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0:11:49

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

0:08:41

Dealing with clients’ other sources of financial input

MDRT 0.0

How do you get clients to see you as an expert when they might have family members or friends close to them offering advice as well? In this episode, MDRT members share how they separate their knowledge from the input of armchair advisors. <br><br> You’ll hear from:<br><br> Travis D. Manning, CLU, CFP<br> Angelia Z. Shay, ChFC, CLU<br><br> Episode breakdown:<br><br> 0:29 – When a family member with limited information considers themselves an expert<br> 2:51 – Differentiating academic knowledge from practical knowledge <br> 4:08 – Helping the client understand and own their decisions, not just let you decide for them<br> 5:12 – Explaining coverage even when clients don’t want to know<br> 6:48 – Being intuitive when you need to invite someone else into the discussion

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.

0:02:48

How saying no to clients’ children saves retirements

Brad J. Myers 5.0

Your clients love their children, of course. As a financial advisor, what do you do when their children are asking for too much money and endangering their parents’ comfortable retirement?

0:21:04

Working with middle-market millionaires

Gregory B. Gagne, ChFC 4.5

People with $1 million to $5 million in assets, which is a niche with a large supply of clients, often are not prepared for retirement. Gagne shares his secrets on how to work with that market. Presented at the 2016 ConneXion Zone at the 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.

0:27:53

A call against complacency

Dambisa Moyo 0.0

International economist Dambisa Moyo explains how governments around the world can improve economic growth in a conversation moderated by 2007 MDRT President Harriman.

Active or passive? Both are irrelevant if they fail the investor

John E. Coyne III; Alex Potts; moderator: Craig L. Israelsen, Ph.D. 0.0

The portfolio losses that occurred during the Great Recession made it clear risk management practices were inadequate. Investors have become increasingly interested in outcomes and are beginning to drive a change in the conversation with advisors toward goals-based investing. A major question advisors face when building an investment strategy is, “Should I use passively or actively managed strategies?” If an advisor is going to adequately meet the changing needs of investors, they must be skilled in both asset allocation and manager selection — whether they fill the portfolio with passively or actively managed strategies. Learn ways to align your approach with an investor’s needs to remain focused on a goals-based or outcomes-oriented investment discussions.

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.

1:00:18

Best practices for nonqualified deferred compensation

Kirk Wolf, CFA 0.0

The session takes a comprehensive look at nonqualified deferred compensation plans and illuminates best practices in 2018. Wolf will help you develop a greater understanding of the unique benefits and flexibility inherent in NQDC plans, and how to apply those benefits as solutions to issues commonly faced by employers and key employees. Come away with two specific communication strategies to communicate NQDC solutions to your clients and prospects.

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)

0:01:23

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.

0:14:29

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.

0:02:19

Two ideas in two minutes

Brian G. Tarpey 5.0

Top of the Table qualifier and 2020 MDRT Foundation President Tarpey recalls some of the best advice he’s received through MDRT. The advice has inspired him and helped him close deals.

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.

0:13:30

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.