charge fees for your services.

  • Business Etiquette 101—Part 2
    November 2006
    Are you putting your best foot forward, or are you getting a reputation that will kill your business relationships? Check out these common etiquette blunders.

  • Business Etiquette 101—Part 1
    November 2006
    Are you putting your best foot forward, or are you getting a reputation that will kill your business relationships? Take this quiz to find out how you measure up.

  • The Future is Now
    November 2006
    Young advisors made their mark at the San Francisco convention.

  • Making the A-List
    July 2006
    Whether you are a new agent or you’re working with one, be willing to share what you know and learn from each other.

  • Manners Matter
    June 2006
    You know how to use communications technology to maximize productivity and profit, but make sure you’re not stepping on everyone else’s toes when you use it.

  • Your All-In-One Guide
    May 2006
    Managing your practice just got easier with MDRT’s new book.

  • Family Time
    January 2006
    It’s about balancing family and business and keeping your priorities in order.

  • Nine Time-Saving Tips
    January 2006
    Save hundreds of hours a year by implementing these suggestions.

  • Organizing All Your Business Spaces
    December 2005
    Here are six simple tips to streamline your office and your workday.

  • Making Your Business a Top-Flight Operation
    November 2005
    Here are tips to make sure your business runs smoothly so you can concentrate on sales.

  • You Are What You Write
    November 2005
    Make sure your emails turn out to be good ambassadors for you and your business.

  • You Are What You Write
    November 2005
    Make sure your emails turn out to be good ambassadors for you and your business.

  • Katrina-Proof Your Business
    October 2005
    Here are some easy-to-follow suggestions to avoid business loss if Mother Nature goes wild.

  • Keys to Early Success
    September 2005
    Being a professional agent is both easier and harder than you can imagine.

  • Doing the Right Things Right
    August 2005
    Pump up the profits and productivity in your practice with these four tips.

  • Controlling Your Email
    July 2005
    Don’t let the beast that is your email in-box get the better of you. Use these four easy-to-implement suggestions.

  • Product Recommendation and Commissions
    June 2005
    How do you balance choosing the correct products for your clients with being fairly compensated?

  • Setting Up Your Own Practice
    June 2005
    There is so much to take care of before hanging out a shingle. Here's a list of what you need to do to stay on track and out of trouble.

  • Store or Shred?
    March 2005
    This article tells you how to decide what to keep and what to discard.

  • 10 Quick Tips for Getting Organized
    March 2005
    There is no right or wrong way to get organized, so just do it.

  • First Impressions
    January 2005
    First impressions can make or break you. Here is how to use them to your advantage.

  • The Financial Advisor’s Guide to Success
    December 2004
    This long-range calendar breaks your major activities into manageable chunks you can fit into each month.

  • Howdy Pardner!
    December 2004
    Before you sign on a partner, make sure you both see eye-to-eye on the direction of the business.

  • Business Faux Pas
    October 2004
    Business etiquette expert Lydia Ramsey shows you how to stay on top of your game.

  • Client Confidential
    August 2004
    Keeping your client’s financial data confidential is essential; here’s how to ensure what’s private stays private.

  • Your Best Year
    June 2004
    A 2004 NAIFA Convention panel designed for young advisors will sharpen your professional growth strategies.

  • Reaching for the Top
    May 2004
    If you are looking to take your professional and personal life to the next level, then working with a coach or mentor should be the next item on your to-do list.

  • Balancing Duty to Client and Company
    April 2004
    Your ethical obligations to clients and company can sometimes be in conflict.

  • Protecting Your Resources
    April 2004
    A moment of time is like a piece of gold, but a piece of gold won't buy a moment of time.

  • I Was Born a Ramblin’ Man
    April 2004
    Websites to help the weary business traveler.

  • Ten Tips to Getting to the Top of the Table
    April 2004
    Learn how to revise your practice so you can help more people, make more money and take more time off.

  • Wearing Two Hats
    April 2004
    One producer shares his secrets for balancing the responsibilities of an agent and an association exec.

  • Focused for Growth
    February 2004
    Finding your niche could be the spark you're looking for.

  • Say It in a Letter
    February 2004
    When you’ve decided to fire a client, use a letter to explain why.

  • When a Plan Comes Together
    January 2004
    Career agents weigh in on the basics of forming your business plan.

  • New Developments, New Ethical Concerns
    October 2003
    The public sees advisors as highly skilled professionals. How does this affect your sales presentation?

  • Master Class
    September 2003
    Helping people secure their futures is a noble goal, but the engine behind it is still good old-fashioned sales. Learn from your leaders what it takes to stay in the business and succeed at selling.

  • Expanding Your Practice
    August 2003
    Taking your business beyond city limits requires specialized interest, strategic alliances and a willingness to follow the customers.

  • Make Up or Break Up
    August 2003
    Your partnership with your broker-dealer can be contentious. Is a “divorce” in your future?

  • Playing for Keeps
    August 2003
    Here’s one expert's take on the many challenges facing advisors today.

  • Breaking In
    July 2003
    Find out how this agent got his start and was able to found his own agency within two years

  • The 'Six and Two' Model
    May 2003
    By selling a comprehensive plan, you can decrease stress and increase revenue.

  • Transitioning to a Fee-Based Financial Planning Practice
    May 2003
    This MDRT presentation offers tips for telling potential clients about your new fee-based practice.

  • From Commission to Fees
    April 2003
    Learn how this advisor successfull converted his clients to fee-based accounts.

  • Managing Your Practice: Success á la Carte
    December 2002
    From NFL tailgate parties to hardcore financial controls, veteran advisors reveal their secrets for succss in managing their practice.

  • It's Time for Your Practice Review
    December 2002
    Doing a simple decision-model exercise could put you on the path to success.

  • Expanding Your Practice
    July 2002
    When your career is involved, it is wise to have a road map to find the most efficient route.

  • Getting It Together
    July 2002
    A few simple organizing tactics can improve communication and enhance the bottom line.

  • From Agent to Advisor
    June 2002
    Changing your perceptions and maintaining client relationships are some of the keys to building a successful advisory practice.

  • Winnie the Pooh and the Fee-Based Advisor
    May 2002
    You must first change your attitude before you start charging fees for your services.

  • Changing Your Business Model
    April 2002
    Clear objectives and careful preparation will ensure success.

  • Building a Dream Team
    February 2002
    Joining forces with other professional advisors can create a win-win situation.

  • Is Your Family Business A Sitting Duck?
    December 2001
    Careful succession planning will ensure a smooth transition.

  • How to Communicate During Times of Crisis
    November 2001
    Anyone can be a leader in times of need.

  • Succession Planning Strategies
    May 2001
    A sound plan will ensure continuity for your practice.

  • Beware The Rogue!
    September 2000
    As financial advisors, we need to be aware of what to look for when a client calls us about an unbelievable investment opportunity.

  • When You Are Sued
    April 2000
    You might not want to think about it, but you, or any agent you supervise, could find yourself sued by a client because of past actions you or one of your agents took.

  • Where There's A Will
    January 2000
    An advisor who looks hard enough and can deal with price resistance can usually find life insurance for even the toughest of impaired risks. One reason: competition is so strong that insurance companies don’t want to turn away anyone if they can avoid it. If the premium is high enough, the coverage may be profitable for the carrier and still useful for the buyer.

  • My Favorite Client
    December 1999
    I am struck by this thought: If this were my daughter in the wheelchair, would I love her as much as Maxine loves Beth? Could I make my needs completely secondary to the task of serving her? And then could I do as the Book of James instructs and “consider it all joy”? The questions stagger me.



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