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To prospect within a new market, Bobby James Ning, CFP, BA, suggests partnering with an accounting firm to provide tax return preparation to student groups in the areas you're interested in.

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Do clients understand how smoking may impact their insurance coverage? How can you approach these conversations? In this episode, MDRT members discuss how they educate their clients and also how their meetings can inspire them to change their behavior.

You’ll hear from:
Michael Bibb, BA, DipPFS
Sunny Istar Lee, IAR
Shelley MacIntyre, CHS
Elli Schochet, CFP

Episode breakdown:
0:29 – Client vs. insurance definition of “casual smoker”
2:18 – What clients have to do first
2:57 – Being aware of how clients see themselves
4:00 – Delaying a policy until a client is smoke-free
5:24 – When advisors wind up getting clients to stop smoking

How Court of the Table qualifier Jim Silbernagel moved past his technology comfort zone to change processes and continue working with clients, even in the most challenging of times.