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:







Listen to the monthly series, MDRT Presents: @mdrtpresents

– Focusing on the client’s magic numbers

– Serving as the “prudent mom” for clients

– Learning retirement lessons from a colleague’s experience

– Becoming a godparent to clients’ children

Quick steps to gain more clients and referrals

In this EXCEL Award-winning series, hear thoughts and suggestions from top MDRT members on issues that financial and insurance professionals encounter in their careers. 

Contact us at podcast@mdrt.org. MDRT diversity statement: https://www.mdrt.org/diversity-statement

The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Examples are for educational purposes only. Copyright Million Dollar Round Table.