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

Thomas F. Love 4.0

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.

0:06:28

お客様との距離感を大切に 長期的な安心感を届けたい

岡田直人様 (Mr. Okada) 0.0

岡田氏は商談の中でよく例え話を使う。保険の専門知識のないお客様にできるだけ分かりやすく情報を伝えるための工夫で、内容は相手に会わせて即興で考えるのだという。一方で、岡田氏は商談の席では雑談はしない。保険会社の営業マンだと分かって会っていただいている以上、保険の話にフォーカスすることを大切にしていると語る。

Q&A: Kei Yamasaki

Antoinette Tuscano 0.0

How to get young prospects to attend seminars.

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.

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.

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.

Women: One of your wealthiest market segments

Michael S. Ross 5.0

The women’s market is a viable and underserved one, particularly in our industry. This segment controls 43 percent of America’s wealth, makes 95 percent of purchasing decisions and is outperforming men in achieving higher education, starting new businesses and earning more management and professional positions. Ross shares his tips on how to successfully market to women and explains why not having a women-friendly practice is a tremendous risk to your 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.

Create a niche market by focusing on young professionals

Matt Pais 0.0

Dimitry Neyshtadt takes inspiration from his parents in helping other families.

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.

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.

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.

0:28:00

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.

0:03:27

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.

0:01:14

How to use social media for financial planners

David Braithwaite, Dip PFS 0.0

An MDRT member who got his biggest case from Twitter shares social media tips.

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.