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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

0:10:38

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.

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.

0:06:36

Order makes a difference

Dimitry Neyshtadt, ChFC 5.0

How should your clients prioritize their many financial needs? It would be easy for them to get the order jumbled. In this session, Neyshtadt compares the rules for solving math problems to the order in which clients should emphasize their financial concerns to show that doing things out of order can result in getting the answer wrong. <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>

0:10:39

전문적인 보험재정설계로 보험 판매실적을 높이는 노하우

최병훈 (Byeong-hoon, Choi) 0.0

고객에 맞춘 전문적 보험재정설계로 실적을 높이는 노하우가 있을까? 보험업계에 들어온 지 10년 만에 MDRT 종신회원 자격을 눈앞에 둔 메트라이프생명 최병훈 FSR이 그 답을 준다.

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.

0:04:23

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.

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.

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.

Shorter lifespans challenge retirement advice

Liz DeCarlo 0.0

Sy adds real estate license to address clients' interest in more tangible assets.

Everyone needs financial education

Matt Pais 0.0

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

0:05:17

From advice to planning

Charlie Reading, APFS 5.0

How do you make sure you’re not replaced by artificial intelligence? Stop focusing on financial advice and change your approach to financial planning. This requires you to do two things. Find out what they are in this video.

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

0:06:53

この中に「いない人」はいませんか? ~家系図から読み取る相続のリスク~

山口九州男様 (Mr. Yamaguchi) 0.0

相続に関する相談を数多く受けているという山口氏。顧客の話を聞きながらその場で家系図を書き、必ず「ここにいない人はいませんか?」と聞いている。離婚歴のある人は、そこで初めて先妻との子どもへの対応を考えるケースもあるという。家族関係を可視化し、想定外の個人情報につながることもあるという家系図の効果について聞いた。

The bucket plan: Protecting and growing assets for a worry-free retirement

Jason L. Smith 0.0

Retirement presents unique financial planning challenges worldwide. The responsibility to navigate volatile global markets, taxes, inflation and increasing life expectancy falls on individual investors and their advisors. Smith provides a simple approach to gathering, analyzing and positioning clients’ assets into three customized buckets.<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>

Taiwan's aging population brings opportunity

Elizabeth Diffin 0.0

Customizing services helps differentiate advisor from online financial services