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Practice Management > Building Your Business

Advisor success: How top advisors thrive in today's climate

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As part of our 10th anniversary issue, I reached out to many of the top advisors in the industry to get a better read on what they’re doing to thrive in today’s topsy-turvy business climate.

Following are highlights from their responses:

Each of us in our industry is the hub of our practice and, like a wagon wheel, we need multiple spokes emanating from the hub to support the hub and make the wheel [our practice] strong. Likewise, through strategic alliances with accountants, attorneys, etc. as well as outreach radio programs, financial workshops, philanthropy/community involvement and a variety of other methods, more people will recognize who you are and what you represent and your commitment to what you do. My practice is thriving, in part due to these difficult economic and volatile times. It is because we bring guarantees and provide financial security to individuals that our practice should be thriving amid all this uncertainty. –Stefanos Loisou

It’s been a great year. Submitted business YTD has increased by 166 percent over last year in the same time period. New applications YTD = 80, premium $120,785. I can say unequivocally, the Webinar approach has energized my practice. –Lee Eizenberg, LTCP

My business is thriving in this economic environment because of the marketing strategies used. CPA and attorney partnering is critical as many boomers have developed long term relationships with their attorneys and CPA’s and rely upon them heavily for advice and referrals to the proper individuals to help them with their retirement goals. The secret to my success is two fold. One is the great mentoring and support from my fmo. Secondly, by giving back to the communities in which I serve via pro-bono financial literacy workshops, I am slowly becoming the “go-to” person in the area in which I serve. –Barbara Walker, IAR

Just more hard work, especially in estate planning. –David H. Morgan

We are thriving! I think the strategy is to “keep on keeping on”. Stay visible, active, and involved in professional and community organizations. Let others know you’re still in business while others have gotten out. We are also seeing many people considering LTC insurance now that would not have five years ago–they now realize they may NOT be able to self-insure based on the volatility in the market. –Betty Doll, MBA, CLTC

I am grateful for thriving in this market after 12 years. My devotion and knowledge are most appreciated. Of course integrity counts as well. –Mei-Li Chen

I strongly subscribe to the philosophy ‘Tough times do not last, Tough people do’. Keep doing it. Show up, the secret is to Last. –Rao K. Garuda, CLU, ChFC


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