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0:14:58

New ways of networking

Helen A. Jenkins, Dip PFS 5.0

Traditional methods of networking should be left in the past. At the 2015 Annual Meeting, Helen Jenkins shares some of her most successful networking stories.

0:04:27

Find clients through branding

Brad Myers 3.0

How to brand yourself through retirement parties and food baskets.

0:06:58

Make the most of the client’s first meeting

MDRT 5.0

What questions should you ask, and what information should you provide in your first meeting with a client? In this episode, MDRT members discuss their best practices for that introductory conversation.<br><br> You’ll hear from:<br><br> Liru Chang, MBA<br> Roy Hall<br> Kobus Kleyn, CFP <br> Scott S. Paterick, CLU, ChFC<br><br> If you'd like to subscribe, find us on iTunes at MDRT Podcast.

0:20:55

Sales mastery

Sol Hicks 5.0

Hicks talks about his career and answers questions of members on how to increase their production.

0:01:35

The fear of splitting commissions: One minute inside a high-performing office

Micheline Varas, RHU 0.0

When is 100 percent less profitable than 50 percent? Find out from a Top of the Table qualifier.

0:02:43

Brand yourself as an expert: Inside high-performing offices

Brad Elman, CLU, CLTC 5.0

Get clients calling you for your expertise. Find out how to position yourself in the media as an expert clients want to work with.

0:05:09

How to be unforgettable

Venkateswara Rao Vakalapudi; Manu Dhawan; Manoj Mani Agrawal; and Plabita Sanjiv Priyadarsh 0.0

The advisors who succeed are the ones who provide outstanding client service. Three top advisors in India talk how they provide client service and make sure they’re unforgettable to their clients.

0:16:30

10 proven positioning and sales ideas

John F. Nichols, MSM, CLU 5.0

Are you prospecting or are you positioning yourself? Ten proven positioning sales ideas.

Finding allies

Bryce Sanders 0.0

When building relationships in your community, don’t overlook these professions.

0:15:54

Standing out from the crowd

Chris Leach, Dip PFS 0.0

Leach gives tips for how you should stand out from other financial advisors

Selling and marketing to the generations

Seth Mattison 0.0

Markets are becoming increasingly segmented, and one size no longer fits all clients and customers. This presentation reveals the hot buttons and preferences of Traditionalists, Boomers, Xers and Millennials that advisors need to know to connect. This isn’t about inventing a new selling system — it’s about adding a generational lens to your already successful approach to make it more impactful.

0:15:08

30 years later: The same fabulous business

Adrian P. Baker, Dip, PFS 5.0

Baker shares practical sales ideas and usable skills that allow new advisors to develop an health and profitable clientele and current advisors to become even more productive.

What do you do for a living? Does the answer matter?

Thomas F. Love 0.0

Most people choose to answer this question with a simple statement of fact, according to Love. Effective messages are more complex. People don't buy WHAT you do, they buy WHY you do it — and WHAT you do simply proves what you believe. By understanding that having something to say is more important than someone to say it to, you will begin to benefit from the power of effective messages.

Cracking the code: Propelling your practice

John P. Enright 0.0

Tired of reinventing the wheel and scouring for new marketing ideas? Frustrated with your process (or the lack of a process)? So was Enright, until he discovered indispensible tools for creating a “Unique Client Experience” that gave him the freedom he sought. Learn to deliver more value, in less time — and make more doing it.

The marketing campaign about nothing

Joseph A. Trovato 0.0

Remember when business was fun? You’re allowed. It’s OK. In fact, people tend to do business with people they like, according to Trovato. You can be the best financial planner in the world, but if no one knows you, loves you and trusts you, you will be a lonely financial planner with lots of time on your hands. Using a play on the TV show “Seinfeld,” where “nothing” really means everything, Trovato helps you learn how and why to do successful client events, explains why traditional mission statements don't work and what to do instead, and shares how he achieved Top of the Table status in just two years.

Skills that succeed in the untapped business insurance market

Russell Collins, Dip LI 5.0

The business insurance market is nothing more than one business owner (advisor) sitting across the table from another business owner (client) and asking questions. The answers to these questions inevitably expose insurance problems that the second business owner did not even know existed. If it is that simple, why aren’t more advisors involved in this market? In this session, MDRT member Russell Collins covers how to transition into the closely held-type market and then how to get from saying “hello” in the initial meeting to getting the opportunity to present recommendations.