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Many clients think that nothing bad will ever happen to them, or simply that they’re healthy enough not to need certain coverage. In this episode, MDRT members explain how sharing stories about clients who have experienced something unexpected helps clients and prospects recognize the need for income protection.

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

Episode breakdown:
0:36 – How specific stories connect the dots
2:15 – Why you should start with planning, not protection
3:58 – Helping a client when the hypothetical becomes the reality
5:08 – Identifying the threats to a client’s plan
5:45 – How clients react to hearing troubling stories
7:08 – When they still don’t want to move forward

MDRT members share their insights on the distinct challenges the female clientele faces and the importance of securing a fulfilling retirement journey for them through tailored financial strategies.

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]

Maybe parts of a family unit have different views of their expenses. Maybe they don’t have the same understanding of what you’ve presented. Either way, how do you navigate a meeting in which clients are arguing with each other? In this episode, MDRT members share strategies to manage these situations and ensure that everyone reaches a positive resolution.

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

Episode breakdown:
0:34 – The meaning of “The ping-pong concept”
1:42 – Identifying who the couple’s decision-maker is
2:30 – Why it may help for you to leave the room to let clients discuss
3:32 – Managing disagreements about what it costs to run the household
4:54 – Determining how to compromise to make everyone happy
6:14 – The importance of not taking these situations personally
7:06 – Recognizing clients just need space to process information

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.

When spouses fight over financial planning, advisors can get caught in the middle. But there are simple ways to handle the conflict.

MDRT members approach communication about income replacement like ‘Goldilocks and the Three Bears.’

MDRT members find hope and joy amidst today's challenges.

How can you help new advisors succeed? MDRT Past President Brian Heckert and his son Brandon explore the lessons learned growing up in an MDRT family and teaching about what it takes to thrive in the financial services profession.