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How do you make sure you are conducting yourself appropriately with clients and prospects at events? How do you adjust your approach between in-person and virtual events? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey share how you can utilize a variety of events to expand your practice. Episode breakdown: 0:32 – Benefiting from virtual events and developing business friendship 2:45 – Establishing comfort levels for an event 5:02 – Nuances involved in managing these relationships 8:20 – Remembering to have patience and build trust 11:32 – The benefit of small events vs. large events 15:48 – Learning from mistakes at past events 18:45 – Applying these lessons to virtual events