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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.

0:20:32

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.

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>

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

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.”

When the facts aren't correct

Mitsuhiro Kondo 0.0

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

Review leads to revamp

Liz DeCarlo 0.0

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

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.

A son's final gift

Naoki Noda 5.0

Life insurance legacy helps parents go on

UAE boasts a diverse market

Scott Rogers 0.0

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

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.

0:21:44

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!

Q&A: Jayang Vinod Nagrecha

Antoinette Tuscano 0.0

Explaining the benefits of insurance to people who aren't interested.

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.

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.