Helping family members is anopportunity to sell while assisting your clients. (Photo:Shutterstock)
In times past, having large families was how retirement planningwas done. You raise them now, they look after you later. Gettingclients talking about their children is a greatway to learn about their own hopes and dreams.
Agents and advisors have other reasons for bringing the familyinto the conversation. They want to meet the heirs anddevelop a relationship now, when everyone is healthy.
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