JW Way Fundamental #4: Walk in your client’s shoes. See the world from their perspective. Empathize by understanding their fears and concerns and showing you care. Ask, “If I were in their shoes, what ...

The Fast Company Executive Board is a private, fee-based network of influential leaders, experts, executives, and entrepreneurs who share their insights with our audience. BY Lukas Quanstrom To this ...

Risk is a vast and vitally important topic. We shall return to it periodically, but for now, this series is our primer. Like many hot buttons, the perspective on risk differs according to who you ask.

Commentary Impress Your Superiors By Understanding 'the Big Picture' Understanding the big picture of one's work, which involves understanding the client's objectives, the risks it faces, the parties ...

An integral part of the financial planning process is understanding what your client needs, versus what’s a nice-to-have.

Approaching our agency’s 30th anniversary this year, I’m reflecting on the art of building high-value client relationships. Don’t get me wrong, new clients are always a priority for Trademark, but ...

Working with successful people in general, and family business owners in particular, often means working with highly controlling clients. It comes with the territory. High achievement often ...

One of the great gifts you can give to your clients is helping them determine the right amount of life insurance. Most clients have a basic understanding of the purpose of life insurance. However, ...

Although insurance products such as life and living benefits are essential risk-management tools, most clients do not understand these products and how they fit into their financial plans. Thus, the ...