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Whether you've been in business for 10 years or 40 years, it's the right time to plan for the continuity of your business. Succession planning is not about going, but about growing an already-successful practice. This recorded webinar features business continuity expert Donald A. McLaughlin, MSM, CLU, and is moderated by Barbara Brazda Dietze, CLU, ChFC, and John Homer, CLU, ChFC.

Allan T. Mendels, CLU, ChFC, shares a single question he asks the prospect to help determine the focus of their first meeting.

Negative thinking gets in the way of success in your career, says 1999 Past MDRT President Reginald Rabjohns, CLU, ChFC.

What do you do when clients need you to travel great distances or be there for them in profound, indefinite ways? In this episode, MDRT members share the circumstances that prompted them to rise to the occasion.

You’ll hear from:
Yakov Baylis, CLU, ChFC
Edward M. Burnett, RICP
Russell L. Clousing, ChFC, CLU

Episode breakdown:
0:32 – Courting early-rising clients in the waste-hauling business
1:58 – Memories from the middle of the night
3:09 – “Going anywhere to see anyone”
5:21 – Utilizing vacation time to see clients in person
5:47 – Helping friends through scary and unknown circumstances
7:48 – Making sure every bill gets paid
10:58 – Understanding portability options for group life insurance

Not every client takes your advice or puts a plan in place when they need it. In this episode, MDRT members share difficult experiences and what they learned for next time.

You’ll hear from:
Yakov Baylis, CLU, ChFC
Edward M. Burnett, RICP
Russell L. Clousing, ChFC, CLU

Episode breakdown:

0:33 – When a client rejects or misuses your advice
3:21 – What I changed to prevent future recurrence of problems
4:08 – When tragedy follows inaction
6:25 – Learning not to respond to a challenging email so quickly
9:35 – How different forms of communication relate to documentation

Do the responsibilities of financial advisors have anything in common with a pilot, a student at a demanding school or a parent of four kids? In this episode, MDRT members share how roles that might seem separate from their current work have helped inform the way they run their practice.

You’ll hear from:

Yakov Baylis, CLU, ChFC
Edward M. Burnett, RICP
Russell L. Clousing, ChFC, CLU

Episode breakdown:

0:33 – Delivering quality time as a professional pilot for businesspeople
2:55 – The universal importance of managing expectations
3:50 – Work ethic gleaned from a rigorous educational program
5:50 – How those lessons were applied as a financial advisor
6:50 – How raising four kids translates to prioritizing and managing multiple challenges
8:18 – Knowing when there is and isn’t time for friendly chatter
10:11 – Identifying focus time in school or at the office
11:12 – Recognizing that you don’t always have to take every call

MDRT members share difficult experiences and what they learned.

Insisting that a parent increase their coverage.

They all used lessons from other roles to build success in financial services.