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11 keys to impactful networking

Joseph M. Thomas 5.0

Would you like to feel more confident when you go to a networking event? Do you wonder how other advisors get so many quality appointments and never cold call? Thomas shares how to attend the right events and land meetings with your ideal prospects. This includes a discussion of the variety of networking events out there and how to utilize the connections made in these settings. Every time you introduce yourself to a new person, you have the potential to make a contact. Leave this session with the ability to make the most of those opportunities.

How to develop and manage a 401(k) practice and use your position to acquire high-net-worth clients

Richard John Cawthorne Jr. 0.0

Since Cawthorne started Alpha Pension Group more than a decade ago, the firm has maintained a client retention rate of 100 percent. Learn how the longtime MDRT member achieved consistently growing success by taking control of the 401(k) market, managing his own firm and using his position as a 401(k) expert to gain high-net-worth clients. He will also explain how he’s created a repeatable investment strategy for all clients, which has maximized his firm’s efficiency and allowed him to grow his client base exponentially each year.

0:03:17

Growing a niche market: Female clients in life transitions

Renee Hanson, CFP, CDFA 5.0

How do you find clients who fit your niche and work with the right centers of influence? Find out from Top of the Table qualifier Renee Hanson how she finds clients who are going through divorce, loss of a spouse or job transition.

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

5 keys to successful workplace negotiations

Robert Cialdini 0.0

Whether selling products to clients, vying for more company resources or simply managing your day-to-day workload, being able to successfully negotiate with others is essential for success.

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.

Who does Google say you are?

Liz DeCarlo 0.0

Building a positive online presence can be key to connecting with prospects.

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.

Find new clients through consulting on life insurance policies

Liz DeCarlo 5.0

Drawing on your expertise and using a fee-based model can increase revenue.

Creating a backstory that rings true

Tony Vidler 0.0

Telling your story helps clients understand and trust you.

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.

The illusion of power: How to identify and break through dramatic triangles

Paddy Ducklow; Carole Ducklow 0.0

The three roles of the Drama Triangle are the three positions that unhappy families use under stress. The three roles — Persecutor, Rescuer and Victim — operate to keep people in the illusion of power. The roles incorporate learned patterns of habits and control mechanisms that bond people together in harmful ways. They are symbiotic, destructive behaviors that affect all members of the family and organization. Paddy and Carole will offer the theory and practice of triangles and how to eliminate these learned behaviors in the context of marriage, family and business.

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.

0:25:48

Build trust, sell more

Don Connelly 5.0

Clients won't buy won't they don't understand, and they won't work with advisors they don't trust. Don Connelly explains by being clear, concise and memorable prospects and clients will understand your message.

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.

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.