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Determining what clients do or don’t have


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Some clients overspend so people will perceive them as being successful. Others may be reluctant to share the truth about their financial situation. How do you find out what clients actually have and how you can help? In this episode, MDRT members share techniques that have helped them better understand what client assets really look like.

You’ll hear from:
Peter Jason Byrne
Danielle J. Genier, CFP, CLU
Jonathan Godshall Camacho, LUTCF, MBA
Randall D. Kaufmann

Episode breakdown:
0:32 – When someone presents as wealthier than they are
2:04 – Establishing trust so a client will share challenges happening in their business
3:44 – When clients aren’t respectful or forthcoming
5:31 - Meeting with someone who needs to cut back on spending
7:18 – Feeling surprise when prospects have no planning in place
12:44 – Clients who feel responsibility toward finances but don’t know what they have

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