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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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.

0:06:53

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.

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.

Change is on its way

The life insurance industry in Malaysia continues to evolve.

Picking up the pieces

Oliveira increases financial education and looks at behaviors to help her struggling clients.

Don’t overlook communicating the big economic picture

Learn how one MDRT member helps anxious clients understand the difference between “event-driven,” “cyclical” or “structural” recessions.

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.

Focus on Marketing

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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.

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.

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.

0:10:40

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

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.

Focus on Practice Management

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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.

0:08:37

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

0:03:35

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.

0:07:32

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.

Virtual reality

Johnson leverages automation to maintain and grow a client base that is nearly 100% remote.

Making the best of video conferencing

Ideas for the right tech to use and getting clients to commit to the meeting.

9 easy ideas for better client service and motivation

Tips for keeping yourself motivated while providing excellent client service.

0:02:33

Changing who leads us tomorrow: A pandemic paradigm shift

The pandemic changed Top of the Table qualifier Ted Rusinoff’s time at home as well as accelerated the pace of his business. He’s experienced more financial advisors exiting the business and it’s changing who the industry leaders will be in the future.

0:07:06

A system for effectively tracking your time and productivity

What does time managment have to do with chess? Learn how Timothy Clairmont's time management method assigns values to different activities, and how it could improve your productivity.

0:05:10

The connection between discipline and success

Timothy Clairmont shares how to structure your time for the best return on investment, including tracking Key Performance Indicators.

Focus on 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

Time to recharge

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

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.