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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.

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.

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。

0:03:17

Qualify for MDRT 50% faster with referrals

Naomi Chua Yi-Shyan, ChFC 0.0

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

0:10:04

기존 고객에게 신규 고객 소개 받는 노하우

박희근 (Hee-Geun, Park) 0.0

기존 고객 스스로 소개에 적극 나서도록 하는 소개 영업 노하우를 메트라이프생명 박희근 대표 FSR을 통해서 알아본다.

Asking for referrals

Matt Pais 0.0

When not asking impacts a referral, a friendship and a future

0:10:06

テクニックではなく人間力 ~1,000週続く挑戦も、ただ一つの約束から~

齊賀 資和 (Motokazu Saiga) 0.0

齊賀氏は「テクニックを身に着ければ、短期的には成績を伸ばすことができるかもしれないが、10年20年とこの仕事を続けるためには人間力が必要だ」といいます。 齊賀さんならではの面談時の心得や成約件数を伸ばすための取り組みのほか、これからのビジョンについても語ってもらった。

Business building ideas successfully implemented

Bryson Milley, CFP, CIM 0.0

Milley identifies approaches for referrals and office efficiency gained at MDRT meetings. Presented at the 2017 Annual Meeting.

0:18:30

Making the Top of the Table and staying there

Cedric L. Watkins II, JD, MBA 4.7

Hear five no-fail ideas to achieve and stay at Top of the Table.

Turning clients into advocates

Chris Leach, Dip PFS 0.0

How do you turn clients into advocates so that whenever they are talking to people about finance, your name is mentioned and your expertise recommended? At the 2017 Annual Meeting, Chris Leach from Cardiff, Wales, shares her ideas.

0:18:01

Build a referral-based practice

Aurora L. Tancock, CFP, FLMI 4.0

Over 90 percent of Tancock's new clients are referrals from existing clients. They are not coming in because she has better products to sell or can promise better market returns; they are looking for someone to help them organize their finances and help them achieve their goals. Tancock shares the process that she follows to make sure she remains referable in every stage of the sales/service process.

13 sales ideas to jump-start production

MDRT 5.0

Effective and quick sales idea favorites from MDRT members around the world.

0:20:15

Mastering referrals

Brent R. Kimball, CFP, ChFC 0.0

Kimball draws on his 35 years of industry experience and regular Top of the Table qualification to explain his proven system of using only referred leads. He discusses when to ask, how to ask, overcoming objections, making it fun and how to thank clients properly for referrals.

0:59:26

Consistent marketing identifies opportunities

Lucas J. Noble, CFP, ChFC 0.0

By developing a system that both puts you in front of your clients regularly and yields their feedback on your practice, you keep those clients engaged and wanting to refer you. Noble shares his marketing plan, which details how he keeps himself in front of his clients on an ongoing basis while keeping operations intact. Noble’s client appreciation events, which have produced countless referrals, provide the opportunity to ask for referrals without making it awkward.

0:04:11

How to get referrals to call you

Richard Jones, CFP 4.0

Find out the lesson that increased Richard Jones production, taking him from Court of the Table to Top of the Table.

0:01:20

Introductions and referrals

Bertram Foster 0.0

Foster discusses his approaches to getting referrals, including using social media and centers of influence.