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0:03:27

Market your practice: Think strategically about your niche

Brian D. Heckert, CLU, ChFC 5.0

Will there be a point in your career when it becomes more enjoyable? Yes, when you find your niche. Find out more from the 2016 MDRT President Brian Heckert how this could work for you.

0:28:00

Q&A with Matthew Luhn

Matthew Luhn 0.0

2018 Annual Meeting Main Platform speaker Matthew Luhn expands on his presentation about storytelling and answers audience questions.

0:56:24

It’s how you say it

Dale W. Martin, CLU, ChFC 5.0

It’s hard enough to get in front of the high-net-worth client, so once you do, you can’t afford to make mistakes. Once you do get the opportunity, how do you explain the concepts in a manner they understand? How do you answer common objections that clients, CPAs and attorneys often have? Martin uses actual cases and proven techniques to show you how to overcome these objections and discuss each part of the process and give specific details on what to say and how to say it.

0:18:15

The box

Guy E. Baker, MSFS, Ph.D. 0.0

These prospecting tips generated four decades of top-level production. Hear how Baker, an MDRT Past President, spent 40 of his 47 years of MDRT membership as a Top of the Table qualifier.

0:01:35

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

Micheline Varas, RHU 5.0

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

0:03:17

Growing a niche market: Female clients in life transitions

Renee Hanson, CFP, CDFA 5.0

Like many people, your clients may be going through transitions and seeking advice. Learn how Top of the Table qualifier Renee Hanson, CFP, CDFA, works with clients going through transitions -- such as divorce, loss of spouse or job transition -- and how she works with centers of influence to find clients in her niche.

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.

0:02:43

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.

0:25:21

Marketing strategies toward Top of the Table

Marc A. Silverman, CFP, ChFC 0.0

Marketing strategies have enabled Silverman's company to write 300-plus cases per year. Sales are half the battle; the other half is marketing. Silverman shares the techniques he uses in his office, such as displaying client thank you notes in the waiting area. Presented at the 2016 Annual Meeting.

0:03:17

Qualify for MDRT 50% faster with referrals

Naomi Chua Yi-Shyan, ChFC 4.0

Naomi Chua, of Singapore, shares her method of getting referrals, which allows her to qualify for MDRT quicker and with less effort.

0:07:26

Acquire clients for free

Bill Bachrach 4.3

The key to acquiring high-net-worth clients by referrals and building high-trust relationships, from Bill Bachrach, who is a top coach for financial advisors.

Step on the marketing and business accelerator with LinkedIn

Barbara Rozgonyi 0.0

In the financial services industry, there’s no better place to spend your time online than LinkedIn. Find out how to transform a lonely LinkedIn profile into a super-charged network that positions you and your company as the leaders your target clients are looking for. More than just an online resume, your LinkedIn profile connects you to the virtual marketplace of the business world. With more than 400 million members, LinkedIn offers a high-performance personal branding platform that you activate, design and manage. You can grow your business by integrating LinkedIn into sales, customer service or marketing efforts for immediate and long-term impact throughout your business and community.

Creating a backstory that rings true

Tony Vidler 0.0

Telling your story helps clients understand and trust you.

Is your networking working?

Matt Pais 0.0

The do's and don'ts of networking.

From fashion model to financial advisor

Scott Rogers 0.0

Murdock's specialization in premium finance started with the family business.

Think the unthinkable to spark transformation in your business

Nikhil J. Anandpara, CFP, CII 0.0

In this session, Anandpara teaches you how to build a personal brand to set yourself apart from the competition. He illustrates ways to zero in on a businesses’ unique products and services to define what differentiates one business from the rest. He also helps you better understand client needs and perceptions, teaches you how to use customer feedback to strengthen marketing efforts, and discusses how to develop creative sales presentations. This session offers content specific to India.