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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.

1:00:18

Best practices for nonqualified deferred compensation

Kirk Wolf, CFA 0.0

The session takes a comprehensive look at nonqualified deferred compensation plans and illuminates best practices in 2018. Wolf will help you develop a greater understanding of the unique benefits and flexibility inherent in NQDC plans, and how to apply those benefits as solutions to issues commonly faced by employers and key employees. Come away with two specific communication strategies to communicate NQDC solutions to your clients and prospects.

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.

0:01:44

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.

0:09:56

What advisors wish they knew sooner

MDRT 0.0

Have you always helped clients as much as possible? When did you realize how communication impacts the service you provide and the information you gather? In this episode, MDRT members share changes they have made in their practice from lessons that, if possible, they would have learned earlier. <br> <br> You’ll hear from: <br> Harpreet Atwal <br> Rick Jones, CFP <br> Brent Kimball, ChFC, CFP <br> Michaela Scott, CFP, RICP<br><br> Episode breakdown:<br> 0:26 – The expenses of divorce<br> 1:13 – Adjusting your approach to help clients prevent problems<br> 2:29 – Are you being as comprehensive as you can?<br> 4:47 – Learning to ask more questions<br> 5:43 – Let the clients provide the answers<br> 6:24 – Make sure to relax

0:03:35

Great relationship-building client questions

Subhas V. Nathan 5.0

Hear a few simple questions that build better relationships with clients and assist them in creating the financial future they want.

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.

0:02:19

Two favorite ideas in two minutes

Brian G. Tarpey 5.0

Top of the Table qualifier and 2020 MDRT Foundation President Tarpey recalls some of the best advice he’s received through MDRT. The advice has inspired him and helped him close deals.

0:11:49

What to do when client information catches you off-guard

MDRT 0.0

What happens when an established client surprises you with previously undisclosed debt, or when you have to give a client difficult news about a policy someone else set up for them? In this episode, MDRT members discuss how they have adapted when startling information is revealed and adjusted their communication moving forward. <br><br> You’ll hear from:<br> Daniel Evan Jossen, CFP<br> Keunhwa Lori Moon<br> David John Munson Jr.<br><br> Episode breakdown:<br> 0:28 – An unexpected revelation from longtime clients<br> 2:54 – The lesson learned and next steps in planning<br> 4:01 – How to avoid this happening again<br> 5:23 – Reviewing client’s previously established plans you think should change<br> 9:00 – Dealing with relationships when sharing difficult information<br> 11:03 – The value of going back to basics

0:04:23

Help your client negotiate a better job offer

Renee Hanson, CFP, CDFA 0.0

Learn ideas how you can help your client negotiate for a better salary or benefits, from Top of the Table qualifier Renee Hanson.

5 persuasive questions about empowering education planning through insurance

Lam Pui Ka 0.0

One of the best gifts parents can give their children is a strong foundation through a good education. Yet many parents don’t recognize the role life insurance can play in securing their children’s future. Learn what questions you can ask to help them see the possibilities.

Goal-based financial planning

Aurora L. Tancock, FLMI, CFP 0.0

Financial planning often focuses on just one goal: retiring comfortably. Tancock explains how goal-based financial planning is much more of a personalized approach that prioritizes all goals, not just retirement, and how the planning goes beyond just building investment portfolios. The financial planner becomes more of a coach to the client and makes sure they stick to the plan. Tancock believes this is the human touch that roboadvisors will not be able to replace. She shares the processes she uses to build goal-based financial plans that become more than a roadmap to her client’s financial future — they become a roadmap to their life. <br> <br> <a href="https://rz.mdrt.org/search/?q=2018ampro"><center><hr><font color="darkred" size="3"><b>Click here to find more from the 2018 Annual Meeting</b></font><hr>

Advisors in Mexico see increased interest in financial planning

Elizabeth Diffin 0.0

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

Luxury items are out. Financial security is in.

Liz DeCarlo 0.0

How recent changes in consumer attitudes could be a good thing for advisors.

The opening of a new door to success

Plabita Priyadarshi 5.0

How these work-from-home times have become the most productive in the career of Plabita Priyadarshi, an MDRT member from India.

0:08:33

법인고객의 자산관리 노하우

유주영 0.0

법인고객의 유치와 관리는 쉬운 일이 아니다. 신경 쓰고 다루어야 할 문제들이 한 두 가지가 아니기 때문이다. 법인 영업으로 단기간에 COT를 달성한 교보생명 유주영 FP는 법인고객의 현재와 미래, 자산 상황과 발생 가능한 리스크를 한 권의 바인더에 정리했다. 유주영 FP가 법인고객 바인더 영업의 비법을 공유한다.