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0:06:07

Is your Whole Person plan in place?

Corry Collins, CLU, CH.F.C. 0.0

Collins shares a story that provided him a newfound understanding of the importance of listening and a reminder about maintaining perspective in life. He then emphasizes the Whole Person concept that MDRT endorses to help keep members engaged and balanced.

Take care of you and your client like an emergency responder

Laurie M. Martin, EPC, CTS 0.0

Advisors are a lot like emergency responders: Whether it is a catastrophic weather event, health emergency, family tragedy or unexpected job loss, advisors are there to help their clients deal with the crisis. This means dealing with both the financial and emotional repercussions — vulnerabilities and difficult conversations that are part of any crisis. Like emergency responders, you also need to know how to keep yourself safe and effective while helping your clients through a down point in life. Martin helps you gain a new awareness and appreciation for the strength of the human spirit and learn how to develop extraordinary lifelong client relationships. Learn how you can easily help your clients through a down point in life, while keeping yourself strong, resilient and crisis-ready.

0:03:15

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.

0:05:16

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.

0:06:49

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.

0:17:12

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.

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.

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.

0:05:24

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.

0:04:34

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.

0:04:48

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.

0:06:36

Order makes a difference

Dimitry Neyshtadt, ChFC 5.0

How should your clients prioritize their many financial needs? It would be easy for them to get the order jumbled. In this session, Neyshtadt compares the rules for solving math problems to the order in which clients should emphasize their financial concerns to show that doing things out of order can result in getting the answer wrong.

0:08:19

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.

0:15:25

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.

0:06:15

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!

0:04:59

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.