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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

It isn’t always easy to know what approach to take with clients who aren’t sure what they want. In this episode, MDRT members explain why they would rather risk overplaying or underplaying their communication, and the client responses they have seen as a result.

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

Episode breakdown:
0:33 – The benefits of persistence
1:47 – Preferring to avoid confrontation and address a topic later
2:32 – The guidance from remembering that some coverage is better than no coverage
3:19 – Balancing communication by connecting at their level
5:17 – Identifying the privilege of having options and taking action
7:18 – Inspiring clients to celebrate their own good decisions

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

The sad reality is that most young people do not know how to manage money. Lee shares three simple and effective solutions you can implement to help your clients prepare for the generational financial picture while also teaching their children about financial life skills, so they are prepared to receive and manage the legacy their family leaves behind.

Explaining to clients how even a few cigarettes can increase premiums.

My client died in a car accident before life insurance was finalized.

Trillions of dollars will be passed down from baby boomers to the next generation. Are the recipients prepared to not squander this wealth? Lee, a firm believer in financial literacy and responsibility in children, discusses strategies to educate the next generation on the importance of saving and managing money well, as she did with her own kids.

Dipping into retirement funds early to help adult children could hurt both child and parent later. Here’s how to help clients avoid that mistake.

There is no magic formula for publishing a book, but it’s no secret that a smart approach is to write what you know. For Lee, that has meant converting her experience with her own twin boys into the book “Is Your Child a Money Master or a Money Monster?” and using her work with Korean expats to address their concerns. Lee discusses how she turned her life into marketing material for her financial planning practice, understanding how every idea and event she has encountered can generate compelling material. Attendees will learn to identify topics they are passionate about and gain both the motivation and the steps to turn that passion into their own book.