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0:20:32

Legacy building

Frederick T. Scruggs, CLU, ChFC 0.0

Put yourself in the quarterback role for your clients' business planning process. Scruggs explains the advisor's long-term role in leading, managing, and organizing business success(ion) planning for private and family businesses. The advisor is best suited to manage this process — not the lawyer or banker, and certainly not the business owner. Your experience, current relationships, and access to resources make you the ideal choice for this role that could last for decades. Presented at the 2016 Annual Meeting.

0:14:29

Critical illness — line of credit

Godfrey Phillips, FChFP, JP 0.0

Learn strategies for selling critical illness insurance. Phillips offers his favorite techniques to demonstrate the need for this product. Presented at the 2016 Annual Meeting.

0:11:57

Approaches to long-term care

Timothy Clairmont 0.0

Clairmont shares a unique presentation technique he uses with clients to get them to see the value of life insurance.

0:09:31

A lifetime of effort

Russell Collins, Dip LI 0.0

What would your clients lose in the event of a death or disability? Russell Collins encourages advisors to help clients see the "lifetime of effort" they stand to lose without proper planning. Presented at the 2016 Annual Meeting.

Making the complex easy

Scott Rogers 0.0

Zlotnik encouraged members to keep it simple when interviewing clients.

0:19:20

Top of the Table via disability insurance

David C. Blake 0.0

Did you know that individual long-term disability insurance contracts can be offered as a supplemental employee benefit for highly compensated professionals with permanently discounted rates and on a "guaranteed issue" basis? Through this type of voluntary offering an employer can create the opportunity for its highly compensated employees to protect uninsured income sources, replace qualified retirement plan contributions and do so without having to satisfy any medical underwriting requirements. This type of sales approach has enabled Blake to place hundreds of individual disability policies every year and create localized client/prospect nests for cross-selling opportunities. Learn how offering this coverage can enhance an employer's LTD benefit, how to enlist the aid of existing executive/professional clients to start this dialogue with their employers, and how web-based enrollment platforms created by a number of U.S. based insurance carriers can allow you to effectively approach large populations of highly compensated prospects.

UAE boasts a diverse market

Scott Rogers 0.0

Members in the UAE sift through a wide range of clients.

More guidance

Scott Rogers 0.0

Members in China fight against long-held beliefs.

A son's final gift

Naoki Noda 5.0

Life insurance legacy helps parents go on

When the facts aren't correct

Mitsuhiro Kondo 0.0

I wish I'd really understood my client's financial situation.

0:19:14

Financial oxygen

Alphonso B. Franco, RHU, RCIS and Godfrey Phillips, FChFP, J.P. 0.0

Both critical illness insurance and life insurance are financial oxygen that protect us. The only question generally is how much financial oxygen we need to protect ourselves, our families and our business.

Review leads to revamp

Liz DeCarlo 0.0

A review of life insurance policies turns up major problems that an MDRT member must solve.

Combining anatomy and advising

Liz DeCarlo 0.0

<p style="font-size: 1.05rem; letter-spacing: -0.02em; color: #000000; font-weight: 600;">Yeoh draws on her medical background to help clients understand insurance and financial planning.</p>

Let's talk! Life insurance conversations that empower clients

Bruce S. Udell, CLU, ChFC 0.0

It’s not that they don’t want it — they just don’t understand it! If you want clients to buy more life insurance, you have to create the right perspective. Past MDRT speaker Udell uses signature conversations and stories he found works best with clients. His unique presentation style helps people understand the true power of life insurance and annuities so that they are comfortable making a buying decision.

0:11:15

Keep it simple

George B. Sigurdson, BA, CLU 5.0

George Sigurdson shares how his critical illness payout saved his business while he underwent cancer treatment.

True tale of life insurance in action

TIAGO DE CASTRO BARBOSA MELO 0.0

Help clients protect themselves from risk