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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.

0:19:20

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.

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.

0:07:20

生命保険がつくる「資産」 “喜ばれると嬉しい”人間だけが持つ本能を力に

金子寛紀様 (Mr. Hiroki Kaneko) 0.0

「喜ばれると嬉しい」―これは人にしかない本能の一つだと金子氏は説明する。同氏は、生きていくためにお金が大事であることはもちろんだが、人に喜ばれることをして自分も幸せになり、人という資産を築いていけたらと、展望する。

A son's final gift

Naoki Noda 5.0

Life insurance legacy helps parents go on

0:11:57

Approaches to long-term care

Timothy Clairmont 5.0

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

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.

Medical crises don't stop during economic downturns

Delia Hui Wong 0.0

Convincing a young client to keep her policy shows advisor her mission.

UAE boasts a diverse market

Scott Rogers 0.0

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

Review leads to revamp

Liz DeCarlo 0.0

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

More guidance

Scott Rogers 0.0

Members in China fight against long-held beliefs.

When the facts aren't correct

Mitsuhiro Kondo 0.0

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

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.

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.

Create unique benefits for business owners and their employees

Matthew E. Schiff, CLU, ChFC 0.0

There are many determinations to make when working with small- to mid-size companies and their employees. In this session, Schiff addresses how to figure out prospects’ needs and create benefits for employees regardless of insurability. Taking into account limits of section 409A of the IRS code, this presentation helps identify if clients are more in need of current or future deductions and taxable or non-taxable income. In addition to providing an overview of designing executive benefits, Schiff also discusses tax and accounting benefits for businesses and designs that can provide benefits to the “uninsurable.”

Great conversations about critical illness insurance

Darren W. Ulmer, CFP, CHS 0.0

Gain a new perspective on the benefits of critical illness insurance through the experiences of Ulmer, a cancer survivor, and his 8-year-old daughter, Hanna. Ulmer stresses the importance of living benefits coverage and addresses how critical illness impacts not only the patient but the entire family. In addition to telling his own story through a letter written by his daughter, he recommends a variety of conversations to have with clients about critical illness insurance and how it helped his family focus on recovery rather than financial concerns.