Search

Yam Seng Yee discusses how a disciplined attitude, consistent success and learning to grow through experiences begins with developing a winning mindset. Our ability to recognize the possibilities and opportunities that even small wins can bring starts with the mind.

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

Want to increase office efficiency and make Top of the Table without ever seeing clients in person? MDRT members discuss how technology has created several effective processes including virtual meetings, email organization and more. Presented at the 2017 Annual Meeting.

Many believe wisdom can only be acquired over time; while that's true to some extent, Plewes believes wisdom can be learned and acquired more quickly by focusing on the key elements that make up wisdom and changing one's perspective. On the value pyramid, wisdom sits atop data, information and knowledge. Yet many advisors, young and old, continue to focus on the lowest-level components of data and information in dealing with their clients. Plewes discusses how advisors can overcome this limiting endeavor and instead develop a "wisdom-based" approach to dealing with clients. He demonstrates, with specific techniques, how this can deepen client relationships and enhance the advisor's value proposition.

End the losing streak and thrive again.

How to thrive during challenging times.

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.