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0:11:57

Approaches to long-term care

Timothy Clairmont 0.0

Clairmont shares a unique presentation technique he uses with clients to get them to see the value of life insurance.

UAE boasts a diverse market

Scott Rogers 0.0

Members in the UAE sift through a wide range of clients.

0:10:38

Navigating clients' emotions

Paula C. Brancato, MBA, CFP; Jeanmarie Elizabeth Kricher 5.0

Clients' emotional decision making can be challenging. Paula C. Brancato, MBA, CFP, and Jeanmarie Elizabeth Kricher share how they've learned to determine what their clients really want and build trusting relationships with them. <br> <br> Subscribe to the MDRT Podcast on SoundCloud or iTunes. <br> <br> The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2016 Million Dollar Round Table.

Review leads to revamp

Liz DeCarlo 0.0

A review of life insurance policies turns up major problems that an MDRT member must solve.

0:11:00

Guaranteed sales

Russell Collins, Dip LI 0.0

Collins shares how he gets clients involved in discussions to develop a financial plan that works for them.

0:01:09

Being a trusted advisor not a salesperson: One minute…inside a high-performing office

Alain Quennec, CFP, CIM 5.0

As a high-performing advisor, trust is the basis of strong relationships. Find out more from a Top of the Table qualifier how he presents himself as a trusted advisor to clients.

I failed to sell my client the life insurance he needed

Israel Peleg 0.0

True story of an advisor who failed with the husband, but made sure it didn't happen with the wife.

Billions for charity

Bruce Etherington 0.0

If you're looking to expand or diversify your services, a charitable or philanthropic line of business can be extremely successful and rewarding. Etherington shows how he maximizes his clients' abilities to contribute to their favorite causes, enabling them to give more than they thought they could and leave even more when they die.

0:16:54

Your Life Pie

Gary F. Heuer, FIC 5.0

The discovery process for finding out what your prospect or client needs is a crucial step. Heuer illustrates his Life Pie concept, which helps build a connection and identify prospects' hot-button issues.

Life insurance for the long run

Sun Chan Hwang 0.0

Life insurance expert Hwang discusses life insurance in terms of understanding diversified clients' needs while introducing easy-to-implement and interesting sales strategies. Using vivid personal experiences that led him to MDRT membership, including a hiking trip he made through the Himalayan Mountains, he shares how to demystify life insurance for customers, focusing on its core values. His unique perspective introduces the topic of selling life insurance in a new light.

0:12:59

3 questions you should ask middle America

Seth Groff 0.0

Groff of Assurity Life shares questions all advisors should ask their clients to make them as comfortable as possible.

Anatomy of disability insurance: Opportunities, landmines and deficiencies

Lawrence Schneider 0.0

Schneider explains how to stay competitive and get more than your share by building fences around your clients with products, knowledge and ideas to protect you and your clients if they become disabled. Discover how to boost your disability sales with business applications of disability insurance, which will improve your relationship with your client and more.

A secure market

Scott Rogers 0.0

Members in Malaysia deal with unique issues in an economically stable area.

Making the complex easy

Scott Rogers 0.0

Zlotnik encouraged members to keep it simple when interviewing clients.

Insurance helps doctor after heart attack

Richard Jones 0.0

The true story of an advisor who helped his client just in time

The art and science of selling disability insurance protection

Irwin Cohen 0.0

Cohen provides a complete and comprehensive guide to everything you need to know to succeed in selling disability income protection insurance. Whether you are a new advisor or a veteran agent, Cohen helps you discover sound and substantive ideas on how to find people to sell to, how to get appointments with them, how to qualify, present, close and place large amounts of income protection insurance into an agreement.