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33 Resources

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Navigating clients' emotions

Paula C. Brancato, MBA, CFP; Jeanmarie Elizabeth Kricher 5.0

Clients' emotional decision making can be challenging. Paula C. Brancato, MBA, CFP, and Jeanmarie Elizabeth Kricher share how they've learned to determine what their clients really want and build trusting relationships with them. <br> <br> Subscribe to the MDRT Podcast on SoundCloud or iTunes. <br> <br> The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2016 Million Dollar Round Table.


Science of investing

Guy E. Baker, MSFS, CFP 0.0

In this session, Baker uses technical analysis to show you how to be an investor and not merely a speculator in the market. Using a scientific approach means basing your strategies on evidence, predictability and repeatability. Baker discusses how to identify the four dimensions of risk (market, company size, relative price, profitability) and integrate them together for a portfolio that has the highest probability of performing well.

Active or passive? Both are irrelevant if they fail the investor

John E. Coyne III; Alex Potts; moderator: Craig L. Israelsen, Ph.D. 0.0

The portfolio losses that occurred during the Great Recession made it clear risk management practices were inadequate. Investors have become increasingly interested in outcomes and are beginning to drive a change in the conversation with advisors toward goals-based investing. A major question advisors face when building an investment strategy is, “Should I use passively or actively managed strategies?” If an advisor is going to adequately meet the changing needs of investors, they must be skilled in both asset allocation and manager selection — whether they fill the portfolio with passively or actively managed strategies. Learn ways to align your approach with an investor’s needs to remain focused on a goals-based or outcomes-oriented investment discussions.

No, I can't do that

Guy Munro Mankey 0.0

Don't cancel the policy until you say these words to a client.

Explaining volatility

Bryce Sanders 0.0

Why you should discuss market volatility and financial planning with your insurance clients.

Fear factor

Jerry Soverinsky 5.0

As recession and financial anxieties mount, communication is key for alleviating client concerns.

Mourning lessons

Matt Pais 0.0

<p style="font-size: 1.05rem; letter-spacing: -0.02em; color: #000000; font-weight: 600;">What to say — and not say — when handling grieving clients and their death claims.</p>

Medical crises don't stop during economic downturns

Delia Hui Wong 0.0

Convincing a young client to keep her policy shows advisor her mission.

Q&A: Jayang Vinod Nagrecha

Antoinette Tuscano 0.0

Explaining the benefits of insurance to people who aren't interested.

With age comes opportunity

Elizabeth Diffin 0.0

Singapore's aging population reveals potential business for financial advisors.

The opening of a new door to success

Plabita Priyadarshi 0.0

How these work-from-home times have become the most productive in the career of Plabita Priyadarshi, an MDRT member from India.


Empower women after a spouse dies

Renee Hanson, CFP, CDFA 0.0

What’s the best way to work with widows? Find out what Top of the Table qualifier Renee Hanson does in her practice to manage her clients' emotions and fears and to move them toward empowerment.


The economy and common-sense brilliance

Gene L. Mahn, CLU, ChFC; and Walton W. Rogers, CLU, ChFC 5.0

Whether the economy is up or down, there is always someone doing well. Learn how that can help your practice.

Ask and ask again

Terry C. Johnson 0.0

Client asks to cancel policy, instead finds he's owed $500,000.

A mistake I made in discussing income replacement coverage

MDRT 0.0

Do you review clients’ plans if they say they already have income replacement? Do you not only ask about their coverage but frequently review it to make sure the policies match up with client needs? In this episode, MDRT members discuss errors they have made in how they have approached income replacement and the benefits of learning from these mistakes. <br><br> You’ll hear from:<br><br> Everett Revere Foxx<br> Steven Genoff, CFP<br> Brandon Green, ChFC, CLU<br> Dana Mitchell, CLU, CFP

Don’t overlook communicating the big economic picture

R.J. Kelly, MSFS, RICP 0.0

Learn how one MDRT member helps anxious clients understand the difference between “event-driven,” “cyclical” or “structural” recessions.