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26 Resources

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Being a trusted advisor not a salesperson: One minute…inside a high-performing office

Alain Quennec, CFP, CIM 5.0

As a high-performing advisor, trust is the basis of strong relationships. Find out more from a Top of the Table qualifier how he presents himself as a trusted advisor to clients.

Unique and creative uses of modern trusts involving investments and insurance

Al W. King III, J.D., LL.M 0.0

Modern trust structures can transform a client’s estate plan by providing increased flexibility, control and family governance while also promoting family values. They can also provide an enormous amount of tax, asset protection and non-tax benefits for both a family's illiquid and liquid trust assets. Join King as he discusses the most popular modern trust structures chosen by the wealthy, as well as the various ways they are used to complement the client’s underlying investment management and insurance goals. These structures can complement both a client’s investments and insurance planning, providing advisors a powerful combination and market differentiator for both domestic and international clients.

Diversified to the CORE: A better starting point

Craig L. Israelsen, Ph.D. 0.0

Using historical data covering a 45-year period, family resource management expert and author Dr. Israelsen examines the performance of various asset classes and portfolios during the build-up phase (prior to retirement) and the draw-down phase (post-retirement). Learn more about historical performance of key portfolio asset classes, strategic portfolio design and management.

Helping parents with irresponsible children

Bryce Sanders 0.0

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

The pit and the pendulum

Anirban Basu 0.0

Join high-profile economist Basu as he provides a data-driven update of the global, national and relevant regional economic performance. His expert insight touches several key aspects of economic life, including trends characterizing financial, real estate, energy and labor markets.


Science of investing

Guy E. Baker, MSFS, CFP 0.0

In this session, Baker uses technical analysis to show you how to be an investor and not merely a speculator in the market. Using a scientific approach means basing your strategies on evidence, predictability and repeatability. Baker discusses how to identify the four dimensions of risk (market, company size, relative price, profitability) and integrate them together for a portfolio that has the highest probability of performing well.

Active or passive? Both are irrelevant if they fail the investor

John E. Coyne III; Alex Potts; moderator: Craig L. Israelsen, Ph.D. 0.0

The portfolio losses that occurred during the Great Recession made it clear risk management practices were inadequate. Investors have become increasingly interested in outcomes and are beginning to drive a change in the conversation with advisors toward goals-based investing. A major question advisors face when building an investment strategy is, “Should I use passively or actively managed strategies?” If an advisor is going to adequately meet the changing needs of investors, they must be skilled in both asset allocation and manager selection — whether they fill the portfolio with passively or actively managed strategies. Learn ways to align your approach with an investor’s needs to remain focused on a goals-based or outcomes-oriented investment discussions.


A call against complacency

Dambisa Moyo 0.0

International economist Dambisa Moyo explains how governments around the world can improve economic growth in a conversation moderated by 2007 MDRT President Harriman.

Mourning lessons

Matt Pais 0.0

<p style="font-size: 1.05rem; letter-spacing: -0.02em; color: #000000; font-weight: 600;">What to say — and not say — when handling grieving clients and their death claims.</p>


Should you be using a third-party money manager?

Michelle L. Bender, CFP 5.0

Top of the Table qualifier Michelle Bender outsources her clients’ assets to a third-party money manager (TPAM). She describes how she talks to clients about the advantages of using a TPAM and why that requires an additional fee.

Advising a young demographic

Elizabeth Diffin 0.0

Millennial population growth spurs a change in approach for advisors in the Philippines.

Advanced life 2015 — Ideas that thrive

David Szeremet, J.D., CLU 0.0

The American Taxpayer Relief Act of 2012 was a sea change for advisors working in advanced markets. Under current laws, the federal estate tax exclusion is USD 5 million and rising. Furthermore, the portable exclusion allows couples to “double up” on the amount they pass federal estate tax-free. Indeed, the “good old days” of positioning life insurance for estate tax liquidity are mostly gone (except for high-net-worth clients). Szeremet breaks down estate planning strategies that have thrived in this new environment. This session is a must if you are interested in increasing your sales of permanent life insurance.


Simple ideas that close big cases

Tony Gordon 5.0

Gordon shares the diagrams and stories behind simple sales ideas he has used in his career dealing with wealth accumulation, clients' objections and more.

The challenge of value investing

Lawrence Sarbit 0.0

Charlie Munger, vice-chairman of Berkshire Hathaway, has said, “Value investing is simple but not easy.” In this presentation, Lawrence Sarbit outlines some of the major problems investors face in trying to allocate capital to equities. Then, he presents the method he has used successfully over the past 27 years — a value, business-like approach to buying part-ownership in publicly traded companies.


Smart failure in a fast world

Prof. Eddie Obeng 0.0

Obeng, a British educator and author, addresses the rapidly changing environments in business, society and culture, and offers insight into the most effective ways to adapt. Presented at the 2016 Annual Meeting.


Where have we been, where are we going?

Dr. Christina Y. Liu 5.0

Clients expect advisors to have answers to questions about the economy. Dr. Christina Liu, who has an MBA in finance and Ph.D. in economics from the University of Chicago and years of experience in economic and financial policy, discusses short- and medium-term outlooks for the equity market. In this session, moderated by MDRT First Vice President Mark J. Hanna, Dr. Liu shares ideas on how to be a better advisor, particularly when market conditions are challenging.