Select Language

Check Application Status

Resource Zone

7 Resources

Want to see more resources?

Login
0:12:59

3 questions you should ask middle America

Seth Groff 0.0

Groff of Assurity Life shares questions all advisors should ask their clients to make them as comfortable as possible.

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.

0:25:48

Build trust, sell more

Don Connelly 5.0

Clients won't buy won't they don't understand, and they won't work with advisors they don't trust. Don Connelly explains by being clear, concise and memorable prospects and clients will understand your message.

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 are worded specifically. The results are discussions that bring an awareness to the client that a review is prudent and an appropriate step to keeping what they own in line with why they own it. These questions keep the planning process active and engaged.</p>

0:07:09

It's all in the questions

Sarah J. Kaelberer, CFP, ChFC 0.0

MDRT member Sarah Kaelberer explains how to ask the right questions of prospects.

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.

Ask the right questions

MDRT 0.0

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