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22 Resources

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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)


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.


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>


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="">"A conversation: The journey to success"</a>

Questions to convert suspects to prospects to clients

Simon Singer, CAP, CFP 0.0

Learn more about clients by turning observations into questions.

Why you shouldn’t start a conversation with “How are you?”

R.J. Kelly, RICP, MSFS 0.0

Learn questions that can help you connect with clients on a deeper level.

Transferable sales ideas and marketing concepts for the life insurance producer

Howard E. Sharfman 0.0

In this fast-paced interactive session, Sharfman discusses the 20 best questions to ask a client, the traits of great sales producers, the 10 best reasons a client purchases life insurance and the five transferable sales ideas that have led him to consistently produce more than USD 3 million of new target life insurance premium every year for the past 10 years. Learn how to ask your clients powerful questions and uncover their real needs, wants and goals. <br> <br> <a href=""><center><hr><font color="darkred" size="3"><b>Click here to find more from the 2018 Annual Meeting</b></font><hr>

Follow the code

MDRT Ethics Committee 0.0

Scripts to talk about your commitment to ethical practices.


Getting to the heart of the matter

Curtis V. Cloke, LUTCF 0.0

Learn about a series of questions Cloke asks clients so he can gain insight into how they view finances.


Don't talk yourself out of a sale

Joshua S. Bernard, QFA 5.0

What happens when a client says, "I'll think about it." You may have failed to listen to a client and then you said the wrong thing. Sometimes, you can fail to acquire a client when you don't know when to stop talking. Find out how to avoid this from Top of the Table qualifier Joshua Bernard, from Grand Cayman Islands, BWI.

Questions that reveal important financial information

Carlyle Fletcher, CLU 4.0

Find out what information is needed to quickly assess a client's financial situation.


20 minutes to perfect knowledge

Mark Dorfman, CLU, ChFC 0.0

Multiple Top of the Table qualifier Mark Dorfman teaches his unique method of fact-finding that, early in the client engagement meeting, sets the foundation for providing expert advice for years to come.


Fact find

Rick Hu 5.0

Rick Hu succeeded during the 2008 financial crises. He discusses how he did that, which includes taking a fact-finder and recreating it as an “emotion-finder.”


The robo-advisor is an advantage for advisors

Jonathan Peter Kestle, CLU, B Com 0.0

Robo-advisor technology can increase the efficiency and revenue of your business, if you know how to use it. It can cut down on the amount of paperwork for advisors, allows you to work with clients from a wider range of income levels and it gives you the ability to do online fact-finding and client onboarding. Find out more from Jonathan Kestle in this video.

Questions that reveal important financial information

From the MDRT Blog 0.0

How to fact-find, educate instead of sell and prospect through compliments.

650 new clients in one day

Matt Pais 0.0

Nakahara-Goven adapts to the stress of her client list unexpectedly tripling.