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Become the go-to-advisor with webinars

Antoinette Tuscano

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The magic questions to ask clients about how they're doing, plus questions to ask about insurance.

By Anthony Nicholas Goebel, LUTCF

When the world was changing quickly for all of us, we debuted a weekly webinar series called “Tuesdays at 2.” It assisted our business-owner clients and HR professionals in their time of need and positioned us in front of prospective clients. We went from idea to launch in just three days, and we had hundreds of people in attendance at that first webinar.

First, we assembled a team of experts, including an employment law attorney, an HR consultant, a CPA and a wellness director. This allowed us to hold Q&A’s among all of our clients and top prospects, which saved us hundreds of hours of answering the same questions over and over while providing critical information instantly.

I became the go-to trusted advisor for clients because my webinars provided the experts and answers they needed. If I didn’t know the answers to their questions, I researched and found the answers within my network of experts.

One client had an employee who seemed to be on the verge of having a legal dispute with their business. We had a conference call with the owner, employee and our legal team, and found common ground to rectify the situation. 

I also had multiple business-owner clients who were prepared to do massive layoffs or fire a number of employees because they were so scared of the pandemic and what it would do to them financially. My webinars provided information on state and federal funding available, as well as other options to help their business. The majority of them didn’t need massive layoffs after all.

Anthony Goebel is a six-year MDRT member from Eldorado, Wisconsin. Contact him at tony@5gbenefits.com.

Why you shouldn’t start a conversation with “How are you?”

By R.J. Kelly, RICP, MSFS

How would you like a “magic question” or two? Something you could ask that will brighten up any conversation?

So many people are depressed, anxious or struggling to make sense of what’s happening with the economy and the pandemic. It helps for them to realize how much good is still happening — for them and for others. So, instead of asking the same old “How are you doing?” at the start of a conversation, try these three questions:

  • What are you excited about?
  • What are you having fun with?
  • What are you looking forward to?

When you put those three questions together, people stop to think for a moment. You see the corners of their mouth go up. Particularly if you’re smiling, they will smile right back at you. Then they’ll say something like, “Those are great questions! Let’s see …” and they start to tell you what they are having fun with, or what they are excited about or what they are looking forward to. I asked “magic questions” in a call recently, and you could just feel the energy and warmth coming through the phone.

After you’ve had a chance to talk about what they’re having fun with, you can bridge to asking them, “Are there any joy robbers going on right now, other than the obvious with the pandemic and the economy?” Listen to what they have to say and be empathetic. This allows you to connect with clients on a much deeper level.

To be sure, there are some very difficult things going on and some quite tragic. However, by starting with what is positive and with genuine interest, I have yet to find someone not be able to answer positively to at least one of those questions.

R.J. Kelly is a 40-year MDRT member from San Diego, California. Contact him at rj@wealthlegacygroup.com.

5 questions about education planning through insurance

By Lam Pui Ka

One of the best gifts parents can give their children is a good education. The role of insurance to make sure this happens is often overlooked, however.

Ask clients these five questions to help them understand how insurance and income-protection products can make dreams about their children’s education come true — no matter what happens in life.

  1. Can you guarantee your health will not change in the next three to five years? If it does, will this affect your ability to earn?
  2. Can any parent guarantee they will always have the ability to earn and save for their children’s education in the next 10 to 15 years?
  3. Can any parent guarantee they will live until their kids finish their schooling?
  4. As parents, are you willing to leave your children’s future uncertain?
  5. How would you feel if your children suffered because their dreams and goals fell apart due to your insufficient planning?

Let your clients know insurance is one of the most efficient and effective financial products to replace an income lost due to premature death, illness and disability. Should these happen and they’re properly insured, their children’s education and future will be taken care of.

Lam Pui Ka is a two-year MDRT member from Kuala Lumpur, Malaysia. Contact her at lampuikapru@gmail.com.
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