Resource Zone
Welcome to the Resource Zone — home to MDRT’s multimedia resources to help you improve your productivity and run your business more efficiently.
Search by keyword, or browse by topic or collection, to find ideas in video, audio or text format.
Resource Zone
The ability to pitch, the confidence to win
Adam SlonimLearn about the art and skill of pitching to extract the maximum value from client relationships from Adam Slonim, a specialist in leadership training.
Reflection as momentum
Sarah SteimerScritchfield looks to harness the organization's historical energy as he steers MDRT into the future.
Choosing service as a way of life
Matt PaisNichols takes route of consistent service to become 2022 MDRT Foundation President.
Don't talk yourself out of a sale
Joshua S. Bernard, QFAWhat happens when a client says, "I'll think about it." You may have failed to listen to a client and then you said the wrong thing. Sometimes, you can fail to acquire a client when you don't know when to stop talking. Find out how to avoid this from Top of the Table qualifier Joshua Bernard, from Grand Cayman Islands, BWI.
Social media lessons to drive prospecting
MDRTHow do you ensure that the right people are seeing what you post on social media? Should you be sharing information about your products, your team, or your family? In this episode, MDRT members share the digital changes that have helped connect with new clients.
You’ll hear from:
Carla Brown, FPFS
Matthew Richard Duffy, LUTCF, FSS
Episode breakdown:
0:27 – Adjusting strategy on Facebook to increase exposure
3:21 – Driving engagement through posts about your team
6:18 – How to evaluate what is and isn’t working
Advising Clients
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What does the future hold for the insurance industry in India post-pandemic?
The COVID-19 pandemic has created unforeseen challenges for businesses across the globe. The life insurance industry is no exception. It has faced significant decline in businesses in the first six months of 2020. Kamlesh Shah shares how the sector gradually picked up pace and managed to bounce back.
Change of perception for life insurance in India: How has the insurance sector evolved using technology amid the pandemic?
The insurance industry in India faced a significant decline in business in the first six months of 2020 due to the COVID-19 pandemic. Kamlesh Shah, a 13-year MDRT member from Mumbai, India, explores the new normal of the insurance sector and how technology has changed the whole game.
How to have critical conversations
Beyond your demonstrated success, are you missing a crucial piece in your risk management conversations?
Empowering widowed clients
How to help clients who have lost a spouse gain financial know-how and plan for their own future.
11 great ideas from MDRT members
MDRT members share tips on how to strategize with clients, ask thoughtful questions and more.
Tell your clients: Set aside a budget for insurance. It’s worth it.
Liza Mae Daniel, PFA, a two-time MDRT member from Cebu City, Philippines, shares tips on guiding prospects interested in availing of insurance products by maximizing their budget.
Establishing your financial planning expertise to build credibility and trust with prospects
Four financial advisors from the Philippines share how to build credibility and trust with prospects during the first meeting.
Understanding the dynamic between client and financial advisor
Often clients are worried that financial advisors' first priority is to sell. It’s not always easy then when a client asks for one product yet may be served better by another product. Top of the Table members Ted Rusinoff, David Blake, and Mike Ross as well as Court of the Table qualifier Josh Ketchie talk with TOT member Stephen Kagawa about how they work with clients in that situation and how it relates to what’s in Kagawa’s book, “Aloha Financial Advising.” Watch more in this MDRT book club conversation. Find out more about book clubs at mdrt.org/bookclub. See the full book club discussion in Favorite books: A chat with the author. (For MDRT members only)
Financial planning advice for entrepreneurs (SME owners)
Kate Sangco Lopena, CWP, CEPP, a two-time MDRT member from Quezon City, Philippines, built her MDRT portfolio by catering to small and medium enterprises (SMEs), a niche market for Filipino financial advisors. “Since SMEs comprise 99% of the local businesses here in the Philippines, they’re a big opportunity for financial advisors as the usual target clients are individuals. What they need to know is that Filipino SME owners also need financial planning advice to protect their businesses and employees,” Lopena said. “The good news is that they are business-minded people, making it easier for them to understand how insurance products can help them.”
How to motivate clients to secure adequate life coverage
MDRT, as part of the Help Protect Our Families initiative, presents a conversation with David Eric Appel, CLU, ChFC, and George B. Sigurdson, CLU, to examine how advisors can help clients and prospects see the value of life insurance. Appel and Sigurdson share their ideas for guiding clients to obtain adequate coverage, including grasping the urgency of making a purchase before it’s too late. Plus, an appearance by a special guest.
The joy of giving
The pandemic reminds us that life is fragile. Marten encourages you to experience the joy of giving through charitable planning.
Marketing
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Encouraging clients to post about you on social media
Asking clients to post about their positive experiences with you to their social media platforms can be an amazing conduit for gaining referrals.
Social media lessons to drive prospecting
How do you ensure that the right people are seeing what you post on social media? Should you be sharing information about your products, your team, or your family? In this episode, MDRT members share the digital changes that have helped connect with new clients.
You’ll hear from:
Carla Brown, FPFS
Matthew Richard Duffy, LUTCF, FSS
Episode breakdown:
0:27 – Adjusting strategy on Facebook to increase exposure
3:21 – Driving engagement through posts about your team
6:18 – How to evaluate what is and isn’t working
Identifying hidden gems: Prospecting for high-net-worth clients
Are you looking to service your first high-net-worth (HNW) client in Singapore? Diana Zhu reveals how you can take the right steps.
The foundations of strategic social media branding
Stick to your passion, storify your content, and have a weekly plan.
