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By helping clients understand the importance of life insurance, advisors can help empower them with the responsibility for the purchasing decision. How do advisors communicate that value? Scott explains how clients learn, how that process influences their decision-making and how advisors can guide them along their journey from recognizing a need to purchasing a product and beyond. Scott also details the primary reasons why people need life insurance and what causes clients to allow their policies to lapse.

The frantic pace people are keeping doesn't encourage rested thinking, said Scott Brennan. Rested thinking means being engaged, and it allows deep thinking. Presented at the 2016 Annual Meeting.

Monitoring value in your practice isn’t just about adding the numbers.

How you can prevent your clients from falling victim to the fastest growing white-collar crimes in America, from Michaela Scott at the 2019 Annual Meeting.

Scott discusses how you can prevent your clients from falling victim to the fastest growing white-collar crime in America.

When the new year begins and your MDRT production is reset to 0, how do you make it back to MDRT and grow our production? Scott explains how to balance your schedule between farming (centers of influence, proactively engaging clients for referrals) and hunting (leveraging a change or disruption or going for a target market) to make it happen.

If you passed away tomorrow, would you look at your loved ones and wish you planned better? As a financial advisor, you help your clients focus on the appropriate investment strategies, wealth creation and death benefits, but you shouldn’t stop there. Unpreparedness leaves families in chaos during the initial and ongoing stages of grief. Scott shares strategies to help clients get their affairs in order so the survivors never have to say “If only they had known.”

Have you always helped clients as much as possible? When did you realize how communication impacts the service you provide and the information you gather? In this episode, MDRT members share changes they have made in their practice from lessons that, if possible, they would have learned earlier.

You’ll hear from:
Harpreet Atwal
Rick Jones, CFP
Brent Kimball, ChFC, CFP
Michaela Scott, CFP, RICP

Episode breakdown:
0:26 – The expenses of divorce
1:13 – Adjusting your approach to help clients prevent problems
2:29 – Are you being as comprehensive as you can?
4:47 – Learning to ask more questions
5:43 – Let the clients provide the answers
6:24 – Make sure to relax

While failure is something we’ve been taught to fear, Leak believes chasing failure is a mindset that will equip you with the tools you need to try new things, get out of your comfort zone and learn life’s greatest lessons.