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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.

0:24:32

Proven marketing and client service strategies

Laura Hoi, ChFC, AEPP 0.0

Successful companies spend millions on ensuring excellent customer service. This is because they know it costs them a lot more to attract new customers than to retain existing customers. Hoi discusses how this concept applies to financial advisors. She will share how to keep clients happy and convert some to COIs and advocates through effective marketing strategies. She also shares ideas she has used to attract her ideal client profile.

Finding innovative strategic partners

Tony Vidler 0.0

Look beyond the typical when developing alliances.

Why you should partner with tax specialists

Liz DeCarlo 0.0

Look for partners who specialize in taxes when developing a financial plan for clients.

1:00:08

Generating quality introductions from centers of influence

Paresh B. Shah, CFP, and Aurora L. Tancock, FLMI, CFP; Moderator: R.J. Kelly, RICP, MSFS 0.0

Building relationships with centers of influence is an important part of growing your practice, but there’s no single way to do it. In this webinar, two MDRT members share their methods of working with centers of influence, including why making those connections is so essential. They explore ways to get introductions, how to build relationships that result in introductions to prospects, and how centers of influence can lead to building a referral-based practice.

0:42:10

Best practices of high performers

Norman Trainor 5.0

Most successful entrepreneurs have well-thought-out and clearly articulated strategies for building their business. A good business strategy helps advisors improve sales, become more valuable to their clients, boost productivity and achieve the success they desire. Trainor, founder, president and CEO of The Covenant Group, addresses how to develop and implement a business strategy that fits you and leads to peak performance.

0:05:39

What centers of influence want from you

Paresh B. Shah, CFP 0.0

When you work with centers of influence, you get surrogate trust from their referrals. Paresh Shah shares the four things they want in return.

0:20:12

Aligning with charities to create centers of influence and visibility

David C. Blake 0.0

Blake helped the founder of a charity that received an MDRT Worldwide grant (Ukulele Kids Club) pursue their vision through introductions to clients and centers of influence. In this short time, we have made tremendous strides, including securing a commitment from Give Kids the World Village to establish an ongoing music therapy program in 2018 for the children, showcase presentation at an insurance conference in front of 200 insurance producers, a keynote speaker engagement at a private dinner with top donors fundraiser at a Texas Children's Hospital and an active dialogue with a Hawaii Medical Center to establish a MT program and private fundraising event. Blake has been introduced to CEOs of hospitals, heads of local charities/foundations, corporate donors supporting these events, celebrities, television and print reporters, and he believes this ability to meet centers of influence is something MDRT members should know.

0:04:30

An often-overlooked center of influence

Aurora L. Tancock, FLMI, CFP 0.0

Centers of influence don't have to be accountants and attorneys. Aurora Tancock shares her best source for reaching more clients.

How to go from dream prospect to dream client

Brian D. Heckert, CLU, ChFC; Don F. White Jr., CLU, ChFC 5.0

Tips for converting a high-net-worth prospect to a client from multiple Top of the Table qualifier Don White.

0:01:52

How to work with accountants to find clients

Susan Catherine Paterson, FChFP 5.0

When small business owners are too busy and don’t understand how insurance protects their business, find out how Susan Paterson, a Top of the Table qualifier from Australia, connects with them.

0:03:11

Why work with centers of influence?

Aurora L. Tancock, FLMI, CFP 0.0

Building relationships with centers of influence can be a long and challenging process. But here's why Aurora Tancock believes it's worth it.

0:22:56

Reaching affluent clients by partnering with accountants and lawyers

Blake Colin Maurice Griffith 0.0

Strategic alliances with tax attorneys and tax accountants can result in referrals for your practice and improved solutions for your clients. In this session, Griffith shares some of the tax and financial planning strategies he’s learned and how they’ve benefitted his business. Lawyers and accountants also need to grow their businesses, and these alliances create the coveted financial team high-net-worth clients are seeking. Presented at the 2016 Annual Meeting.

0:03:15

How to turn notecards into referrals

Ted Rusinoff, CFP 5.0

How can a simple notecard transform your relationships with accountants and other centers of influence into profitable relationships that take you to the Top of the Table? Find out in this short video from Top of the Table qualifier Ted Rusinoff.