The ability to pitch, the confidence to win
Learn about the art and skill of pitching to extract the maximum value from client relationships from Adam Slonim, a specialist in leadership training.
How to ask for referrals from clients
Referrals are a cost-effective way to bring in very valuable prospects. Gan Chin Soon shares effective ways you can ask clients for referrals.
How to requalify for MDRT
Daniella Chiu shares how she managed to requalify for MDRT by trying different ways to expand her network.
Understanding the High Net Worth market
How do you approach potential clients in High Net Worth circles? MDRT member Diana Zhu shares her expertise in serving the High Net Worth market in Singapore.
Getting referrals as a by-product of genuine connections
Joyce Chan from Singapore naturally attracts clients who align with her values. She shares the significance of being your authentic self with existing and potential clients alike.
Reimagining clientele
With her target market inaccessible during the pandemic, Stewart developed a whole new niche.
A line on new business
Three ways to encourage your friends to identify prospects and send them your way.
LinkedIn blunders
How to properly use LinkedIn, attract your ideal clients with authenticity and create a feel-good connection with storytelling.
Practice Management
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These are the must-have client servicing skills, according to MDRT members
Four MDRT members share their must-have pandemic-proof client servicing skills.
Best practices for consistent production
How do you ensure your practice is running smoothly throughout the year? Do you gather feedback from clients, and what do you do with that information? In this episode, MDRT members share changes they have made to ensure consistency in their business.
You’ll hear from:
Carla Brown, FPFS
Matthew Richard Duffy, LUTCF, FSS
Episode breakdown:
0:27 – The benefits of bringing in an operations manager
2:16 – Avoiding inconsistency with an intake form and a survey
5:41 – The value of using a follow-up questionnaire
6:43 – Changes made to improve and learn from the survey
9:16 – Determining that the operations manager was helping establish consistency
Improving productivity to meet your career goals
Seventeen-year MDRT member Pearlyn Koh, ChFC, shares why it is important for financial advisors to improve their productivity and how it has helped her achieve some major career goals.
The keys to successful succession planning
Whether you’re looking to grow your practice by buying a book of business, build your practice’s value in preparation of a future sale or pass down your practice to the next generation, it’s important to have a plan. A panel of four MDRT members address all three scenarios from their own personal experiences with succession planning
Three-part routine to effectively secure clients and retain MDRT qualification
Ivan Lontoc, a three-time MDRT member and Certified Investment Advisor from Makati, Philippines, shares his routine that's been important in maintaining his consistent MDRT qualification and expanding his client base.
State of transition
Advisors from New Zealand remain committed to client service, despite regulatory challenges.
The power of relatability
Davidson overcame adversity and found success by building on common ground — which he continues to nurture in retirement.
Reflection as momentum
Scritchfield looks to harness the organization's historical energy as he steers MDRT into the future.
Catching red flags during M&As
It’s easy to get excited about buying business, but due diligence is a necessary speed bump in the process.
Tips and Technology
Make your life easier with a device subscription, follow-up system and music to improve focus.
Whole Person
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How to measure success in the time of COVID-19
How has COVID-19 altered the business success measures of financial advisors? Ruthie Sy-Juanson, CPA, CIS, a six-time MDRT, opens up about how the pandemic changed her perception of success in her business. “Majority of prospects don't get a plan because they want to stay liquid and hold on to their cash, especially at this uncertain time,” Sy-Juanson said. “We need to enlighten our clients on how financial planning can protect them from risks. Hospital confinement, home quarantine, critical illness, and even your family's income continuity can be covered by insurance. Buying insurance is buying money at a discount.”
How to achieve work-life balance in your insurance career
Adrian Lee, a two-year MDRT member from Malaysia shares his secrets to achieving work-life balance as a member. One of the reasons why Adrian Lee decided to become a financial advisor was due to its flexible and independent nature of working. He tells us that the key to finding a healthy work life balance is to focus on personal goals and evaluating tasks based on their level of priority, the flexibility of the hours and opportunities for a long-term career path.
Effective goal setting for MDRT qualification
Arlyn Tan, a strategic wealth management advisor and Qualifying & Life MDRT member, shares her perspectives on how financial advisors can best approach qualitative and quantitative goal setting in their careers, including MDRT qualification. “Consider these three things: Understand your Why, know the benefits, and plan how you will achieve your goals.”
How to achieve success as an MDRT member
Kelly Ho shares how she came out of her comfort zone to become a successful MDRT member.
MDRT magic
While we may not always be aware of it, there are tips and opportunities all around us. As Osada shares, sometimes those tips come in the form of small triggers.
Q&A: Thian Lung Jong
Thian Lung Jong has watched the pandemic show consumers the importance of proper financial planning.
Choosing service as a way of life
Nichols takes route of consistent service to become 2022 MDRT Foundation President.
Building confidence as an advisor
How mentors, hard work and the right attitude can elevate your chance for success.
Striking the right balance as a Whole Person
Being a financial advisor in Singapore’ fast-paced society is no easy feat. Bernice Lee shares her secret to maintain the balance between her career and personal life and why it’s important to slow down when we need to.
Beyond the money
During times of crisis, we realize the relationships we have with our valued clients go far beyond just money. Because other parts of our lives can greatly impact our financial life and vice versa, McNeely developed a quick satisfaction survey that you can implement into your business to help gauge how your clients are doing as a Whole Person.
Hope and support
MDRT Foundation collaborates with charity partner To Write Love on Her Arms for 2021 Annual Meeting.