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Selling and marketing to the generations

Seth Mattison 0.0

Markets are becoming increasingly segmented, and one size no longer fits all clients and customers. This presentation reveals the hot buttons and preferences of Traditionalists, Boomers, Xers and Millennials that advisors need to know to connect. This isn’t about inventing a new selling system — it’s about adding a generational lens to your already successful approach to make it more impactful.

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.

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

Thomas F. Love 0.0

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.

0:25:48

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.

Creating a backstory that rings true

Tony Vidler 0.0

Telling your story helps clients understand and trust you.

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.

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.

0:05:09

How to be unforgettable

Venkateswara Rao Vakalapudi; Manu Dhawan; Manoj Mani Agrawal; and Plabita Sanjiv Priyadarsh 0.0

The advisors who succeed are the ones who provide outstanding client service. Three top advisors in India talk how they provide client service and make sure they’re unforgettable to their clients.

The 12 P's of performance

Bruce W. Etherington, CLU, ChFC 5.0

Join longtime Top of the Table member Etherington as he outlines his 12 ingredients for success.

0:32:40

Buy your tomorrows today

David Eric Appel, CLU, ChFC 0.0

Appel shares transferable ideas he has implemented to build a successful practice.

0:29:04

15 magic words

Bernie De Souza 4.0

Bernie De Souza, a best-selling author and renowned trainer, specializes in helping financial advisers get more clients, more often, and without even selling. He understands that sales success requires advisers to make the most of the time they have with prospects and clients. De Souza will show you how to use 15 magic words in a ten-minute presentation to get quick cooperation from prospects. He’ll also teach you advance questioning skills to collect more information in less time. In addition, he will share secrets about when and how to close so you never hear the words “let me think about it” again.

1:30:25

How to read someone like a book

John Cremer 5.0

Imagine if you could understand clients within seconds of meeting them and instantly build rapport. Imagine gaining new insight into members of your team and knowing the words and images that motivate them. In this workshop, you will learn how to identify the six different types of people. This information is a powerful tool to apply both in your business and your own personal development. This is a highly interactive and humorous presentation.

Calling all ages

Bryce Sanders 0.0

Connecting with individuals ages 20 to 90 requires understanding the good, the bad and the ugly about each generation.

Ask the right questions

MDRT 0.0

Your guide to getting the discussion started with clients and prospects.

Small message, big impact

Terri L. Sjodin, CPAE, CSP 0.0

Sjodin is the principal and founder of Sjodin Communications, a public speaking, sales training, and consulting firm based in Newport Beach, California. She is one of America’s most highly sought-after female speakers and has trained and motivated thousands of people from all over the world. Her unique specialization is advancing the persuasive presentation skills of professionals. She is the author of the national best-selling book Small Message, Big Impact and the highly acclaimed New Sales Speak—The 9 Biggest Sales Presentation Mistakes and How to Avoid Them.

Tell them a story

Liz DeCarlo 0.0

Successful storytelling helps actively engage listeners and move them to action. How you can make it work in your practice.