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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Q&A: Sukanta Singha Roy

The pandemic brings opportunities and challenges in advising clients.

Leading the leaders

As business owners struggle to survive, Lim goes live with advice and solutions.

Open for delivery

A restaurant owner needed to reconfigure his business during the lockdown.

How to get referrals and 8 other great ideas

From creating positive podcasts to scheduling goals in 12-week blocks, MDRT members share strategies for success.

No luck required

How advisors in Ireland are navigating the challenges that come with COVID-19.

Science & software

Leledakis embraces a technology- and data-driven approach to prospect and client meetings.

Sticking to the plan

MDRT members discuss the importance of holding clients accountable to their goals.

Luxury items are out. Financial security is in.

How recent changes in consumer attitudes could be a good thing for advisors.

Searching for true goals

Deeper conversations helped a client change his life.

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.

The importance of family when selling insurance

Plus using a family record worksheet and making the family your client

Escape plan

A new client's plea for help, a pandemic and a last-minute flight out.

Focus on Marketing

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0:16:43

Easily overlooked improvements that have happened during tough times

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

Episode breakdown:
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

Managing 1 basket

Priyadarshi services clients all in the same company.

Become the go-to-advisor with webinars

The magic questions to ask clients about how they're doing, plus questions to ask about insurance.

How to prospect online

Conveying empathy and care is still possible virtually.

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.

Focus on Practice Management

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0:16:45

Success stories from reopening my office – or keeping it closed

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.

Creating camaraderie from afar through relationship building for remote teams

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.

Eyes on the horizon

Advisors in Canada are focused on challenges still to come.

Process and people

Balaneski's adjustments free up time for better client service.

Get ready for your close-up

How to host video calls that look professional and inviting.

Set a path

Setting and evaluating goals with employees goes beyond just activity levels.

0:01:45

How to handle back-to-back video meetings without missing client details

If you stack your appointments and need an easy way to remember client details, try this tip from Jennifer Mann.

The scheduling solution

Develop a process for calls that keeps prospects coming.

The 7 C's of effective checklists

Create a process for client interactions to transform your business.

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.

Focus on Whole Person

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Combatting decision fatigue

Try these strategies to fight depleting energy caused by a constant barrage of decisions.

The accountability call

Feeling unproductive? Try this simple strategy to get back on track.

One good thing

MDRT members find hope and joy amidst today's challenges.

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