19MDRT-41A: How Charitable Strategies Leverage a Client’s Social Capital

Focus Session

Tuesday, June 11, 2019
2:00 - 3:00 p.m.

HOW CHARITABLE STRATEGIES LEVERAGE A CLIENT'S SOCIAL CAPITAL

Implementation of a product is the new competitive advantage. If you introduce the strategy, you own the strategy. This session starts with a discussion on effective charitable planning. Hansen reviews all the strategies, including bequests, gift annuities, remainder trust, lead trust, private foundation, donor-advised funds and life insurance gifts. Most importantly, he covers how to prospect and close charitable plans while building - and protecting - a great clientele. The presentation includes mini roleplays demonstrating interactions between advisor, client, centers of influence and board members.