Tactful questions can prompt revealing answers that let you know what they are looking for, possibly in a future client-advisor relationship.

Avoid these traps that will empty your sales pipeline, and finish 2020 with the motivation and energy you need to succeed in 2021.

Is sending holiday cards worth the effort? Celebrities, CEOs and the British royal family seem to think so.

Retirement planning shouldn't be scary. Part of your job is helping clients see that and focus on their options.

How not to become "that member" but instead have a great time, help others, and help yourself.

It's good to have handy expressions to make a point or get a conversation going.

You see your call as one instance or event. They get dozens of calls every day.

Here are some activities that make good use of your time without actually dialing the phone over and over.