Using the power of unselling to finance education and retirement
How do you understand clients’ needs so that they see you as someone who can help them, rather than someone who is selling to them? In this episode, MDRT members explain how they establish these strong connections that can unlock the effective technique of “unselling.”
You’ll hear from:
Joseph Tan, ChFC, CLU
Abigail Venida Yabot
Episode breakdown:
0:27 – Focusing on the client’s magic numbers
2:41 – Recognizing the impact of unselling
4:17 – Serving as the “prudent mom” for clients
7:38 – Learning retirement lessons from a colleague’s experience
11:36 – Becoming a godparent to clients’ children
