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0:25:21

Marketing strategies toward Top of the Table

Marc A. Silverman, CFP, ChFC 0.0

Marketing strategies have enabled Silverman's company to write 300-plus cases per year. Sales are half the battle; the other half is marketing. Silverman shares the techniques he uses in his office, such as displaying client thank you notes in the waiting area. Presented at the 2016 Annual Meeting.

0:20:55

Sales mastery

Sol Hicks 5.0

Hicks talks about his career and answers questions of members on how to increase their production.

0:06:58

Make the most of the client’s first meeting

MDRT 5.0

What questions should you ask, and what information should you provide in your first meeting with a client? In this episode, MDRT members discuss their best practices for that introductory conversation.<br><br> You’ll hear from:<br><br> Liru Chang, MBA<br> Roy Hall<br> Kobus Kleyn, CFP <br> Scott S. Paterick, CLU, ChFC<br><br> If you'd like to subscribe, find us on iTunes at MDRT Podcast.

Is your networking working?

Matt Pais 0.0

The do's and don'ts of networking.

Panel: Tips for switching to fees

Caroline A. Banks, FPFS; Kenneth E. Davy, Cert PFS, FCII; Gregory B. Gagne, ChFC; Gino Saggiomo, CFP 0.0

Regulations around the world have left many advisors with no other option than switching from a commission-based business model to one that centers around fees. Other advisors have made the switch voluntarily when they saw the benefits. A panel of industry veterans who have successfully incorporated fees into their businesses discuss the challenges and rewards of the switch from the perspective of both the advisor and the client. Among the questions the panel addresses:<br> • How do you properly value your advice?<br> • Do you base your fees on time spent, value added or a combination of the two?<br> • Do you pick a “line in the sand” date to transition clients to the model, or is there a transition period?<br> Gain proven ways to convince clients that paying for advice is best for them, tips for compliance, confidence in your ability to transition your practice and excitement about the opportunities ahead.

11 keys to impactful networking

Joseph M. Thomas 5.0

Would you like to feel more confident when you go to a networking event? Do you wonder how other advisors get so many quality appointments and never cold call? Thomas shares how to attend the right events and land meetings with your ideal prospects. This includes a discussion of the variety of networking events out there and how to utilize the connections made in these settings. Every time you introduce yourself to a new person, you have the potential to make a contact. Leave this session with the ability to make the most of those opportunities.

Code of Ethics

MDRT 5.0

Print out the MDRT Code of Ethics to display on your wall.

0:05:21

A new lens

Daniel O'Connell, MBA 0.0

O'Connell explains how he used seminars to grow his business and make changes to deal with regulations. Presented at the 2017 Annual Meeting.

Developing new referral sources

Bryce Sanders 0.0

A look at some unexpected centers of influence who could help your business grow.

The marketing campaign about nothing

Joseph A. Trovato 0.0

Remember when business was fun? You’re allowed. It’s OK. In fact, people tend to do business with people they like, according to Trovato. You can be the best financial planner in the world, but if no one knows you, loves you and trusts you, you will be a lonely financial planner with lots of time on your hands. Using a play on the TV show “Seinfeld,” where “nothing” really means everything, Trovato helps you learn how and why to do successful client events, explains why traditional mission statements don't work and what to do instead, and shares how he achieved Top of the Table status in just two years.

Finding referrals and overcoming objections

Liz DeCarlo 0.0

Work with clients without fearing rejection and get referrals without asking.

Making prospecting pay off

Liz DeCarlo 0.0

Get prospects to call you, hosting unique events and three ways to tell a client "Happy Birthday."

Find new clients through consulting on life insurance policies

Liz DeCarlo 5.0

Drawing on your expertise and using a fee-based model can increase revenue.

Simple ways to make prospecting and servicing clients easier

Liz DeCarlo 0.0

Why you need to stop ignoring millennials, moving beyond risk-based products, and proven marketing and client service strategies.

7 phrases to close the deal

Bryce Sanders 0.0

Create trust and connections with clients by using the right words.

0:14:58

New ways of networking

Helen A. Jenkins, Dip PFS 5.0

Traditional methods of networking should be left in the past. At the 2015 Annual Meeting, Helen Jenkins shares some of her most successful networking stories.