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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.

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.

0:18:15

The box

Guy E. Baker, MSFS, Ph.D. 4.0

These prospecting tips generated four decades of top-level production. Hear how Baker, an MDRT Past President, spent 40 of his 47 years of MDRT membership as a Top of the Table qualifier.

Is your networking working?

Matt Pais 0.0

The do's and don'ts of networking.

Developing new referral sources

Bryce Sanders 0.0

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

Q&A: Ashit Rajkotia

Liz DeCarlo 0.0

Rajkotia explains how he prospects in his community.

Q&A: Kei Yamasaki

Antoinette Tuscano 0.0

How to get young prospects to attend seminars.

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.

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.

How to raise your visibility

Bryce Sanders 0.0

You're involved in your community, but do people really know what you do?

Q&A: Laura Xue-Fen Hoi

Liz DeCarlo 0.0

Hoi finds prospects are often searching online, so she makes sure she's one of their trusted sources.

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.

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."

Simple ways to make prospecting and servicing clients easier

Liz DeCarlo 5.0

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

Power of observation

Bryce Sanders 0.0

What can you learn when you walk into a prospect's office?

Code of Ethics

MDRT 5.0

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