Matt Pais

Jan 15, 2025 | mdrtblog.org | Matt Pais |Jamie McIntyre

It was pretty clear from the regulator that they didn’t want product to be the focus of what a financial planner or financial advisor led with. So with that, the message was clear: Don’t lead with a financial product as the tool that is going to help someone. Lead with advice and understanding them and what it is they really need. And that’s gone across into our social media communications. We don’t talk about products. We don’t talk about anything to do with a financial product whatsoever.

Dec 8, 2024 | mdrtblog.org | Matt Pais

If a client offers an objection, sometimes it helps to paint a picture of the future, said William T. Spencer III, CFP, AIF, a 17-year MDRT member from Sudbury, Massachusetts. Spencer recommends telling the client: “When you get old, often your children begin to manage your care. They write checks from your checkbook to pay for that care. If your money runs out, your children often begin writing checks from their own checkbook.

Nov 6, 2024 | mdrtblog.org | Matt Pais

When confronted with a difficult situation, do you move toward it, or do you strive to avoid it? In his Main Platform presentation at the 2017 Annual Meeting, Eric Boles, a former professional American football player and the president of Game Changers, Inc., talked about the importance and urgency of embracing these challenges. Whether it is a courageous conversation with a client or a family member, he crystallized why taking action is better than just hoping things get better.

Oct 18, 2024 | mdrtblog.org | Matt Pais

It should surprise no one to hear that your health is important. Willpower, however, can be incredibly difficult — even when you’re trying to be disciplined about balanced eating. Bob Davies, a former coach of college football players and an Olympian, recommends being proactive to prevent yourself from a binge you’d regret:“I was taking a trip from Los Angeles airport to Newark in New Jersey. All I had to eat was what they served on the plane. I had a box of raisins and a bagel, so I was starving.

Oct 4, 2024 | mdrtblog.org | Matt Pais

Let’s say 100 people call you at the same time. How many of them can you speak to at once? Obviously, only one. That’s why Donald P. Speakman, MSFS, a past MDRT member from Pittsburgh, Pennsylvania, recommends recording an extended voicemail message during high-volume call times to simultaneously address a large number of concerns. Times of fearOn September 11, 2001, nearly 100 clients had called Speakman’s office, seeking guidance from him.