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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.

Creating a backstory that rings true

Tony Vidler 0.0

Telling your story helps clients understand and trust you.

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.

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.

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.

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.

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.

6 scripts to make prospecting easier

Bryce Sanders 4.0

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

0:13:34

Stand out to clients

MDRT 0.0

Every advisor seeks to connect with clients, whether with designations, direct relationships or finding a target market. In this episode, MDRT members discuss how to set themselves apart. <br> <br> You’ll hear from: <br> Victoria Joy Avedesian <br> Elizabeth Grigourian <br> Daxesh Maniar, MBA, CFP <br> <br> If you'd like to subscribe, find us on iTunes at MDRT Podcast.

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.

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.

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.

0:59:50

如何与高净值客户谈论保险

Fang Xie 0.0

在这个演讲中,Xie将探讨如何有效地与高净值客户沟通保险议题,包括:他们的担忧以及什么影响他们的决策。她也将讨论保险在理财方面的价值以及中国大陆目前的行业趋势。

Communicating in a sound-bite world

Dan Richards, MBA 0.0

Today we live in a sound bite world, but most advisors communicate the same way they did 20 years ago, according to Richards, former CEO, popular MDRT speaker and award-winning faculty member in the University of Toronto’s MBA program. He will cover research from Columbia, Harvard, London School of Economics and Stanford on what leads to persuasive communication today. And you'll also hear findings from a study of 30 million emails to learn what it takes to get your emails opened.