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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.

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>

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>

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>

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.

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>

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.

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.

Selling insurance when the market is down

Bryce Sanders 0.0

How to be there for clients in difficult economic times.

Telephone tango: Get appointments in a no-answer culture

Gail B. Goodman 0.0

Technology has changed how we prospect and set appointments with both old and new clients. Goodman teaches up-to-date behaviors that increase your chances of actually speaking to a new prospect and having an opportunity to schedule that vital initial appointment. Keeping in touch with clients has also become more challenging, and the ideas presented show you how to use technology to your advantage.

6 scripts to make prospecting easier

Bryce Sanders 4.0

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

0:06:02

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。

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.

0:29:04

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.