Resource Zone

 

MDRT has resources at your fingertips, developed specifically for helping you focus on the here and now. Check back often for new strategies to help you build a successful future.

Focus On Advising Clients

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How to build strong client bonds in stressful times

By applying the principles of emotional intelligence you’ll strengthen bonds with clients, friends and family as well as become a better leader.

0:06:01

Changes I’ve made in response to surprising client reactions during crisis

Every client is different – how will you adapt if one catches you off-guard regarding their coverage, or in their openness to refer you during a challenging period? In this episode, MDRT members explain how they are making adjustments to meet each client’s needs.

You’ll hear from:
Anant Jain, AFP, CFP
Miliana, CFP
Sherry Lee Ong

Episode breakdown:
0:30 – Connecting clients’ plans with a time when they’re especially needed
1:45 – Acclimating to receiving unexpected referrals
3:36 – Communicating with clients who can’t sleep because of financial worries

Explaining volatility

Why you should discuss market volatility and financial planning with your insurance clients.

Don't buy the ostrich farm

Talking to clients about alternative investments and get-rich-quick schemes.

0:03:44

Three ideas to stay in business during a crisis

Despite uncertain times, your business doesn't have to slow down. Try these three ideas to help your clients be more secure in an insecure world as well as keep your business thriving.

Ask and ask again

Client asks to cancel policy, instead finds he's owed $500,000.

How to strengthen your self-discipline muscles

Past MDRT President Tony Gordon discusses how self-discipline is like a muscle. The more it’s used, the stronger it becomes.

The opening of a new door to success

How these work-from-home times have become the most productive in the career of Plabita Priyadarshi, an MDRT member from India.

0:07:51

How going through trying times can lead to new possibilities

What are you adjusting in terms of your technology or communication during this difficult period? Are you helping clients recognize how essential it is to prepare for the unexpected? In this episode, MDRT members share how they are taking setbacks and turning them into opportunities.

You’ll hear from:
David Eric Appel, ChFC, CLU
H. Richard Dobson Jr.
Julianne Hertel, CLTC

Episode breakdown:
0:26 – Office processes that can become more refined during difficult times
1:15 – Examining your communication style with clients regarding mortality
2:51 – Taking this time to reflect and make sure all necessary coverages are in place
3:45 – Communicating the proactive nature of planning and protecting
6:05 – How insurance companies are adapting to current challenges

Finding new ways to give clients what they want

Simon D. Lister, Dip PFS, explains how he has adapted his practice for the current, challenging climate.

0:09:26

Communicating with almost-retirees when the market tumbles

How can you show pre-retiree clients that you have helped them prepare for the current climate? What analogies will help clarify your point and put people at ease? In this episode, MDRT members share how they are talking with clients to make sure they see that a falling market doesn’t mean they are in trouble.

You’ll hear from:
David Eric Appel, ChFC, CLU
H. Richard Dobson Jr.
Julianne Hertel, CLTC

Episode breakdown:
0:31 – Reiterating to clients that you have been planning for this
2:58 – An opportunity to zero in on clients’ asset mix
3:36 – Why you should be wary about the law of averages
5:41 – An example from what my mother wonders about the market
7:37 – The importance of reviewing what clients have and why

0:05:39

How to help clients and team members who are struggling emotionally

There are times when stress and anxiety, which can be caused by a financial or family crisis, can be too much for clients or even your team members and co-workers. Two financial therapists discuss ways you can refer them to mental health professionals.

Focus on Marketing

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0:04:30

An often-overlooked center of influence

Centers of influence don't have to be accountants and attorneys. Aurora Tancock shares her best source for reaching more clients.

0:06:06

How seminars can help you find ideal clients

Aurora Tancock has been doing seminars for a local human resources department for 18 years. Here's how they help grow her practice.

0:03:11

Why work with centers of influence?

Building relationships with centers of influence can be a long and challenging process. But here's why Aurora Tancock believes it's worth it.

0:05:39

What centers of influence want from you

When you work with centers of influence, you get surrogate trust from their referrals. Paresh Shah shares the four things they want in return.

1:00:08

Generating quality introductions from centers of influence

Building relationships with centers of influence is an important part of growing your practice, but there’s no single way to do it. In this webinar, two MDRT members share their methods of working with centers of influence, including why making those connections is so essential. They explore ways to get introductions, how to build relationships that result in introductions to prospects, and how centers of influence can lead to building a referral-based practice.

Create yourself; create your brand

Simple steps to grow your business in a sustainable way.

Fishing in rough water

Prospecting secrets for achieving success in a challenging business environment.

Can I still get referrals during the pandemic?

While clients may still be apprehensive, you can help their friends and earn referrals.

Everyone loves scripts

Rehearsing ahead of time provides quick responses for any situation.

Keep the pipeline moving

Use these ideas to create scripts and talking points.

The power of words: What you say determines if clients listen or ignore your advice

Easy analogies and examples for explaining insurance and financial planning.

What do you say to clients during rough times?

Attendees from the 2008 Top of the Table Annual Meeting, which took place during a market downturn, discuss what they tell their clients during tough economic times.

Focus on Practice Management

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1:05:21

How MDRT members refine, differentiate and grow

A panel of early-stage, mid-career and longtime MDRT members discuss what it took to get to their current level and what they are doing to stay there. They also talk about the importance of setting goals, tracking activity and being coachable, as well as how they handle hiring and how they balance work with other responsibilities. Learn how they've grown over the years, the failures they've faced, and how MDRT helped them achieve success.

