Is it necessary to scare clients about income replacement?

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Is it necessary to scare clients about income replacement?

Feb 28 2021 / MDRT Podcast

LISTEN 00:08:18

Is it necessary to scare clients about income replacement?

Similar to “Goldilocks and the Three Bears,” there are ways to discuss insurance coverage that are too hot, too cold, and just right. In this episode, MDRT members share how they make sure their conversations and questions establish the right tone with clients.

By Everett Revere Foxx, Steven Genoff, CFP, Brandon Green, ChFC, CLU, Dana Mitchell, CFP, CLU

Topics Covered

Insurance solutions

You’ll hear from:
Everett Revere Foxx
Steven Genoff, CFP
Brandon Green, ChFC, CLU
Dana Mitchell, CLU, CFP

Episode breakdown:
0:33 – Opening the conversation and learning about others they know who have been affected
1:25 – Establishing the implications of not creating this coverage
2:23 – Recognizing the responsibility of the advisor to be bold and ask thought-provoking questions
3:02 – An approach to questioning that is too soft
3:52 – An approach to questioning that is too harsh
5:32 – How to ask follow-up questions when you want to know more
7:24 – Why you want the client to see you as a teammate, not an opponent

MDRT is proud to support the Help Protect Our Families initiative: www.limra.com/helpprotectourfamilies

Featured in this audio

Everett Revere Foxx

Steven Genoff, CFP

Brandon Green, ChFC, CLU

Dana Mitchell, CFP, CLU

Dana Mitchell, CLU, CFP, who has been in the wealth planning arena for 16 years, is the principal of Basis Wealth Inc., located in Toronto, Ontario, Canada, where she and her team create comprehensive financial plans for their clients that include insurance and wealth accumulation planning.