Do you practice or just fast-forward to the games?

Practice is nobody’s favorite part of performance. The best part is actually utilizing the skills from the simulation in a real-life situation.

Yet David John Munson Jr., a one-year MDRT member from Bethesda, Maryland, has seen great value in ensuring that he and his colleagues fully prepare before meeting with clients. Part of that comes from his experience playing soccer in college and the pre-game training that was involved.

“You train, 75, 80, 90 percent of the time to play for a game for an hour,” he said. “Taking the same discipline and applying it to our business, I feel like a lot of people new to the business play games and they don’t train — meeting with clients instead of rehearsing how the meeting and process will go.”

For Munson, that means scheduling a time every week to rehearse different scenarios with members of his team and discuss a variety of client cases. “We go through what’s important to this family and look at it from a highly customer-focused lens about what they need, what they’re concerned about, what their wants and dreams are, and how we can best align with them to achieve their goals.

“It’s a lot about asking the questions and getting the diagnosis right, so we try to rehearse that like crazy.”

Hear more about preparation and self-evaluation in the October episode of the MDRT Podcast:

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Written by Matt Pais, MDRT Content Specialist