“Where will your income come from when your paycheck stops?” And “What percentage of estate reduction is acceptable for you?” are questions that help clients understand the value of life insurance and financial planning. Framing and how you construct questions can get prospects thinking and responsive. Past MDRT President Brian H. Ashe, CLU, shares several examples and discusses this idea more in his 2016 MDRT Annual Meeting presentation.
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3 май 2021
