A Day With MDRT Hungary: My Insights on Making 2025 Your Best Year Yet

On January 28, 2025, I had the absolute privilege of speaking to an incredible group of financial advisors at MDRT Hungary in Budapest—my 15th visit to this beautiful city, which I proudly call my favorite in the world. The energy in the room was electric, and I couldn’t resist starting with a little family story. My granddaughter Ivy once asked if you’d give me a standing ovation, and you delivered spectacularly last time. This year, I recorded one for my grandson Tyler—he’s thrilled, and so am I. Thank you for that!

Now, let’s get to the heart of it. I’ve been in this business a long time, and when Marty invited me back, she challenged me to bring something new. Truth is, there aren’t many new ideas in financial planning—what matters is how we use the tools we’ve got. So, I shared what I believe is the most powerful tool in your kit: fact-finding. It’s not just a process; it’s your best friend for building relationships and growing your business. Here’s what I told the MDRT Hungary crowd—and what I want you to take away too.

I kicked off by emphasizing how we need to take control of client relationships from the very first meeting. Too often, we sit down with a prospect thinking, “Please choose me.” They sense it, and that’s when objections like “I’ll think about it” creep in. My approach flips that dynamic. I start with two simple rules: “First, we need to see if we like and trust each other enough to work together—fair enough? Second, I need to figure out if I can help you, but that depends on the information you share.” Right there, I’ve made the client accountable to me, not the other way around.

From there, I walked through my simplified fact-find—a goldmine of opportunities. I ask clients, “If money were no object, what do you want?” Not need—want. People always aim higher when you frame it that way. They talk about private schools, early retirement, dream holidays. That’s where the magic happens—it’s not about selling products; it’s about aligning with their biggest dreams.

Take something as basic as a date of birth. If a client’s birthday is coming up, I’ve got a window to set up life insurance before premiums jump. Wills? I don’t ask for referrals—I say, “If we work together, I need to meet the people tied to your estate.” That’s how I connect with the next generation naturally. Health changes? I once re-brokered a £20 million policy because a client’s liver recovered after he quit drinking—saved him a fortune. Employers, children, vulnerable clients—every detail in that fact-find opens doors.

I also stressed reviewing existing plans. Nine out of ten clients haven’t had their insurance or pensions looked at properly. Call it a “planning meeting,” not a review—get them looking forward, not back. It’s 24% more likely to spark new business. And don’t sleep on existing clients—they’re easier to grow than chasing new prospects. One of my biggest wins? A £35 million investment case from a divorce lawyer referral after a client connected us. Build those professional relationships—they pay off.

Service is everything. I ask every client, “What does great service look like to you?” Some want me on speed dial; others say, “Call when I need you.” Match that, exceed it, and you’ll never lose them. Oh, and my out-of-office emails? They’re a hit—last year’s “Terrified of the credit card bill from Florida” got me seven introductions. Show personality; be visible.

Here’s my parting thought: You don’t need more time, motivation, or luck. You need focus, discipline, and preparation. Someday isn’t a day of the week—so start now. You’ve got everything to make 2025 your best year ever. I saw it in that Budapest audience, and I see it in you. Let’s do this!

Warm regards,
Sandro Forte