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0:03:44

3 questions for greater impact

Theodore S. Rusinoff, CFP 0.0

By choosing his words carefully, Rusinoff has developed a series of questions that address what clients have and why. With these simple approaches, he is able to gain a thorough understanding of a client’s needs and what changes can help them in the short- and long-term. This session offers a concise way of thinking about how to gather information from clients and prospects. <br> <br> <a href="https://rz.mdrt.org/search/?q=2018ampro"><center><hr><font color="darkred" size="3"><b>Click here to find more from the 2018 Annual Meeting</b></font><hr>

0:03:15

Life insurance in retirement

Brad Brain, CFP, CLU 5.0

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. <br> <br> <a href="https://rz.mdrt.org/search/?q=2018ampro"><center><hr><font color="darkred" size="3"><b>Click here to find more from the 2018 Annual Meeting</b></font><hr>

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. <br> <br> <a href="https://rz.mdrt.org/search/?q=2018ampro"><center><hr><font color="darkred" size="3"><b>Click here to find more from the 2018 Annual Meeting</b></font><hr>

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. <br> <br> <a href="https://rz.mdrt.org/search/?q=2018ampro"><center><hr><font color="darkred" size="3"><b>Click here to find more from the 2018 Annual Meeting</b></font><hr>

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. <br> <br> <a href="https://rz.mdrt.org/search/?q=2018ampro"><center><hr><font color="darkred" size="3"><b>Click here to find more from the 2018 Annual Meeting</b></font><hr>

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. <br> <br> <a href="https://rz.mdrt.org/search/?q=2018ampro"><center><hr><font color="darkred" size="3"><b>Click here to find more from the 2018 Annual Meeting</b></font><hr>

The power of a deadline

Aurora L. Tancock, CFP, FLMI 4.2

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. <br> <br> <a href="https://rz.mdrt.org/search/?q=2018ampro"><center><hr><font color="darkred" size="3"><b>Click here to find more from the 2018 Annual Meeting</b></font><hr>

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. <br> <br> <a href="https://rz.mdrt.org/search/?q=2018ampro"><center><hr><font color="darkred" size="3"><b>Click here to find more from the 2018 Annual Meeting</b></font><hr>

0:04:34

Simplifying the complex

Robert L. Avery II, CLU, ChFC 4.3

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. <br> <br> <a href="https://rz.mdrt.org/search/?q=2018ampro"><center><hr><font color="darkred" size="3"><b>Click here to find more from the 2018 Annual Meeting</b></font><hr>

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. <br> <br> <a href="https://rz.mdrt.org/search/?q=2018ampro"><center><hr><font color="darkred" size="3"><b>Click here to find more from the 2018 Annual Meeting</b></font><hr>

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. <br> <br> <a href="https://rz.mdrt.org/search/?q=2018ampro"><center><hr><font color="darkred" size="3"><b>Click here to find more from the 2018 Annual Meeting</b></font><hr>

0:03:27

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. <br> <br> <a href="https://rz.mdrt.org/search/?q=2018ampro"><center><hr><font color="darkred" size="3"><b>Click here to find more from the 2018 Annual Meeting</b></font><hr>

Goal-based financial planning

Aurora L. Tancock, FLMI, CFP 0.0

Financial planning often focuses on just one goal: retiring comfortably. Tancock explains how goal-based financial planning is much more of a personalized approach that prioritizes all goals, not just retirement, and how the planning goes beyond just building investment portfolios. The financial planner becomes more of a coach to the client and makes sure they stick to the plan. Tancock believes this is the human touch that roboadvisors will not be able to replace. She shares the processes she uses to build goal-based financial plans that become more than a roadmap to her client’s financial future — they become a roadmap to their life. <br> <br> <a href="https://rz.mdrt.org/search/?q=2018ampro"><center><hr><font color="darkred" size="3"><b>Click here to find more from the 2018 Annual Meeting</b></font><hr>

Process and the 12 P's of performance

Bruce W. Etherington, CLU, CH.F.C. 5.0

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. <br> <br> <a href="https://rz.mdrt.org/search/?q=2018ampro"><center><hr><font color="darkred" size="3"><b>Click here to find more from the 2018 Annual Meeting</b></font><hr>

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.<br> <br> <br> <a href="https://rz.mdrt.org/search/?q=2018ampro"><center><hr><font color="darkred" size="3"><b>Click here to find more from the 2018 Annual Meeting</b></font><hr> <br><font color="black" size="3">Click below to view this video with subtitles in</font><br><a href="https://rz.mdrt.org/video/Jia-Jiang-The-power-of-rejection-JA/"><b><font color="darkred" size="4">Japanese</a></b></font>

Focus on the plan, not the product

Jedediah Harrison Levene, CFP, CLU 0.0

Levene explores how successful practices and client relationships are formed with the plan and not the product. He will teach you to how to become a holistic wealth manager and achieve more success by treating products as a means to an end, as opposed to leading with the product. In stressing that you know you client better than any other professional in their lives, Levene will walk you through his Plan-Protect-Project-Dream financial planning process and give you tools you can use right away. These include how to conduct annual reviews and report progress, how to determine a client’s core needs and how to use this number for planning. <br> <br> <a href="https://rz.mdrt.org/search/?q=2018ampro"><center><hr><font color="darkred" size="3"><b>Click here to find more from the 2018 Annual Meeting</b></font><hr>