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May 01, 2008 at 08:00 PM
- Educate clients on their financial outlook and your plans for them.
- Don’t be in a hurry to close the deal.
- Study the client’s needs and determine the biggest holes in their financial situation and how to fix them.
- Work to eliminate your client’s debt.
- Get their taxes in order.
- Offer financial classes and seminars.
- Suggest reverse mortgages only as a last resort.
- Show clients how the long term benefits of LTC outweigh the short term costs.
- Sometimes “tough love” is the right approach.
- It’s not about the money. If you’re doing the right thing, the money is going to be there.
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