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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)

0:46:56

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.

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>

0:03:41

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>

0:06:18

Why a relationship with your clients matters

Kimberly Lai 0.0

Kimberly Lai, 10-year MDRT member from Malaysia, shares how she was able strengthen her client relationships and get them to trust her as their trusted financial advisor. Kimberly Lai believes financial advisors should have strong relationships with their clients as it helps them ask the right questions to develop the best financial plans. She also shares that client relationships are important as it builds the trust of clients and assures them that the financial advisor has their best interest in mind.

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.

Questions to convert suspects to prospects to clients

Simon Singer, CAP, CFP 0.0

Learn more about clients by turning observations into questions.

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="https://rz.mdrt.org/search/?q=2018ampro"><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.

Establishing your financial planning expertise to build credibility and trust with prospects

Ariana Ubina 0.0

Four financial advisors from the Philippines share how to build credibility and trust with prospects during the first meeting.

0:04:58

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.

0:03:22

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.

0:04:56

Financial road maps: your guide to success with your clients

Edward Franklin Marshall, APFS 3.0

You can create an exceptional first meeting experience with potential clients by using a simple tool called the financial road map. It allows you to understand clients’ attitudes about money as well as help determine if the client is a good fit for you. Top of the Table qualifier Ed Marshall explains how this works for him.

How to set and fulfill client's expectations for greater success

Priti Kucheria 0.0

In the post-pandemic era when clients are more evolved and demanding, managing their expectations can be even more taxing. Priti Kucheria explains how she meets their needs.

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.

What does the future hold for the insurance industry in India post-pandemic?

Kamlesh Shah 0.0

The COVID-19 pandemic has created unforeseen challenges for businesses across the globe. The life insurance industry is no exception. It has faced significant decline in businesses in the first six months of 2020. Kamlesh Shah shares how the sector gradually picked up pace and managed to bounce back.