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0:14:29

Critical illness — line of credit

Godfrey Phillips, FChFP, JP 0.0

Learn strategies for selling critical illness insurance. Phillips offers his favorite techniques to demonstrate the need for this product. Presented at the 2016 Annual Meeting.

0:20:32

Legacy building

Frederick T. Scruggs, CLU, ChFC 0.0

Put yourself in the quarterback role for your clients' business planning process. Scruggs explains the advisor's long-term role in leading, managing, and organizing business success(ion) planning for private and family businesses. The advisor is best suited to manage this process — not the lawyer or banker, and certainly not the business owner. Your experience, current relationships, and access to resources make you the ideal choice for this role that could last for decades. Presented at the 2016 Annual Meeting.

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.

0:11:57

Approaches to long-term care

Timothy Clairmont 5.0

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

0:14:46

Choosing vs. buying

Sofia Zervoudaki 0.0

Buying any kind of not-obligatory insurance is all about making a choice: to take action or to stand still, to talk about difficult issues or to take care of the easy ones, to use the funds for the "what ifs" or for the "now and heres." Zervoudaki discusses how to accomplish the task of making a client's choices — and their effects — entirely clear because, no matter what, there is always the opportunity cost, and that is specific and measurable. Learn how to prevent the client from choosing nothing over something because they can't see the best alternative.

0:14:14

Life insurance is free with recovered lost opportunity cost

Thomas W. Young, CLU, ChFC 5.0

Young discusses how he wants to create more wealth for his clients so that they can make more efficient decisions.

What to do when client information catches you off-guard

MDRT 0.0

What happens when an established client surprises you with previously undisclosed debt, or when you have to give a client difficult news about a policy someone else set up for them? In this episode, MDRT members discuss how they have adapted when startling information is revealed and adjusted their communication moving forward. <br><br> You’ll hear from:<br> Daniel Evan Jossen, CFP<br> Keunhwa Lori Moon<br> David John Munson Jr.<br><br> Episode breakdown:<br> 0:28 – An unexpected revelation from longtime clients<br> 2:54 – The lesson learned and next steps in planning<br> 4:01 – How to avoid this happening again<br> 5:23 – Reviewing client’s previously established plans you think should change<br> 9:00 – Dealing with relationships when sharing difficult information<br> 11:03 – The value of going back to basics

0:46:56

The secret of first-meeting success

Alessandro M. Forte, Dip PFS 5.0

Increase your chances of turning a first meeting into a second meeting presentation by more than 70 percent with these four steps to greater sales success.

0:01:23

Is there anything I can worry about for you? One minute inside a high-performing office

Alain Quennec, CFP, CIM 5.0

What do clients ultimately want? The way Top of the Table qualifier Alain Quennec closes his client meetings makes a difference.

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.

A son's final gift

Naoki Noda 5.0

Life insurance legacy helps parents go on

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.

More guidance

Scott Rogers 0.0

Members in China fight against long-held beliefs.

Helping parents with irresponsible children

Bryce Sanders 0.0

When parents are worried about irresponsible children, it's up to you to help.

4th generation retirement planning

Guy E. Baker, MSFS, CLU 0.0

"Want more clients? Learn to ask these three questions: • Do you know your number? • Do you know how much you have to save to reach your number? • Does your investment process have a high probability of reaching your goal? In fact, every person you meet needs to be asked if they know the answers. Surveys show more than 85 percent of Americans have no idea how to answer any of these questions. In this session, MDRT Past President Guy Baker shows you the answers and helps you learn how to use retirement planning as a way to build a strong retirement income practice."

0:01:44

Help your clients stick to the plan: One minute…inside a high-performing office

Alain Quennec, CFP, CIM 0.0

Sticking to their financial plans is critical component to clients reaching their financial goals. Sometimes, however, clients veer off course. Keep clients on track using this advice from a Top of the Table qualifier.