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0:16:46

Maximizing survivor Social Security

Peter Hill, ChFC 0.0

We know the surviving spouse will receive the larger of the two Social Security checks at the first death. Is the surviving spouse prepared to give up one-third or greater of the total Social Security income at the first death? If not, consider using some of the Social Security income to buy life insurance on one or both of the spouses. 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.

0:01:38

Advising clients: Earn referrals when you earn trust

Jerry Yeo 5.0

When you offer clients options for how to reach their goals, they become receptive to your advice and you gain their trust. In turn, clients will refer you to others.

0:11:15

Keep it simple

George B. Sigurdson, BA, CLU 5.0

George Sigurdson shares how his critical illness payout saved his business while he underwent cancer treatment.

0:13:30

Medicare essentials

Dennis P. Sunderman 0.0

More than 50,000 people in the United States depend on Medicare as a foundation for their health care needs. The baby boomer population will increase this number to 100,000 by 2023. Understanding the transition into Medicare as a result of "aging in" or as a part of retirement is confusing for most people. Sunderman covers the basics of Medicare benefits, how and when to enroll, cost and supplemental choices for original Medicare, Medicare Advantage Plans, and Medicare Part D for drugs. Presented at the 2016 Annual Meeting.

1:00:12

Closing the gap – Your way to MDRT

Mohamad Manmohan Abdullah, ChFC, CLU 5.0

Abdullah's belief is that most life insurance policies will not adequately provide for beneficiaries, and he explains how the discovery process which starts at the prospecting stage can lead to ensuring adequate coverage to beneficiaries. Educating our clients about the right ways of securing their future is the focus of this session. (Session in English)

0:08:51

3 questions to ask every prospect and client

Theodore S. Rusinoff, CFP 5.0

<p>Top of the Table qualifier Ted Rusinoff believes you need to ask every prospect and client three questions: 1) What do you own? 2) Why do you own it? 3) When was the last time you took a look at it?</p> <p>These questions keep the planning process active and engaged.</p>

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.

0:19:14

Financial oxygen

Alphonso B. Franco, RHU, RCIS, and Godfrey Phillips, FChFP, J.P. 0.0

Both critical illness insurance and life insurance are financial oxygen that protect us. The only question generally is how much financial oxygen we need to protect ourselves, our families and our business.

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.

0:20:14

Insurance in action

Marvin H. Feldman, CLU, ChFC 5.0

Feldman offers ways to use real-life stories with your prospects.

0:04:23

Help your client negotiate a better job offer

Renee Hanson, CFP, CDFA 0.0

Learn ideas how you can help your client negotiate for a better salary or benefits, from Top of the Table qualifier Renee Hanson.

0:03:35

Great relationship-building client questions

Subhas V. Nathan 5.0

Hear a few simple questions that build better relationships with clients and assist them in creating the financial future they want.

0:02:52

Retirement income withdrawal strategies

Jonathan Peter Kestle, CLU, B Com 0.0

You’ll close with clients when you find tens of thousands of dollars in tax savings for them, and you can find those savings quickly by using technology, said Jonathan Kestle, a Court of the Table qualifier from Ontario, Canada. View this brief video to find out how he does that.

0:11:20

10 minutes of favorite sales ideas from two industry greats

Gene L. Mahn, CLU, ChFC; and Walton W. Rogers, CLU, ChFC 5.0

With decades of experience, these two friends and Past MDRT Presidents talk about a few of the ideas that have made them successful.

1:05:37

Science of investing

Guy E. Baker, MSFS, CFP 0.0

In this session, Baker uses technical analysis to show you how to be an investor and not merely a speculator in the market. Using a scientific approach means basing your strategies on evidence, predictability and repeatability. Baker discusses how to identify the four dimensions of risk (market, company size, relative price, profitability) and integrate them together for a portfolio that has the highest probability of performing well.