What’s the best way to group my clients?

What’s the best way to group my clients?

If the approach is too complicated, you won’t use it. Most systems are. So, few people use them that even if there is any value to the system, it’s lost. Yet, I believe there is value in sorting your clients, as long as you keep it simple. I call it “Clientele...
How can I make myself “irreplaceable” with my clients?

How can I make myself “irreplaceable” with my clients?

Little, personal things can make the biggest difference in your results and get the extra loyalty you want. Every year I was with Mutual Life I received a personal note from the President, Chairman and Agency VP on my birthday. Think that played a role in their...
Should I move into the “High Net Worth market”?

Should I move into the “High Net Worth market”?

Three insurance company presidents recently bemoaned the fact that no one was working in the middle-income markets anymore. Now they want you back where the people are. It would have been more compelling if it weren’t the companies themselves that pushed advisors away...