0:04:09

Safety protocols to make clients and staff more comfortable

How can you acknowledge and adjust your office and your communication to deal with concerns related to the pandemic? In this episode, MDRT members share changes they are making and strategies for showing that health and safety are a top priority.

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

Episode breakdown:
0:25 – Communicating changes made for in-person meetings
1:07 – Additional tweaks made to prioritize safety, including automatic hand sanitizer
2:54 – Investing in continued connection without meeting in person

How to communicate to move your business from stress to strength

If clients and team members are stressed, they’re not at their best, and your business may not be either. Find out what communication techniques can keep those connections running at their best.

0:03:27

3 critical things when working from home

You can successfully work from home when you manage your time, create processes and hire the right people. Learn more from Jennifer Mann, who has been working from home for several years, in this short video.

0:10:27

Navigating difficult situations with clients and staff regarding the virus

During these unusual times, how will you handle potentially awkward conversations regarding safety? In this episode, MDRT members share how they are dealing with the complicated feelings and physical challenges involved in communicating with clients as some offices reopen.

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

Episode breakdown:
0:32 – How to quickly identify where the other person is on the spectrum of concern
1:07 – Balancing an individual’s choice with the safety of others and yourself
4:51 – Continuing Zoom meetings even though the office is open
6:02 – Navigating difficult social experiences pertaining to safety
7:18 – Dealing with a wide spectrum of behavior regarding the threat of the virus
9:26 – Staying humble and adapting your client service to each person

Establishing a weekly flex day after seeing work-from-home effectiveness

John P. Enright explains why the recent events impacted his perception about remote work policies.

Beyond a bathrobe and slippers: Survival skills for working from home

To get the most out of telecommuting, try out some of these best practices.

Leading through uncertain times

Inspire with confidence as you navigate business changes.

Hit your business reset button now

Adapt to the current market conditions or struggle professionally. Learn how to thrive with ideas from MDRT member Kennedy Sumarlie.

Turning no clients into yes clients

Use creative touch points and the long game to win over prospects and clients

0:08:32

How I’m keeping staff engaged while business recovers

Even during a crisis, it is important to make sure your team feels that your practice is a place where they are valued and can grow. In this episode, MDRT members share what they are doing to ensure their staff members remain connected to the business during difficult times.

You’ll hear from:
Anant Jain, AFP, CFP
Miliana, CFP
Sherry Lee Ong

Episode breakdown:
0:32 – Adapting quickly to new procedures and communication
1:48 – Finding ways to pay more, not less
2:37 – Assigning fun activities to increase team member engagement
3:45 – Changing job descriptions to help staff adjust to new responsibilities
5:46 – Looking out for professional growth and emotional health

12 ideas to better client service

Get people to call back and get more referrals with these easy tips.

Focus on Whole Person

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0:04:45

Set goals and break them down into smaller steps

All of your goals can be achieved in just 40 days with this simple, but effective, system from Alphonso Franco, of Canada.

0:07:41

Forecasting client needs as the crisis goes on longer

What are you doing to plan for what clients will be thinking and worrying about as these difficult times continue? In this episode, MDRT members share what they anticipate from clients moving forward and how they will help meet those needs.

You’ll hear from:
Anant Jain, AFP, CFP
Miliana, CFP
Sherry Lee Ong

Episode breakdown:
0:30 – Being prepared for a rise in depression
1:18 – Recognizing differences in spending and where clients derive their happiness
3:32 – Reframing services and communication to meet clients in their new state of mind
5:07 – Enhancing online prospecting to find more people who need help

Recovery and empowerment

Top MDRT Foundation Quality of Life grant awarded to support survivors of human trafficking.

Diary of an MDRT member: 5 things to do daily while at home

While we can’t go to the office to work, we can use our time at home well as our imagination and abilities allow. Read how an MDRT member is productive daily with these positive activities.

Discovering a balanced approach to staying at home

Rather than seeing this virus outbreak as a great disaster, why don’t we try to see it as a great corrector that gives us the opportunity to re-evaluate our lives?

Stick to your goals to thrive in uncertain times

Now is the time for MDRT members to activate their greatest attributes, self-discipline. We need it to succeed, says Tony Gordon.

0:08:20

How I’m approaching my biggest challenge during quarantine

How do you help yourself right now if you are a social person used to having a lot of in-person appointments? Or you want to help friends and family but can’t? In this episode (recorded before stay-at-home orders went into effect), MDRT members explained what they have struggled with during the current global crisis and what they have done to overcome these challenges.

You’ll hear from:
David Eric Appel, ChFC, CLU
H. Richard Dobson Jr.
Julianne Hertel, CLTC

Episode breakdown:
0:29 – Finding new ways to interact when you’re a social person
1:45 – Overcoming the feeling of being powerless with friends and family
3:12 – Utilizing new opportunities to get out and do something
3:48 – Establishing new perspective on a calendar without in-person appointments
7:09 – Counteracting your own concerns by making comfort calls to clients

Persevering through the unexpected

Grant shares extreme lessons in maintaining your business when your personal life falls apart.

7 steps toward reducing stress

Marston, a noted expert in work-life balance, shares seven sanity savers that can reduce stress in your profession and personal life during difficult times.

The 7 conditions of success

Philosopher Tom Morris reveals the seven pillars that make up a universal framework for satisfying and sustainable success.

Tell your story!

Greshes, a sales-motivation expert and entrepreneur, implores financial advisors to stresses the extraordinary quality, service, convenience and value of their work to the world.

Taking your life to new heights

Adventurer Ronnie Muhl shares how the lessons he learned from climbing Mount Everest apply to financial advisors.