Many clients think that nothing bad will ever happen to them, or simply that they’re healthy enough not to need certain coverage. In this episode, MDRT members explain how sharing stories about clients who have experienced something unexpected helps clients and prospects recognize the need for income protection.

You’ll hear from:

Everett Revere Foxx

Steven Genoff, CFP

Brandon Green, ChFC, CLU

Dana Mitchell, CLU, CFP

Episode breakdown:

0:36 – How specific stories connect the dots

2:15 – Why you should start with planning, not protection

3:58 – Helping a client when the hypothetical becomes the reality

5:08 – Identifying the threats to a client’s plan

5:45 – How clients react to hearing troubling stories

7:08 – When they still don’t want to move forward

Listen to the new monthly series, MDRT Presents: @mdrtpresents