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In March 2020, many practices were forced to adapt to a virtual work environment. Some advisors continue to run their practice virtually, some adapted temporarily and worked hard to revert to their original work environment, and others developed their practice into a hybrid model. This panel shares some of their best ideas on ways they have adapted their practices, and some challenges they are continuing to face.

In March 2020, many practices were forced to adapt to a virtual work environment. Some advisors continue to run their practice virtually, some adapted temporarily and worked hard to revert to their original work environment, and others developed their practice into a hybrid model. This panel shares some of their best ideas on ways they have adapted their practices, and some challenges they are continuing to face.

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

Mitchell shares her journey in the financial services profession, including her roles as both a mentor and a mentee.

Understanding themselves, their families and their clients opened the eyes of three Top of the Table members. Learn more in this mini-book club discussion about the book, “Quiet: The Power of Introverts in a World That Can't Stop Talking” by Susan Cain. Discover why some people feel drained after spending time around a lot of people.

The 2022 MDRT Canada Day helps advisors start the year off right. Bruce Etherington reveals top advice from 53 years of experience, and Sim Gakhar shares recommendations on maximizing production. Plus, a panel of Top of the Table members discuss succession planning and business continuity.

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

The panel shares ideas and experiences that changed their practices. These transformations lead to more effective ways of doing business, and brought them to the next level.

In March 2020, many practices were forced to adapt to a virtual work environment. Some advisors continue to run their practice virtually, some adapted temporarily and worked hard to revert to their original work environment, and others developed their practice into a hybrid model. This panel shares some of their best ideas on ways they have adapted their practices, and some challenges they are continuing to face.