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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.

0:13:30

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.

0:11:00

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.

0:21:04

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.

0:36:12

Paychecks and playchecks

Tom Hegna, CLU, ChFC 5.0

Hegna, New York Life vice president, explains that the financial services industry was built for helping people survive poor economic markets. He describes how products can provide clients with a guaranteed paycheck for life.

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.

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.

Strategic retirement planning: an integrated approach

Michael J. McNeil, CLU, ChFC 0.0

McNeil demonstrates how to provide a secure and tax-efficient retirement outcome for your clients with an integrated process that combines the benefits of permanent life insurance, long-term care planning and deferred income annuities. Each of these three tools alone can be valuable, yet when combined in one comprehensive plan, the benefits are greater than the sum of their parts and your clients will be yours for life. McNeil demonstrates how, by using an integrated plan, a client is able to:<br> • Hedge their portfolio’s risk<br> • Protect their assets from inappropriate retirement decisions<br> • Address a desire for leaving an intact financial legacy<br> • Ensure a predictable retirement outcome regardless of economic or personal conditions

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."

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.

0:22:56

Clients want quality life planning

Shane E. Westhoelter, AEP, CLU 0.0

Shane Westhoelter focuses on how to position yourself differently than other advisors. He stresses the importance of adding value in life planning so clients can live a life with dignity until they die with no financial stress. Westhoelter helps advisors understand they need to stop taking about "retirement" and start talking about "quality of life."

0:04:54

The journey through retirement

Philip E. Harriman, CLU, ChFC 0.0

Retirement is about climbing up the mountain — the accumulations phase — where we try to save as much as possible and achieve the highest returns. Most of our competitors are not able to guide clients through risks, said Philip Harriman. He reminds risk-based advisors of the ways we help them avoid accidents on the way down the mountain of retirement. Presented at the 2016 Annual Meeting.

0:20:12

Peanut butter planning – how to make clients sticky

Aleen M. Swofford, CLU, ChFC 0.0

The use of analogies and stories in retirement planning helps prospects and clients understand complex concepts in the context of their everyday lives and experiences. Swofford uses peanut butter as an example: It comes in a smooth or chunky style, and in retirement, we need both. Smooth money, like smooth peanut butter, is money that spreads evenly over an entire lifetime. Chunky money is needed for emergencies or opportunities. By having both kinds of peanut butter (investments) in their portfolio, clients can see how their needs are met.

0:23:44

Make clients want to do business with only you!

J.B. Griffith III, Ph.D., ChFC 0.0

J.B. Griffith shares a simple approach about optimizing retirement savings to make prospects want to work with you, and you alone.

0:16:32

The baby boomer gold mine

Michael J. McNeil, CLU, ChFC 0.0

McNeil focuses on specific retirement strategies that go beyond investment advice and integrate key points of concern those nearing retirement face. He shares ideas to help convince clients of the need for long-term care insurance and life insurance. McNeil shares descriptions of three kinds of legacies and how each one is achieved. Presented at the 2016 Annual Meeting.

0:48:55

Annuities in a low interest rate environment

Van Mueller, LUTCF 5.0

Would you like to learn to use annuities with life insurance to create better retirements for your clients? Mueller explains why this is the greatest time ever to sell annuities and life insurance. Presented at the 2016 Annual Meeting.