MDRT Speaks: Client Engagement

The Heart of Selling - Christine T. Tan, RFC, LUTCF. People respond most strongly to questions that stir emotions. Tan explains the questions that help her drive feeling and understanding in clients. Having Difficult Conversations - David Braithwaite, DipPFS. As challenging as it can be to discuss certain topics with clients, it can be even harder to talk about them with loved ones. Braithwaite shares how MDRT helped him understand the importance of his role and of the protection insurance can offer, which he saw firsthand in his personal life. Catching the Big Fish - Hsiao Wen Hsiung. Discover how dismissing fear and simplifying your products can help your practice grow. No, I Can't Do That - Guy Munro Mankey. What do you do if a client asks to reduce or cancel a policy? Mankey shares his approach for handling this type of uncertainty.