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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

Advising Clients

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5 persuasive questions about empowering education planning through insurance

One of the best gifts parents can give their children is a strong foundation through a good education. Yet many parents don’t recognize the role life insurance can play in securing their children’s future. Learn what questions you can ask to help them see the possibilities.

0:05:09

Something most advisors struggle with, but I don’t

How do MDRT members guarantee that clients are prepared or that client surveys will generate positive responses? In this episode, MDRT members explain aspects of their roles that others advisors may find difficult but are a strength for their business.

You’ll hear from:
Leanne Barbara Bull, Dip FP, CFP
David Meszaros, CFP
Paresh B. Shah, CFP

Episode breakdown:
0:31 – Ensuring that clients provide all the necessary information
2:02 – Making things simple to enhance relationships and productivity
2:40 – How navigational themes helps clarify ideas for clients
3:16 – The benefit of quick response time
4:29 – If responding quickly makes it harder to detach

0:06:53

How to have a difficult client conversation about overspending

Clients can overspend, or turn to other possibly harmful behaviors, when they're stressed. Two financial therapists talk to Juli McNeely about how you can compassionately and respectfully talk to your clients about that.

Drive growth in business through powerful processes

How adjusting to the pandemic caused one MDRT member's activity rate and closing incidences to increase by 25 percent.

Growing my practice by 40% in challenging times

MDRT member Mohamad Manmohan Abdullah, ChFC, CLU, discusses how the pandemic ushered a new era in consumer attitudes and the impact on his business.

How a client’s insurance needs change over time

Insurance needs change over time, but your client may forget that. Make sure this is a conversation you periodically have with your clients to ensure they're protected.

Demonstrate your value by redirecting clients to what's controllable

By redirecting client discussions to what can be controlled, financial advisors can bring peace of mind and sense of control to clients, which further demonstrates your value.

0:04:58

Getting to the heart of the matter

Learn about a series of questions Cloke asks clients so he can gain insight into how they view finances.

Why you shouldn’t start a conversation with “How are you?”

Learn questions that can help you connect with clients on a deeper level.

0:05:43

What keeps me going as an advisor

When things feel like a failure, Elke Rubach remembers how important it is to keep on helping clients reach their goals.

The importance of family when selling insurance

All of your clients carry with them the power of their family stories and heritage. How does that fit into your insurance discussions with clients?

How a family record worksheet leads to business

How a personal inventory of clients’ family members insurance and financial records helps clients and encourages them to work more with financial advisors.

Marketing

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10 responses to whole life insurance objections

While the advantages of whole life over term insurance are obvious to you, that’s not always the case with prospects and clients. When discussing insurance with clients, try these ideas to help clarify the differences.

0:11:28

Getting referrals through virtual prospecting

Prospecting in traditional ways has been widely used by financial planners around the world. Prospects are getting resistant to these similar approaches, to the point where it is difficult to even get a prospect in for an appointment, especially high-net-worth prospects. Lim Yee Von illustrates a new way of prospecting that will not only get you appointments from your prospect easily, but also attract prospects to open up to your financial advice.

7 ways to kickstart your prospecting

Keep in touch with friends, clients and prospects with these seven tactful strategies for financial advisors and insurance agents.

0:04:13

Start with a planning framework

Gan highlights four simple modules to help clients better understand the financial planning process.

0:02:40

Changes I've made to my marketing due to COVID-19

The pandemic forced Elke Rubach to be more intentional with online outreach, using social media to focus on the message she wanted to send.

Good call

10 ideas to get clients to actually look forward to hearing from you.

Dive in

How to effectively leverage social media.

Slow & steady

Why there's more to the Al Granum’s One Card System than just activity, and how you can increase production while slowing down the frantic pace.

Carve your niche

Narrowing down to a specific group can increase your business.

0:03:20

Double your presentation reach using webinars: And it’s almost free

For a long time, seminars worked for marketing and meeting new prospects for Top of the Table qualifier Simon Gibson, Dip PFS. In 2019, Gibson had 450 seminar attendees. Abruptly in 2020, he could no longer hold in-person events. He switched to lower-cost webinars, and he was surprised to find his marketing efforts improved when he had 1,000 webinar attendees. Find out how you can do the same in this short video.

