Learn strategies from MDRT Past President Caroline Banks for guiding clients toward the right insurance choices and building long-term trust. She shares her personal experience with having proper insurance coverage as well as how she talks to clients about the importance of making sure they have the insurance they need. These client discussions also have helped her to reach Top of the Table. 

The best way to add value, gain clients' trust and set yourself apart, Tancock says, is to become a relationship-based advisor. She explains how she has built long-lasting trust by focusing on clients’ best interests and bringing holistic planning to clients’ financial situations as well as their life goals. 

Many advisors recognize the importance of using buckets or similar imagery to simplify the financial planning process for clients. Sigurdson shares the presentation he uses to make sure clients see the process as clear and engaging.

Guide clients by educating them about the three types of savings.