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Top of the Table member Tristan Hartey briefly covers the journey he has taken as a second-generation MDRT member working in a family business and how his route through networking differs from how his father qualified through seminars. Hartey then shares three key pieces of advice for effective targeted networking and how partnerships are created.

Top of the Table member Tristan Hartey briefly covers the journey he has taken as a second-generation MDRT member working in a family business and how his route through networking differs from how his father qualified through seminars. Hartey then shares three key pieces of advice for effective targeted networking and how partnerships are created.

When clients feel valued, they stay your clients. Try these ideas for offering clients the experience of exceptional service.

What steps can ensure you build your team successfully? Hartey shares his practice’s interview process as they work to hire the right person for the job and for the team.

How do you turn business growth from a dream into a reality? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey explain how to push through reluctance and establish a time-tested system for expanding your clientele.

What can you offer clients as a way to say thank you? What item or event will get them talking about you? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey explain how to successfully utilize gifts – pending compliance approval – and other initiatives to enhance relationships and drive referrals.

How do you make sure you are conducting yourself appropriately with clients and prospects at events? How do you adjust your approach between in-person and virtual events? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey share how you can utilize a variety of events to expand your practice.

Episode breakdown:

0:32 – Benefiting from virtual events and developing business friendship
2:45 – Establishing comfort levels for an event
5:02 – Nuances involved in managing these relationships
8:20 – Remembering to have patience and build trust
11:32 – The benefit of small events vs. large events
15:48 – Learning from mistakes at past events
18:45 – Applying these lessons to virtual events

Your ability to attract good clients and keep them makes or breaks a practice. At Hartey Wealth Management in England, they’ve established a system that does that as well as uses the fee-based planning environment as a tool for their success

Hartey stresses the importance of taking the lessons learned at MDRT and sharing them with your family to help the next generation. A second-generation MDRT member, Hartey would not have joined the industry if his father hadn't shared lessons from previous MDRT meetings.