Welcome to the Resource Zone — home to MDRT’s multimedia resources to help you improve your productivity and run your business more efficiently.
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Before presenting the values of financial planning, it is imperative to understand the client's personal values and priorities. Some individuals place great value on business succession, some on parent-child relationships, and others on charity involvement. Tan discusses how, to build rapport and break barriers, advisors are better off sharing the value of their services based on what is important to the client rather than enumerating all their capabilities. Through this technique, the client is able to share more stories and insights, which makes fact-finding easier.
The lack of insurance payout left my client's family destitute.
With decades of experience, these two friends and Past MDRT Presidents talk about a few of the ideas that have made them successful.
Marc Bineham discusses a range of ideas and strategies he has learned from leading advisors during the last 30 years, from how to work out your ideal client niche to ensuring your preferred clients become advocates. He discusses not only the "how" but importantly the "why" behind all successful advisors.