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Preparing for buying, selling or an unexpected transfer of your practice can be difficult, frustrating and time-consuming. In this session, Gillespie and Schochet go through what they have learned over the years when dealing with succession planning — both planned and unplanned.

How do you ensure the best protection for your clients if they dispute the value of insurance? Or if timing or withheld information prevents a policy from moving forward? In this episode, MDRT members share memories of the most memorable and challenging clients when it comes to protecting their income.

You’ll hear from:
Michael Bibb, BA, DipPFS
Sunny Istar Lee, IAR
Shelley MacIntyre, CHS
Elli Schochet, CFP

Episode breakdown:
0:34 – The regrets of a client who didn’t believe in insurance
2:22 – How to prevent that result next time
3:35 – The heartbreak of tragic timing
5:05 – A new view of “the ones that got away”
7:29 – Client forgetfulness and unrevealed information
9:37 – Changes to communication and understanding

It isn’t always easy to know what approach to take with clients who aren’t sure what they want. In this episode, MDRT members explain why they would rather risk overplaying or underplaying their communication, and the client responses they have seen as a result.

You’ll hear from:
Michael Bibb, BA, DipPFS
Sunny Istar Lee, IAR
Shelley MacIntyre, CHS
Elli Schochet, CFP

Episode breakdown:
0:33 – The benefits of persistence
1:47 – Preferring to avoid confrontation and address a topic later
2:32 – The guidance from remembering that some coverage is better than no coverage
3:19 – Balancing communication by connecting at their level
5:17 – Identifying the privilege of having options and taking action
7:18 – Inspiring clients to celebrate their own good decisions

The 2022 MDRT Canada Day helps advisors start the year off right. Bruce Etherington reveals top advice from 53 years of experience, and Sim Gakhar shares recommendations on maximizing production. Plus, a panel of Top of the Table members discuss succession planning and business continuity.

Do clients understand how smoking may impact their insurance coverage? How can you approach these conversations? In this episode, MDRT members discuss how they educate their clients and also how their meetings can inspire them to change their behavior.

You’ll hear from:
Michael Bibb, BA, DipPFS
Sunny Istar Lee, IAR
Shelley MacIntyre, CHS
Elli Schochet, CFP

Episode breakdown:
0:29 – Client vs. insurance definition of “casual smoker”
2:18 – What clients have to do first
2:57 – Being aware of how clients see themselves
4:00 – Delaying a policy until a client is smoke-free
5:24 – When advisors wind up getting clients to stop smoking