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0:04:27

Find clients through branding

Brad Myers 0.0

How to brand yourself through retirement parties and food baskets.

1:00:04

The problem page

Mary Fenwick 5.0

Mary Fenwick came to her role as an “agony aunt” through an unusual route. She first trained as a business coach, supervised by a Harvard professor of psychology. Her interest was in how people do their best work and how they manage themselves. This is an opportunity for attendees to ask questions about whatever is holding them back — whether it’s a relationship with a business partner, an inability to say no to demands, anxiety over a teenage child or a fear of being “found out.” Learn new approaches to handling issues that arise in your personal and professional life.

0:25:42

Classically trained

D. Scott Brennan 0.0

2012 MDRT First Vice President Brennan explains how his MDRT membership made him the person he is today. Brennan relates how his father's membership in MDRT set him on his path towards his own membership and how learning to sell life insurance is like learning how to master an art.

Tips & Technology

Elizabeth Diffin 0.0

Life hacks, apps and time-savers for busy advisors.

Adding alpha to your client relationships

Sally W. Munford, CLU, MSFS 0.0

Mature advisors usually apply prospecting and marketing tactics that differ from those newer producers use. Munford says in lieu of cold calls, veterans rely on marketing strategies that provide value to existing clients, which fosters deep connections and positive results. Her techniques take the form of personalized attention and client education, which she shares with you so you can provide a better experience for individual clients, achieve greater profits, and cultivate referrals and cross-selling opportunities.

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.

0:16:50

Mining for new clients

Marc Berube 0.0

Berube shares how his past career as a mine engineer has helped shape his views on prospecting. He offers tips for how fellow members can up their prospecting.

0:15:23

I'm not retiring

Malcolm Charles Baxter; Clay Gillespie, CFP, CIM; Leon L. Levy, CLU, RHU; John W. Homer, CLU, ChFC; D. Kyle Atkins, CLU, CFP; William J. Kanary 5.0

At the 2014 MDRT Top of the Table Annual Meeting, Leon L. Levy, CLU, RHU, told attendees he's not planning on retiring, ever. For many MDRT members, succession planning, retirement and similar phrases all carry with them such weight. It's not easy to leave behind a business you built. In this episode of the MDRT Podcast, hear three members like you discuss what’s on their mind as they try to ensure the life of their practice, offering tips for how to best navigate this process. <br> <br> Subscribe to the MDRT Podcast through SoundCloud or iTunes.

0:19:05

Un unexpected journey

Adelia Chung, CLU, ChFC, and Spencer Dung 0.0

Adelia Chung has been in the financial services business for more than 30 years. She was the first female MDRT President, serving in 2005, and currently is a Top of the Table member. Her son, Spencer Dung, is following in her footsteps, albeit along his own path. He attended the University of California, San Diego, where he received his bachelor’s in economics, and is currently an assistant vice president of Foresters Financial. This dynamic mother-son team has an amazing amount of applicable information to share. They will show you that while times have changed, the fundamentals of the business have remained the same, and there really are basic transferrable principles for success.

0:16:30

10 proven positioning and sales ideas

John F. Nichols, MSM, CLU 5.0

Are you prospecting or are you positioning yourself? Ten proven positioning sales ideas.

0:02:43

How to get through tough times: MDRT Past President series

Jack B. Turner, CLU, ChFC 5.0

Thrive despite difficulties. Advice on how to conquer adversity, from 1983 MDRT President Jack Turner.

0:26:51

The 5 keys to ultimate health

Dr. Ross Walker 0.0

Achieving ultimate health is a dream for many. However, the solution for health issues cannot and should not be found in a pill. There are five key ingredients necessary for people to be the healthiest they can be. Dr. Ross Walker, cardiologist and author of seven bestselling books including “5 Stages of Health” and “Highway to Health,” will discuss how to achieve these five keys.

Knockout networking

Michael Goldberg, CSP 0.0

Boxing, like networking, is about the connection. Better connections for your fight game — your business — lead to greater success! Most advisors are not born networkers; they develop the skills and confidence through training, practice and a positive attitude. Join Goldberg as he discusses tools for becoming more confident meeting new people, defining your target market, delivering a knockout elevator speech and generating more referrals.

The actual secret to soft selling in a virtual world

Colin Parkin 0.0

Parkin discusses how to thrive in a virtual office environment running night school classes for clients, liability audit and company will. The seven-year Top of the Table member uses sales ideas built on the backs of these practices and provides ideas you can implement in your practice immediately, boosting your production level and making you more virtually savvy. Learn how to go from a basic to sophisticated investor in no time.

0:19:11

Setting standards

Derek Mills 5.0

Derek Mills began qualifying for MDRT and Top of the Table — and working less — when he set standards instead of goals.

What do you say after you say hello?

Angus Donald McQueen 0.0

What you say and do next after meeting someone increases or decreases the likelihood of them doing business with you. Top of the Table member McQueen demonstrates a simple engagement process and a fresh approach to the first meeting, which has moved him to bigger and bigger fee-paying clients. His insight into goal setting and engagement techniques is sure to position you differently from your competition.