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Is it necessary to scare clients about income replacement?


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Similar to “Goldilocks and the Three Bears,” there are ways to discuss insurance coverage that are too hot, too cold, and just right. In this episode, MDRT members share how they make sure their conversations and questions establish the right tone with clients.

You’ll hear from:
Everett Revere Foxx
Steven Genoff, CFP
Brandon Green, ChFC, CLU
Dana Mitchell, CLU, CFP

Episode breakdown:
0:33 – Opening the conversation and learning about others they know who have been affected
1:25 – Establishing the implications of not creating this coverage
2:23 – Recognizing the responsibility of the advisor to be bold and ask thought-provoking questions
3:02 – An approach to questioning that is too soft
3:52 – An approach to questioning that is too harsh
5:32 – How to ask follow-up questions when you want to know more
7:24 – Why you want the client to see you as a teammate, not an opponent

MDRT is proud to support the Help Protect Our Families initiative:

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