0:08:08

How to win clients and keep them

Success is not based upon the “yes” or “no” but upon communicating with as many people as possible, and then positioning yourself for success. In this presentation, find out how you can close more cases and earn more referrals.

0:10:40

Significant ways I’m adapting to a new normal

During a crisis, advisors are seeing that they must make big changes in their practice, particularly when it comes to marketing and presenting to clients. In this episode, MDRT members share the adjustments they’ve made and the benefits they have seen as a result.

You’ll hear from:
Catherine Chee Keng Lian, MBA, FChFP
John P. Enright
Sarah Helen Hogan, ACII

Episode breakdown:
0:27 – Replacing a plan for seminars with webinar marketing
2:38 – Recognizing that it’s better late than never to be active on social media
3:10 – Transferring in-person drawings to drawing on a screen
4:40 – Seeing that you can separate yourself through consistency
6:52 – Realizing that what you post on social media must change
8:41 – Embracing the power of sharing video content

Practice Management

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7 ways to show respect for clients

Clients want to know you care about them. Try these ideas to let them know they're important to you.

1:01:06

The challenges and rewards of cross-generational partnership

A panel of MDRT members discuss how they successfully partner across generations within their firms, including the challenges that come with working with someone from a different generation, how they’ve proactively defined roles both now and for the future, and why it’s worth it to partner cross-generationally.

0:11:35

How advisors overcome staffing challenges

What do you do if employees don’t work out the way that you expect? What’s the lesson from a staff member who doesn’t know to put a stamp on a letter? In this episode, MDRT members explain difficulties they have encountered and what they have gained from these experiences.

You’ll hear from:
David Braithwaite, Dip PFS
Sofia Dumansky, MBA, LUTCF
Jonathan Peter Kestle, CLU, B Com
Mark D. Olson, MSFS, CFP

Episode breakdown:
0:27 – Refining the job description to find the right person to replace departing staff
1:57 – Realizing the problems caused by continually extending a staff member’s probationary period
4:08 – Improving team camaraderie by removing a problem employee
4:33 – Learning that not everyone knows what you think they know
6:38 – When a new hire seems great but turns out not to be so great
8:39 – Adapting to things that aren’t done the way a team member says they are
10:36 – Changes being made to ensure hiring success in the future

0:08:37

Developing new ideas for customized service and digital marketing

The pandemic has created new opportunities to tailor your approach with each client and prospect. In this episode, MDRT members share how they make sure that communication on video, on the phone and, if possible, in person matches the wants and needs of the client.

You’ll hear from:
Catherine Chee Keng Lian, MBA, FChFP
John P. Enright
Sarah Helen Hogan, ACII

Episode breakdown:
0:31 – Delivering information via PowerPoint rather than a folder in person
1:06 – Utilizing video but recognizing when a phone call is preferred
4:04 – How video marketing can drive follow-up conversations with clients
5:27 – Remembering to give clients a choice about how they are served
7:18 – Thriving through a willingness to change and adapt

0:06:40

Missing opportunities? Widen your network and build influence

Top of the Table qualifier David Blake discusses how he has increased his business and well-being through helping in communities and meeting centers of influence.

0:05:44

Making Court of the Table, remaking me

Mannette had the worst year of his career in 2018 and was devasted not to qualify for MDRT. He explains how he made some changes using the Whole Person concept to come back stronger than ever and qualify for Court of the Table.

0:12:41

Lessons advisors apply from other roles they’ve had

Do the responsibilities of financial advisors have anything in common with a pilot, a student at a demanding school or a parent of four kids? In this episode, MDRT members share how roles that might seem separate from their current work have helped inform the way they run their practice.

You’ll hear from:

Yakov Baylis, CLU, ChFC
Edward M. Burnett, RICP
Russell L. Clousing, ChFC, CLU

Episode breakdown:

0:33 – Delivering quality time as a professional pilot for businesspeople
2:55 – The universal importance of managing expectations
3:50 – Work ethic gleaned from a rigorous educational program
5:50 – How those lessons were applied as a financial advisor
6:50 – How raising four kids translates to prioritizing and managing multiple challenges
8:18 – Knowing when there is and isn’t time for friendly chatter
10:11 – Identifying focus time in school or at the office
11:12 – Recognizing that you don’t always have to take every call

0:03:35

The benefits of working as a team

Kathleen Benjamin's 20-person team collaborates to best serve their clients. Here's how it works for them.

