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0:12:56

Utilizing your TEAM in client meetings

Susan M. Ellis, CFP 0.0

Establishing a successful "team partnership" for your client meetings will result in a symbiotic relationship that feeds on each others' strengths and brilliance.

0:06:19

Little things make the difference

Marc A. Silverman, CFP, ChFC 0.0

The home team has the advantage — that's the reason Marc Silverman hosts client meetings in his office. He describes the special touches in his office and client appreciation events. Presented at the 2016 Annual Meeting.

0:18:20

It’s not about the money

Mary Fenwick 0.0

After her husband’s unexpected death, Mary Fenwick found that money was tied up with too much emotion. That was when her agent stepped up to help her and her family. Fenwick will share her story to illustrate why the role of an agent is not just about the transaction of selling a product, it’s about building a relationship over time. Selling a life insurance policy is one thing, but helping sort out the mess when there’s been an unexpected death is what is truly important. Fenwick is an advice columnist for Psychologies magazine, and she draws on her own experiences to help people acquire the skills needed to build enduring and genuine relationships.

Why appearances matter

Elizabeth Fuhrman 0.0

Scott Edelman focuses on lifestyle marketing with his clients.

Setting boundaries with clients

Matt Pais 0.0

Members share their experiences with successfully combining friendship and business.

Success her way

Kathryn Furtaw Keuneke, CAE 0.0

The women of MDRT thrive with a focus on relationships, productivity and balance.

0:18:08

Build trust by doing things your own way

MDRT 0.0

Do you establish trust with clients by talking or listening? Meeting with them at the office or out to lunch? In this episode, MDRT members recognize that advisors have many different styles, and people only trust you if you’re doing something that’s authentic.<br> <br> You’ll hear from:<br><br> Maryam Saber Ghafouri <br> Jake S. Ng, ChFC, CLU<br> Zoe B. Ng.<br><br> If you'd like to subscribe, find us on iTunes at MDRT Podcast.

The client who advanced my career

MDRT 0.0

You often can’t predict when a client will have a major impact on your practice. In this episode, MDRT members recall how certain clients have inspired growth through both success and adversity. <br><br> You’ll hear from:<br><br> Michael DeVivo<br> John P. Fisher<br> Dharmesh Goel<br><br> If you'd like to subscribe, find us on iTunes at MDRT Podcast.

Ethics are the foundation for a successful business

MDRT 0.0

Best ethics practices equal success. Learn what how other MDRT members maintain ethical practices.

0:01:24

Collaboration. How does that work exactly? One minute inside a high-performing office

Micheline Varas, RHU 5.0

Collaborative work can increase your income and decrease your workload. Find out how to make this win-win arrangement work for everyone, from Top of the Table qualifier Micheline Varas, RHU.

0:18:25

Don't be a statistic: 70% of widows leave their advisors

Michael S. Ross 0.0

More than 70 percent of married women fire their financial professional within one year of their husband's death — an important statistic, considering most women outlive their husbands. Learn why it is critical for your practice to retain widows and female clients and how to take steps to avoid losing valuable clients. Presented at the 2016 Annual Meeting.

0:03:10

Present yourself as a trusted advisor

Bharat Parekh 5.0

Do you wish prospects and clients would see you as an advisor instead of salesperson? A Top of Table qualifier from India, Bharat Parekh, discusses the simple steps he takes to be viewed as a trusted advisor.

Who are you and why should they care?

Adam McCann, CFP 0.0

By asking three wildly important questions, Adam McCann believes you can define your business and win over the hearts and minds of your potential marketplace, in spite of the competition. In a dynamic and interactive account, McCann shares his journey through the questions (Who are you? Why are you? and Why should they care?) to demonstrate how he arrived where he is today. At the end of this session, you will have strategies to develop answers of your own.

Make an impression

W.W. (Buzz) Hankinson, CLU, CFP 0.0

Win new business and build deeper client relationships with 10 business habits that stand the test of time.

What you learn from listening to recordings of yourself

MDRT 0.0

Self-evaluation can be difficult, especially when you feel good about the job you’re doing. In this episode, MDRT members discuss how recording themselves and listening to the footage has led to effective adjustments in how they communicate with clients. <br><br> You’ll hear from:<br><br> Daniel Evan Jossen, CFP<br> Keunhwa Lori Moon<br> David John Munson Jr.<br><br> Episode breakdown:<br><br> 0:35 – Training before the game<br> 1:22 – Establishing the rehearsal process<br> 2:21 – “Watching the game tape”<br> 3:15 – When a presentation goes too fast<br> 4:34 – Identifying flaws in your performance<br> 5:25 – Exchanging words for value<br> 6:01 – Feeling surprised when clients don’t understand<br> 7:40 – Being a financial therapist

Is it time to let some clients go?

Tony Vidler 0.0

Realizing less is more when it comes to your client base can lead to better profits and income.