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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.

0:08:51

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>

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/"><font color="#b70005">"A conversation: The journey to success"</a>

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.

Mature simplicity: Ahead to the past

Russell Collins 5.0

Life insurance has to be sold, and the key to this sale, Collins says, is communication skills. People buy what they understand, not what they don't. They buy your advice first, and your product last. Collins discusses questions guaranteed to produce insurance sales and how to transfer the answers to these questions into a one-page sales solution that will dramatically increase your closing rate into successful sales.

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.

What do you say after you say hello?

Angus Donald McQueen 0.0

What you say and do next after meeting someone increases or decreases the likelihood of them doing business with you. Top of the Table member McQueen demonstrates a simple engagement process and a fresh approach to the first meeting, which has moved him to bigger and bigger fee-paying clients. His insight into goal setting and engagement techniques is sure to position you differently from your competition.

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.

0:26:10

Fact find

Rick Hu 5.0

The global financial crisis of 2008 tested the skills and endurance of many in the financial world. Hu, an MDRT member, focused on his core values of integrity, commitment, and service to see himself through the crisis. He realized clients don’t care how much you know until they know how much you care. Hu and his team at Midas Touch believe that making the right financial choices in life means creating a footprint larger than our own which will last long after we’re gone. In this session, Hu walks you through his process of taking a fact-finder and recreating it as an “emotion-finder.”

Ask the right questions

MDRT 0.0

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

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.