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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.

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.

0:09:31

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.

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.

Review leads to revamp

Liz DeCarlo 0.0

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

Making the complex easy

Scott Rogers 0.0

Zlotnik encouraged members to keep it simple when interviewing clients.

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.

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.

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。

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

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.

True tale of life insurance in action

Marcia Annmarie Richards 0.0

Advisor helps widow handle finances after her husband's death.

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>

Insurance helps doctor after heart attack

Richard Jones 0.0

The true story of an advisor who helped his client just in time