26TOT-06A: 3 Lessons from Climbing Mount Kilimanjaro; BPA; You Are Not as Good as You Think You Are; How to Access Client Emotions That Drive Real Financial Decisions

Learning happens best when we push the limits of what we think we can do. McFee shares why he decided to climb one of the Seven Summits of the World at the age of 63, and why what he learned changed his life. - Wade A. McFee, CLU, ChFC

Why should you complete the MDRT Business Performance Analysis each year, and what can you learn from it? Pinney explains the importance of this annual initiative and how the results can help improve your business. - Ryan J. Pinney

For experienced advisors, it is all too easy to get lulled into complacency. Brain shares how to resist the mentality that you have “made it” and continue the learning that can keep your practice growing and succeeding in the long term. - Brad Brain, CFP, CLU

Even ultra-high-net-worth clients who appear analytical are driven by fear, love, pride and responsibility. Noda shares a repeatable framework for identifying the real emotional drivers behind a client’s words and using deeper questions and silence to turn conversations into moments of emotional safety, trust and commitment. - Naoki Noda