Welcome to the Resource Zone — home to MDRT’s multimedia resources to help you improve your productivity and run your business more efficiently.
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Be transparent, plant the seed and be flexible. These are the three points Angulo emphasizes to clients to help them understand the value he provides so they are comfortable with the fees he charges. By establishing a relationship and being clear about how and why you get paid, the transition to fees can be simple and positive.
Advisors know that it is essential to communicate in ways that clients understand. Storytelling and props can be an effective way of achieving this, and in this session Dobson explains how he has used these approaches to enhance his communication style. Sometimes demonstrating your points with the help of a ruler can go a long way toward helping clients process information and make decisions.
You could certainly present clients with pages and pages of information. Is that the best way to communicate your value, though, especially if it will only make clients more confused? In this session, Avery explains how a one-page financial plan and a simple contrast between two hypothetical jobs can help simplify decisions for clients.
With so many financial advisors out there, why should clients be committed to you? What can you do differently that makes them want to work with you? In this session, Kucheria shares three techniques she utilizes to stand out from the crowd.
Imagine qualifying for Top of the Table without making any sales calls or even calling your clients at all. In this session, Stanislawek, a Top of the Table qualifier from Poland, explains how automated online system that utilizes mailing lists and a free membership site to consistently deliver value to clients. Twenty percent of his clients have never even spoken to him!