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0:10:38

Navigating clients' emotions

Paula C. Brancato, MBA, CFP; Jeanmarie Elizabeth Kricher 5.0

Clients' emotional decision making can be challenging. Paula C. Brancato, MBA, CFP, and Jeanmarie Elizabeth Kricher share how they've learned to determine what their clients really want and build trusting relationships with them. <br> <br> Subscribe to the MDRT Podcast on SoundCloud or iTunes. <br> <br> The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2016 Million Dollar Round Table.

Helping parents with irresponsible children

Bryce Sanders 0.0

When parents are worried about irresponsible children, it's up to you to help.

0:01:44

Help your clients stick to the plan: One minute…inside a high-performing office

Alain Quennec, CFP, CIM 0.0

Sticking to their financial plans is critical component to clients reaching their financial goals. Sometimes, however, clients veer off course. Keep clients on track using this advice from a Top of the Table qualifier.

0:01:23

Is there anything I can worry about for you? One minute inside a high-performing office

Alain Quennec, CFP, CIM 5.0

What do clients ultimately want? The way Top of the Table qualifier Alain Quennec closes his client meetings makes a difference.

0:11:20

10 minutes of favorite sales ideas from two industry greats

Gene L. Mahn, CLU, ChFC; and Walton W. Rogers, CLU, ChFC 5.0

With decades of experience, these two friends and Past MDRT Presidents talk about a few of the ideas that have made them successful.

3 quick ideas for client meetings

MDRT 0.0

How to explain cash flow, set an agenda and get referrals.

0:14:14

Life insurance is free with recovered lost opportunity cost

Thomas W. Young, CLU, ChFC 5.0

Young discusses how he wants to create more wealth for his clients so that they can make more efficient decisions.

Taking a comprehensive approach with clients

Elizabeth Fuhrman 0.0

Ellie Mills works with all aspects of insurance and financial services.

Advisors in Mexico see increased interest in financial planning

Elizabeth Diffin 0.0

Financial advisors see opportunities for growth as perceptions change in Mexico.

Everyone needs financial education

Matt Pais 0.0

In a male-driven community, Kucheria ensures women join the conversation.

Taiwan's aging population brings opportunity

Elizabeth Diffin 0.0

Customizing services helps differentiate advisor from online financial services

0:24:53

Case study: An agent's role in saving a family's finances

Larry E. Ricke, CLU, ChFC 0.0

Ricke shares the story of his client Valerie and how his financial planning helped her through a difficult period.

0:02:51

An essential behavior when working with clients

William T. O’Donnell, MSFS 5.0

Advisors must put their clients first and really listen to them, says Past MDRT President William T. O’Donnell.

Don't be afraid of the Americans

James M. McEvoy, CLU, AEP 0.0

There are an estimated six million American and green card holders who reside outside of the United States. Each of them now faces complex regulation and restrictions on the products they can own as part of their financial planning. The information from McEvoy’s session is crucial for members around the globe who wish to properly advise and do business with them.

People need your advice

Alan J. Parisse, CSP, CPAE 0.0

When it comes to insurance and investing, the advice of a good advisor is more necessary than ever these days, financial executive and author Alan J. Parisse, CSP, CPAE, told Main Platform attendees.

The power of napkin presentations

Reynold Angeles Gan 5.0

Financial services has become a complicated world of technical jargon that serves only to confuse and bewilder our prospects. Often, a prospect approaches a sales meeting with a closed mind, only acquiescing to the sales call because the agent was referred by a friend or through sheer persistence of the agent. With this closed-mind set up, no matter how hard the agent tries to break through, the prospect will resist. Gan’s "napkin presentation" is a simple, powerful and repeatable method designed to open the prospect’s mind to the idea of insurance planning. Join him as he shares how to convince a prospect to act by using something as simple as a table napkin.