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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

Economist Marci Rossel explains where the global economy has been during 2018 and where it is headed in 2019. She discusses oil prices and trade wars, and what they signal for the economy.

Drawing on history, theory and her ringside seat to Wall Street, Rossell delivers an insider’s perspective on the one of most important economic events of our time: the development and rise of artificial intelligence. Get an informed outlook into the coming year and understand challenges and new opportunities that are on the horizon.

According to Rossell, the three most important aspects you must include in stories you craft for clients are statistics, experts and anecdotes. In this Q&A session, Rossell uses those pillars along with her background as a monetarist to delve further into current global economic news and trends including inflation, market corrections, tax law changes and how to interpret what is being done instead of what is being said in politics.

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.

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

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

Strategic specialization is the key to an advisor’s success, even if you want to specialize in being a generalist! Through a series of interactive exercises, this presentation will help you identify your niche and create a blueprint to launch a specialization in that niche. Throughout his career, Elman has redefined his niche to take advantage of opportunities and respond to market changes. At each inflection point, Elman sought the counsel of his MDRT colleagues and utilized MDRT resources to successfully navigate the change. Now he will share what he has learned along the way.