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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.

0:01:35

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.

0:18:15

The box

Guy E. Baker, MSFS, Ph.D. 4.0

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.

0:03:27

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 5.0

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

Tips on How to Sound Persuasive When Securing Potential Clients

Edmund Chaw 0.0

Edmund Chaw shares how he was able to make himself stand out and build his client base

0:04:56

The ABCs of building an MDRT client base

Cheng Huann Yeoh, ChFC, CLU 4.0

Yeoh Cheng Huann explains how an increase in referrals begins with expanding your client base and building more meaningful relationships with them.

0:06:15

End cold calling with a digital system

Remigiusz Stanislawek 5.0

Imagine qualifying for Top of the Table without making any sales calls or even calling your clients at all. In this session, Stanislawek, a Top of the Table qualifier from Poland, explains how automated online system that utilizes mailing lists and a free membership site to consistently deliver value to clients. Twenty percent of his clients have never even spoken to him! <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>

0:05:21

A new lens

Daniel O'Connell, MBA 0.0

O'Connell explains how he used seminars to grow his business and make changes to deal with regulations. Presented at the 2017 Annual Meeting.

Write your book to inspire others and generate sales

Jae Sunny Lee 0.0

There is no magic formula for publishing a book, but it’s no secret that a smart approach is to write what you know. For Lee, that has meant converting her experience with her own twin boys into the book “Is Your Child a Money Master or a Money Monster?” and using her work with Korean expats to address their concerns. Lee discusses how she turned her life into marketing material for her financial planning practice, understanding how every idea and event she has encountered can generate compelling material. Attendees will learn to identify topics they are passionate about and gain both the motivation and the steps to turn that passion into their own book. <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>