Overcoming challenges related to multi-generational referrals

Can you treat an entire family as if they are an individual client? What decisions might be forgotten in how one generation’s decisions impact another’s? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey explain how they navigate relationships among multiple generations. Episode breakdown: 0:27—Seeing family members as separate clients rather than one unit 1:56—Establishing part of a generational plan that can go overlooked 4:44—Creating a pipeline for a younger client base that’s just as loyal 7:31—Handling a multi-generational referral that may be less than ideal 9:28—Navigating delicate relationships within families Listen to the monthly series, MDRT Presents: @mdrtpresents

Om Podcasten

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.