Can you treat an entire family as if they are an individual client? What decisions might be forgotten in how one generation’s decisions impact another’s? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey explain how they navigate relationships among multiple generations.

Episode breakdown:

0:27—Seeing family members as separate clients rather than one unit
1:56—Establishing part of a generational plan that can go overlooked
4:44—Creating a pipeline for a younger client base that’s just as loyal
7:31—Handling a multi-generational referral that may be less than ideal
9:28—Navigating delicate relationships within families

Listen to the monthly series, MDRT Presents: @mdrtpresents