Here are a few noteworthy quotes from Tuesday’s presenters at MDRT:
“Think of strategic planning this way. If all you have is your time, talent and money to spend and you want to move from a feeling of being overwhelmed to being focused on the future, then you need a picture of that future.”
--Charles Hollander, life insurance professional from Scottsdale, Ariz., and chairman of Forum 400.
“In our planning firm, what we’ve realized for some time is that to really talk about the kind of policy that will best meet our clients’ needs only starts with price and quickly moves on to long-term value and sustainability. And that should be compared to our clients’ general tolerance for risk.”
--Richard Weber, MBA, CLU, president and primary consultant, The Ethical Edge Inc., Pleasant Hill, Calif.
“Find your passion. Stick with it. Keep it simple. Tell the absolutes. We may live longer than we ever thought and whether we do, or do not, life insurance can be part of that solution.”
--Karl Frederick Frank, CFP, MSF, MBA, MA, president, A & I Financial Services LLC, Englewood, Colo.
“Changing our behavior is so hard for humans as we are hardwired to resist change. As our behavior is a result of how we are hardwired, this is quite a challenge for us to overcome!”
--Rachael Alexander, M.D., psychologist and founder of I Can Handle It!, FTF director of UK training and facilitator of Feel the Fear and Do It Anyway Training Programmes in Yorkshire, U.K.
“No matter how well we think we know clients, we are always surprised by what is in their heart and minds when they are contemplating this important life transition to retirement. Furthermore, we find that many times their ideas are abstract and not specific and also are not in line with their spouses, so much so that sometimes we feel like marriage counselors.”
--Briggs A. Matsko, CFP, CRPC, co-founder and financial planner, Retirement Security Centers, Sacramento, Calif.