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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)

0:03:41

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>

0:46:56

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>

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>

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.

0:25:18

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.

0:26:10

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.”

0:04:34

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.

Ask the right questions

MDRT 5.0

Your guide to getting the discussion started with clients and prospects.

0:28:32

Our future’s so bright we gotta wear shades

James D. Pittman, CLU, CFP 4.0

2018 MDRT President James Pittman shares strategies that have brough him success during four decades as an MDRT member. His ideas include setting client meeting agendas, identifying successful advisors and collecting their ideas, setting and tracking prodcution goals, and finding experts to do joint work with.

0:01:02

Don't limit your clients and your income

Heather M. Courneya, CLU, CH.F.C. 0.0

In the beginning of her career, Heather Courneya, of Canada, underestimated the amount of coverage her clients could afford. Now she lets clients know what she thinks they need, and she lets them determine if they can afford it.

0:02:56

Powerful questions

Gregory Fok, CFP 5.0

Build trust with clients in three steps, from Gregory Fok of Singapore. Presented at the 2017 Annual Meeting.