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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.

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.

0:28:00

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.

Creating a backstory that rings true

Tony Vidler 0.0

Telling your story helps clients understand and trust you.

What do you say to clients during rough times?

MDRT 0.0

Attendees from the 2008 Top of the Table Annual Meeting, which took place during a market downturn, discuss what they tell their clients during tough economic times.

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>

Earning trust in tough times

Ideas Section 0.0

Amid the 2008 recession, MDRT members share how earning their clients’ trust has helped them make a sale.

Creating a feeling

Matthew Luhn 0.0

As an animator and part of the story team at Pixar, Luhn has been a part of movies like “Toy Story 3” and “Monsters Inc.,” making audiences laugh and cry. He explains his career trajectory and how you can learn to use tension and release in your communication to create a feeling in your clients rather than just sharing a mission statement. <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>

0:25:48

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.

Using stories to connect with clients

Liz DeCarlo 5.0

<p style="font-size: 1.05rem; letter-spacing: -0.02em; color: #000000; font-weight: 600;">Fok combines technology and human touch to build long-lasting relationships.</p>

The power of storytelling

Ty Bennett 0.0

Bennett teaches the art of storytelling as a key communication and sales strategy. He provides attendees with the mindset, skill set and tool set to sell effectively through storytelling.

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.

Transferable sales ideas and marketing concepts for the life insurance producer

Howard E. Sharfman 0.0

In this fast-paced interactive session, Sharfman discusses the 20 best questions to ask a client, the traits of great sales producers, the 10 best reasons a client purchases life insurance and the five transferable sales ideas that have led him to consistently produce more than USD 3 million of new target life insurance premium every year for the past 10 years. Learn how to ask your clients powerful questions and uncover their real needs, wants and goals. <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>

0:06:02

从问题到契机

Matthew Charles Collins 5.0

Collins在演讲中谈到他提出的问题,以及他用来与客户保持联系并且符合规定的沟通方式。2017年会演讲。

The power of words: What you say determines if clients listen or ignore your advice

Antoinette Tuscano 0.0

Easy analogies and examples for explaining insurance and financial planning.

6 scripts to make prospecting easier

Bryce Sanders 4.0

Prepare to address a variety of scenarios by practicing your conversation ahead of time.