You are so right about disclosure checklists and communication (“10 steps to prepare prospects to say ‘yes,’” May 2008). Senior clients need to be treated special and breaking down each aspect of the product or service is essential. I use the “ show and tell” system, then questions for understanding, then a review. If I am working with the elderly client with hearing or memory issues, having a third party (especially a beneficiary or heir) at the meeting is critical.
-David Ruibal, Allstate
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