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18 Resources

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Process and the 12 P's of performance

Bruce W. Etherington, CLU, CH.F.C. 0.0

Etherington reviews his process for prospecting, fact-finding, selling and serving clients which has garnered him 40 Top of the Table qualifications — making him one of only 12 people in the world with that distinction. He shares simple transferable ideas, strategies and tactics that have worked for him for more than 50 years, and can work for others. His process will enable you to dramatically grow your business and achieve results that aren’t limited to personality and persuasion skills.


The power of a deadline

Aurora L. Tancock, CFP, FLMI 4.0

Has there ever been a simple idea that changed your life? In this session, Tancock shares the sales idea that had a huge impact on her business and personal life. By setting a deadline for her goals, she took action in new and significant ways.


Simplifying the complex

Robert L. Avery II, CLU, ChFC 5.0

You could certainly present clients with pages and pages of information. Is that the best way to communicate your value, though, especially if it will only make clients more confused? In this session, Avery explains how a one-page financial plan and a simple contrast between two hypothetical jobs can help simplify decisions for clients.

Our future is so bright we gotta wear shades

James D. Pittman, CLU, CFP 5.0

After a year as MDRT President, Pittman has a lot of reason to both look back and look ahead to the organizations next initiatives. Here he offers a look into his presidential year and many of the reasons the future looks so bright for MDRT.


Life insurance in retirement

Brad Brain, CFP, CLU 0.0

How do you remove the obstacles to estate planning? Brain shares his strategies to approach clients’ retirement income objectives and help implement his estate planning recommendations.


Overcoming difficult times

Márta Borbala Király 5.0

How did Király transition from considering leaving the financial services profession to success in just 18 months? In this session, she shares five lessons that helped her focus on making positive changes in the future and how she benefited from these adjustments.


3 ways to stand out

Priti Ajit Kucheria, LUTCF, CFP 4.0

With so many financial advisors out there, why should clients be committed to you? What can you do differently that makes them want to work with you? In this session, Kucheria shares three techniques she utilizes to stand out from the crowd.


The power of rejection

Jia Jiang 5.0

When Jiang realized he was letting a fear of rejection hold him back, he decided to go out and try rejection therapy — attempting to get rejected so he could be desensitized. What he found was surprising acceptance and a new understanding about why we fear rejection and why we shouldn’t let it derail us. This session includes remarkable examples of daring to ask questions and embracing opportunities.


Don't do something; Just sit there

Randy L. Scritchfield, CFP, LUTCF 4.7

Learn three principles to reach and maintain Top of the Table-level production: reflection, collaboration and specialization. In this session, the newest addition to the MDRT Executive Committee, Randy Scritchfield discusses why it’s so important to effectively manage your time and know not just what you’re doing but why.


Less jargon, more communication

H. Richard Dobson Jr., CFP 0.0

Advisors know that it is essential to communicate in ways that clients understand. Storytelling and props can be an effective way of achieving this, and in this session Dobson explains how he has used these approaches to enhance his communication style. Demonstrating the timeline for retirement with the help of a carpenter's ruler can help clients process information and make decisions.


Transition to fees

Barjes R. Angulo, LUTCF, RICP 5.0

Be transparent, plant the seed and be flexible. These are the three points Angulo emphasizes to clients to help them understand the value he provides so they are comfortable with the fees he charges. By establishing a relationship and being clear about how and why you get paid, the transition to fees can be simple and positive.


By the numbers

Simon D. Lister, Dip PFS 0.0

Goals aren’t goals without a timeframe. In this session, Lister emphasizes the importance of writing down what you want to achieve at the Annual Meeting as well as reflecting afterward. And don’t stop there — share the ideas you will be implementing, and make yourself accountable by sharing those goals.


Thrive vs. survive

John J. Demboski, CFP 5.0

For a business to thrive, it should have an organizing set of guiding principles and values. In this session, Demboski explains the responsibilities and priorities that he has put in place to help make his practice succeed.


Deep conversations

Ross Vanderwolf, CFP 5.0

Imagine talking about your future when you think your present may end at any moment. This is how Vanderwolf felt as he and his wife discussed what they would do if they survived an armed robbery on while they were on a cruise down the Amazon. In this session, he recounts this terrifying experience and the perspective he gained from it.


The best always make it look simple

D. Scott Brennan 4.5

You never know what you will gain from the Annual Meeting, only that you will gain. In this session, Brennan recalls Annual Meeting memories that sparked his heart and his brain, and the relationships with clients that have resulted.


End cold calling with a digital system

Remigiusz Stanislawek 5.0

Imagine qualifying for Top of the Table without making any sales calls or even calling your clients at all. In this session, Stanislawek, a Top of the Table qualifier from Poland, explains how automated online system that utilizes mailing lists and a free membership site to consistently deliver value to clients. Twenty percent of his clients have never even spoken to him!