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The definition of success often differs from one client to another, and it is important in your role as an advisor to provide the guidance and expertise needed to help them meet these goals. Kalyanam Venkatesh, a 28-year MDRT member from Singapore, shares his best practices on how to create a comprehensive plan to achieve your client’s long-term financial goals.

Kalyanam watched his business transform itself when he made it a priority to hire and keep agents who are interested in not just being trusted financial advisors, but in making a difference in their customers’ lives. In this session, he shows that having a practice system, making prospecting your primary strength, and keeping track of performance are practices that will lead to your success. (Session in English)

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.

How do you ensure the best protection for your clients if they dispute the value of insurance? Or if timing or withheld information prevents a policy from moving forward? In this episode, MDRT members share memories of the most memorable and challenging clients when it comes to protecting their income.

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

Episode breakdown:
0:34 – The regrets of a client who didn’t believe in insurance
2:22 – How to prevent that result next time
3:35 – The heartbreak of tragic timing
5:05 – A new view of “the ones that got away”
7:29 – Client forgetfulness and unrevealed information
9:37 – Changes to communication and understanding

How a personal inventory of clients’ family members insurance and financial records helps clients and encourages them to work more with financial advisors.

Plus using a family record worksheet and making the family your client

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

Here are three considerations that you can focus on when speaking to clients on retirement and long-term financial goal planning.

Kelly Ho shares how she came out of her comfort zone to become a successful MDRT member.

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