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.
Staying successful means learning new ideas, such as how to acquire new habits, and surrounding yourself with people striving to do the same. MDRT book clubs achieve both. Hear from MDRT members Dana Mitchell, CFP, CLU; R.J. Kelly, RICP, MSFS; and Adrian George, CFP, TEP, about some of their favorite books and the ideas from those books that made an impact on them professionally. Find out more about book clubs at mdrt.org/bookclub.
MDRT qualification can be earned with more sales or larger cases. Marc Silverman shares his approach for perennial Top of the Table qualification with taking the large, annual goal and breaking it into smaller, achievable goals. Presented at the 2016 Annual Meeting.
Advising ClientsView All
Asking for referrals can be awkward. It doesn’t have to be, though. Discover a coach for financial advisors’ three-step process, including not surprising clients at the end of a meeting by asking them for referrals.
Try this method for discovering coverage gaps.
Find out how an MDRT member guides clients to discover they’re leaving their most valuable asset — themselves and their health — unprotected.
The pandemic brings opportunities and challenges in advising clients.
As business owners struggle to survive, Lim goes live with advice and solutions.
Your guide to becoming a strategic, not a transactional, advisor.
A restaurant owner needed to reconfigure his business during the lockdown.
When a 26-year-old woman gets a terminal diagnosis, Stuart Shee Yew Kuen is thankful he has sold her an insurance policy.
From creating positive podcasts to scheduling goals in 12-week blocks, MDRT members share strategies for success.
How can you connect your own needs and preferences with the clientele you work with? In this episode, MDRT members explain how they prioritize honesty and match what they give with what they get back.
You’ll hear from:
Terri E. Krueger
Mark D. Olson, MSFS, CFP
0:31 – Choosing to work with honest people that you like
1:56 – When you learn that taking on a client was a mistake
3:09 – Being honest when a client is occupying too much of your time
3:49 – Adding questions to identify potential red flags in a client
5:18 – Adjusting your approach when clients are reluctant to provide the information you need
You will change how you relate to clients when you realize that although we don't have much control over what happens, we can choose how we relate to what happens.
You may want to retire the terms “senior citizen,” “elderly” and “retirement” from your vocabulary, especially when talking to people in their 60s and beyond. Just because you know someone’s age doesn’t mean you know their goals and plans. Find out how you can connect better with clients as you listen to members of an MDRT book club discussing in-depth the “third age” with the authors of "What Retirees Want." MDRT members can see the full version of the discussion. Find out more about book clubs at mdrt.org/bookclub.
Overcome a challenge in your financial services practice with one of these MDRT sales ideas.
Have you recently started making your own YouTube videos or sending out cookies to clients? In this episode, MDRT members share potentially underrated adjustments they have made that have made a difference during a challenging period.
You’ll hear from:
Lam Pui Ka
Brad J. Myers
Leena Parwani, MBA, Cert CII
0:34 – Helping a new group of people through YouTube videos
2:33 – Developing connections through a new review program
6:33 – Fostering client touchpoints like virtual lunch-and-learns and cookie shipments
11:21 – Enhancing dialogue with clients who are parents of young children
13:22 – Offering to help older clients order food or use Zoom if they need assistance
Learn how you can stay in touch with prospects so they want to call you when they’re ready to buy insurance.
Priyadarshi services clients all in the same company.
The magic questions to ask clients about how they're doing, plus questions to ask about insurance.
Here is how when a client raises an objection, you can view the situation from their perspective.
Do you judge people by their appearance or get to know them more deeply than that? Do you meet with clients whose financial circumstances might change for the better? In this episode, MDRT members share how they connected with clients who turned out to have far more assets than initially thought.
You’ll hear from:
Terri E. Krueger
0:28 – When clothes don’t match up with savings
1:59 – Looking beyond the surface for information that other advisors miss
2:53 – Less-than-ideal location becomes home to big winners
Sometimes clients you consider friends don’t send you referrals, and you don’t know why. It could be for one of these six reasons.
If you’re a great salsa dancer or experienced singer, can that benefit your practice? In this episode, MDRT members share how their personal, potentially unrelated skills have crossed over to become professional assets.
You’ll hear from:
Maria Josefa Garcia
Stacy L. Kahan, CLU, RFC
0:35 – Connecting with clients through dancing and food
2:15 – Singing for clients after appearing on the Chinese version of “American Idol”
5:18 – Utilizing a knack for being very persistent
9:03 – The talent of being able to read people well
Conveying empathy and care is still possible virtually.
How to get introductions to their clients and maintain long-term relationships.
Practice ManagementView All
Here’s what makes you the financial advisor that people want to go to.
A panel of four MDRT members share how they set and achieve goals, including tracking productivity and staying accountable for progress.
You will connect better with clients with these tips to improve your active listening skills.
As the pandemic continues and local governments update their guidance for social distancing, advisors are deciding whether to meet in person with clients or by leveraging technology. In this episode, MDRT members share how they have thrived whether through ongoing virtual work or through establishing in-office options. Featuring MDRT members Lam Pui Ka, Brad J. Myers, Leena Parwani, MBA, Cert CII.
When working remotely, productivity can drop sharply as you lose touch with your team. With some planning, however, you can create a sense of camaraderie from afar.
Advisors in Canada are focused on challenges still to come.
Kueider restructures her business following a separation from her longtime partner.
Balaneski's adjustments free up time for better client service.
Lister leads Top of the Table with a perspective on dedication and growth.
Generational business fails and what to do about them.
How to host video calls that look professional and inviting.
And 4 other questions leaders have about appreciation.
Whole PersonView All
Is there a different way to look at working with clients or marketing ideas? After reading “Eyes Wide Open” by Isaac Lidsky and talking with the author in their book club, four MDRT members shared their life and career-enhancing ideas. Watch Terri Krueger, Alison Murdock, Ted Rusinoff and Brendan Walsh to see more. MDRT members can see the full version of the discussion with Lidsky. Find out more about book clubs at mdrt.org/bookclub.
Try these strategies to fight depleting energy caused by a constant barrage of decisions.
A panel of three MDRT members discuss what it's like to be a female advisor and share their own success stories and how they’ve gained confidence over the years, as well as how to recruit and retain more female advisors into the profession.
Leaders are human, and to be uncertain is human. Find out how you can embrace vulnerability and find opportunities.
MDRT members share personal connections to MDRT EDGE charity partner.
Feeling unproductive? Try this simple strategy to get back on track.
MDRT members find hope and joy amidst today's challenges.
Dailey secures MDRT Foundation grant for organization supporting people with ALS.
Simple steps to move past unproductive thoughts in yourself and your team.
Past MDRT President and 42-time Top of the Table member Tony Gordon is one of MDRT’s favorite speakers. Join Past MDRT President, and 32-year member, Jennifer A. Borislow, CLU, as she taps into an MDRT legend to learn how he has achieved and maintained his level of success. Following the presentation you will have the opportunity to get your questions answered. Don’t miss this opportunity to hear Gordon share his decades of experience to help you make the best of your career.
In this session, Brain talks about how you can make the most of your MDRT experience. Don't just be a bystander, get involved and watch the magic happen! He discusses the personal and professional benefits of MDRT involvement, highlights the many MDRT resources that you can take advantage of (such as the Resource Zone, mentoring, networking and study groups), and inspires you to make the most of your MDRT membership to unlock your full potential.
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
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