A regulatory environment provides a chance to lead your clients into the future

A group of competitive rowers encounters harsh ocean waves in their small boat. They cannot see where they are going, and without their team member guiding them from the back of the boat, they will not be able to successfully navigate the conditions and emerge victorious.

In his 2017 Annual Meeting presentation, “Create a Top of the Table business that can withstand time and regulation,” Matthew Charles Collins showed a video of this scenario, in which the 14-year MDRT member from Mona Vale, New South Wales, Australia, was the guide. “The rowers don’t know what’s coming, but they have to have confidence in me. They know they can’t make it without me,” he said. He likened the situation to clients facing an uncertain future in their financial lives, and advisors knowing their work vastly increases the clients’ chances of reaching their financial goals.

Dealing with regulation and the corresponding change could create concern, but Collins emphasized the world’s ability to recover and the importance of clients trusting their advisor during difficult times. For that to happen, advisors must understand clients’ unease and guide them through these experiences to a positive result on the other end.

See Collins’ full presentation in the Resource Zone.

Written by Matt Pais, MDRT Content Specialist