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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.

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.

0:11:00

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.

0:09:10

The income robbers

Sonny Goldstein, CLU, CFP 0.0

Goldstein shares how products he provides can protect your prospects' income against death, disability, old age and taxation.

0:21:04

Working with middle-market millionaires

Gregory B. Gagne, ChFC 5.0

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.

0:16:54

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.

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.

0:11:57

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.

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.

0:10:38

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.

0:01:09

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.

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.

0:03:41

Top advisors and their significant cases

Tony Gordon; Alessandro M. Forte, Dip PFS 5.0

Every financial advisor has a case they always remember. Longtime Top of the Table members Gordon and Forte talk about what those clients mean to them. <br><br> To view the full presentation, click here: <a href="https://rz.mdrt.org/video/a-conversation-the-journey-to-success/">"A conversation: The journey to success"</a>

0:09:31

A lifetime of effort

Russell Collins, Dip LI 0.0

What would your clients lose in the event of a death or disability? Russell Collins encourages advisors to help clients see the "lifetime of effort" they stand to lose without proper planning. Presented at the 2016 Annual Meeting.

Diversified to the CORE: A better starting point

Craig L. Israelsen, Ph.D. 0.0

Using historical data covering a 45-year period, family resource management expert and author Dr. Israelsen examines the performance of various asset classes and portfolios during the build-up phase (prior to retirement) and the draw-down phase (post-retirement). Learn more about historical performance of key portfolio asset classes, strategic portfolio design and management.

How to develop and manage a 401(k) practice and use your position to acquire high-net-worth clients

Richard John Cawthorne Jr. 0.0

Since Cawthorne started Alpha Pension Group more than a decade ago, the firm has maintained a client retention rate of 100 percent. Learn how the longtime MDRT member achieved consistently growing success by taking control of the 401(k) market, managing his own firm and using his position as a 401(k) expert to gain high-net-worth clients. He will also explain how he’s created a repeatable investment strategy for all clients, which has maximized his firm’s efficiency and allowed him to grow his client base exponentially each year.