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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.

0:11:15

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.

0:14:46

Choosing vs. buying

Sofia Zervoudaki 0.0

Buying any kind of not-obligatory insurance is all about making a choice: to take action or to stand still, to talk about difficult issues or to take care of the easy ones, to use the funds for the "what ifs" or for the "now and heres." Zervoudaki discusses how to accomplish the task of making a client's choices — and their effects — entirely clear because, no matter what, there is always the opportunity cost, and that is specific and measurable. Learn how to prevent the client from choosing nothing over something because they can't see the best alternative.

0:08:41

Dealing with clients’ other sources of financial input

MDRT 0.0

How do you get clients to see you as an expert when they might have family members or friends close to them offering advice as well? In this episode, MDRT members share how they separate their knowledge from the input of armchair advisors. <br><br> You’ll hear from:<br><br> Travis D. Manning, CLU, CFP<br> Angelia Z. Shay, ChFC, CLU<br><br> Episode breakdown:<br><br> 0:29 – When a family member with limited information considers themselves an expert<br> 2:51 – Differentiating academic knowledge from practical knowledge <br> 4:08 – Helping the client understand and own their decisions, not just let you decide for them<br> 5:12 – Explaining coverage even when clients don’t want to know<br> 6:48 – Being intuitive when you need to invite someone else into the discussion

0:01:38

Advising clients: Earn referrals when you earn trust

Jerry Yeo 5.0

When you offer clients options for how to reach their goals, they become receptive to your advice and you gain their trust. In turn, clients will refer you to others.

I failed to sell my client the life insurance he needed

Israel Peleg 0.0

True story of an advisor who failed with the husband, but made sure it didn't happen with the wife.

UAE boasts a diverse market

Scott Rogers 0.0

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

0:09:18

진화하는 종신보험을 고객에게 전달하는 노하우

김현석 (Hyun-Suk, Kim) 0.0

끝없이 진화하고 있는 종신보험의 가치는 무엇인지 AIA생명 김현석 MP가 그 만의 종신보험 세일즈 노하우를 공개한다.

A son's final gift

Naoki Noda 5.0

Life insurance legacy helps parents go on

True tale of life insurance in action

TIAGO DE CASTRO BARBOSA MELO 0.0

Help clients protect themselves from risk

0:09:31

A lifetime of effort

Russell Collins, Dip LI 5.0

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.

When the facts aren't correct

Mitsuhiro Kondo 0.0

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

0:21:44

10-minute lesson on selling whole life insurance

Stephen N. Mathieu, ChFC, CLU 0.0

Mathieu shows insurance producers how to present and sell whole life insurance in a simple, understandable way. Gain new clients with the best financial tool ever invented — a product whose time is now!

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.

0:19:20

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.

True tales of life insurance in action

Yakov Baylis, CLU, ChFC 0.0

Insisting that a parent increase their coverage.