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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.

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.

0:01:44

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.

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.

0:08:51

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>

0:05:46

Are your clients giving away their retirement funds?

Travis D. Manning, CFP, CLU 5.0

Clients may not understand how to manage their retirement funds, sometimes giving too much of it away to children and leaving too little for the retirees to live off of. Here’s how one MDRT member talks with his clients about this.

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.

0:11:57

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.

0:46:56

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.

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.

0:21:04

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.

0:14:14

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.

0:21:44

10-minute lesson on selling whole life insurance

Stephen N. Mathieu, ChFC, CLU 0.0

Mathieu shows insurance producers how to present and sell whole life insurance in a simple, understandable way. Gain new clients with the best financial tool ever invented — a product whose time is now!

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>

0:16:54

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.

0:19:20

Top of the Table via disability insurance

David C. Blake 0.0

Did you know that individual long-term disability insurance contracts can be offered as a supplemental employee benefit for highly compensated professionals with permanently discounted rates and on a "guaranteed issue" basis? Through this type of voluntary offering an employer can create the opportunity for its highly compensated employees to protect uninsured income sources, replace qualified retirement plan contributions and do so without having to satisfy any medical underwriting requirements. This type of sales approach has enabled Blake to place hundreds of individual disability policies every year and create localized client/prospect nests for cross-selling opportunities. Learn how offering this coverage can enhance an employer's LTD benefit, how to enlist the aid of existing executive/professional clients to start this dialogue with their employers, and how web-based enrollment platforms created by a number of U.S. based insurance carriers can allow you to effectively approach large populations of highly compensated prospects.