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Good uses a small group of centers of influence to feed his life insurance consulting business. He explains there are numerous consumers who don't understand what kind of coverage they have in the areas of disability, long-term care and life insurances. Solving these problems as a consultant often generates new business as a byproduct, as well as referrals back to your centers of influence.

Not hearing the emotion behind what clients say prevents advisors from excellence. Learn how to interact better with clients from Top of the Table qualifier and Past MDRT President Julian Good.

Everyone experiences adversity; how we react to those challenges speaks volumes for our character and our lives moving forward. Good shares five lessons he has learned in times of adversity, with quotes to remember and live by when times are tough. Click here to find more from the 2018 Annual Meeting [https://rz.mdrt.org/search/?q=2018ampro]

When other salespeople have applications declined, would you like to be the advisor a client can turn to who knows how to have cases approved? If we use a little creativity, declines may become approvals. Good presents cases illustrating the techniques he uses to achieve positive results.

Julian Good lost his home, his business, his clients and employees in 2005 after Hurricane Katrina ravaged his city of New Orleans. Good, a Top of the Table qualifier and Past MDRT President, talks about how he went back to basics and rebuilt his business in a city where the future was unsure.

Field underwriting can be long and tedious, but all that pre-work can help you stand out with clients and carriers.

Good uses a small group of centers of influence to feed his life insurance consulting business. He explains there are numerous consumers who don't understand what kind of coverage they have in the areas of disability, long-term care and life insurances. Solving these problems as a consultant often generates new business as a byproduct, as well as referrals back to your centers of influence.

Everyone experiences adversity; how we react to those challenges speaks volumes for our character and our lives moving forward. Good shares five lessons he has learned in times of adversity, with quotes to remember and live by when times are tough.