0:06:12

Transition from wow to a-ha!

When you transition from wow to aha with your clients, you’ll not only surprise and delight your clients, but you’ll qualify for Court of the Table and Top of the Table.

0:07:32

Finding new opportunities to embrace virtual connection

The pandemic has inspired advisors to innovate a variety of touchpoints with clients, staff and friends in the financial services profession. In this episode, MDRT members discuss the benefits of Zoom happy hours, increasing the frequency of meeting with your peer group and more.

You’ll hear from:
Catherine Chee Keng Lian, MBA, FChFP
John P. Enright
Sarah Helen Hogan, ACII

Episode breakdown:
0:30 – Developing a Zoom happy hour for my clients
2:51 – Turning a quarterly catch-up into a weekly meeting
4:45 – Hearing fantastic feedback from clients about your efforts
5:24 – Reviewing client cases with colleagues and creating motivation

Q&A: Rickson D'souza

Rickson D'souza's Instagram feed is filled with photos of other businesses.

A four-step plan to motivate during this crisis

Abdullah sees increase in business thanks to proactive strategy with staff.

Whole Person

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0:04:19

Books that have played an impactful role during challenging times

Have you found a book that can make a difference in a client’s life and taken the initiative to share it with them? In this episode, MDRT members explain each of the books they have chosen and the difference that it made.

You’ll hear from:
Catherine Chee Keng Lian, MBA, FChFP
John P. Enright
Sarah Helen Hogan, ACII

Episode breakdown:
0:31 – A surprising coincidence about “The Boy, The Mole, The Fox and the Horse”
2:36 – Recognizing the elevated value of “Raising Financially Aware Kids” during the pandemic
3:12 – Why clients can learn from “Walking out of the Financial Maze”
There are many reasons why advisors might have wanted to share reading

0:06:02

The 3 P’s of this business

Meszaros shares how believing in people, purpose and passion allows her to take care of her clients and make a difference in the world.

The nature of support

MDRT Foundation grant helps in unexpected ways during COVID-19 crisis.

Committed to helping

Brian Walsh brings his lifelong motto to his leadership role as MDRT Foundation President.

On the path to growth

2021 MDRT President Ian Green focuses on guiding clients and members to greater satisfaction at work and home.

Time to recharge

How to combat compassion fatigue and burnout, while still helping clients.

Results alone are not enough

In a world of ongoing digital transformation, we must rethink our practice to continue being relevant, creating value and being our clients first choice. In this session you will learn how, if you implement small details into your practice, you will gain client loyalty and maintain a solid and lasting bond.

0:05:17

Mind changers

Parwani shares how mind-changer tools can change your life.

0:08:18

Nominee acceptance speech

Gagne discusses the beginning of financial services career, his MDRT family and his involvement within the organization as he joins the Executive Committee.

0:09:03

Incoming President's speech

MDRT First Vice President Ian Green talks about what MDRT has meant for him personally, through the Whole Person concept, and for his career, through access to the ideas of his peers.

0:09:02

Presidential address

When life takes you on an unexpected and difficult journey, there are those who step up and infuse the world with MDRT’s message of excellence, service and significance, said MDRT President Regina Bedoya, in her Presidential address at the 2020 MDRT Annual Meeting and Global Conference Virtual Event.

0:08:53

How the MDRT Foundation has impacted me

Maybe it’s seeing the opportunities and memories created for people around the world. Maybe it’s recognizing your perspective on the world has changed. In this episode, two MDRT members who currently serve on the MDRT Foundation Board of Trustees share how they have seen a difference in their lives through volunteering with the MDRT Foundation.

You’ll hear from:
Adrian P. Baker, DipPFS
Priti Ajit Kucheria, CFP, LUTCF

Episode breakdown:
0:26 – My biggest memory from more than a decade with the Foundation
1:22 – The first moment when I realized the power of the Foundation
4:07 – How I noticed the impact of the Foundation on my life
5:07 – Recognizing the ability to change lives around the world
5:58 – When the people in my life take notice of my involvement
6:51 – Expanding my awareness on a global level