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0:36:12

Paychecks and playchecks

Tom Hegna, CLU, ChFC 5.0

Hegna, New York Life vice president, explains that the financial services industry was built for helping people survive poor economic markets. He describes how products can provide clients with a guaranteed paycheck for life.

0:11:57

Approaches to long-term care

Timothy Clairmont 0.0

Clairmont shares a unique presentation technique he uses with clients to get them to see the value of life insurance.

0:10:38

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.

0:14:14

Life insurance is free with recovered lost opportunity cost

Thomas W. Young, CLU, ChFC 5.0

Young discusses how he wants to create more wealth for his clients so that they can make more efficient decisions.

Life insurance for the long run

Sun Chan Hwang 0.0

Life insurance expert Hwang discusses life insurance in terms of understanding diversified clients' needs while introducing easy-to-implement and interesting sales strategies. Using vivid personal experiences that led him to MDRT membership, including a hiking trip he made through the Himalayan Mountains, he shares how to demystify life insurance for customers, focusing on its core values. His unique perspective introduces the topic of selling life insurance in a new light.

0:21:04

Working with middle-market millionaires

Gregory B. Gagne, ChFC 5.0

People with $1 million to $5 million in assets, which is a niche with a large supply of clients, often are not prepared for retirement. Gagne shares his secrets on how to work with that market. Presented at the 2016 ConneXion Zone at the Annual Meeting.

Sales secrets: How to sell less term and more perm

Jeffrey Ranz 0.0

Many Clients come into offices asking for term life insurance. Ranz points out that often it is due to a lack of knowledge about how term really works and the other choices and options available to them. Using his tips daily will have your clients asking for permanent insurance-the "when"-versus term insurance-the "if." Drive your sales by learning simple, client-friendly ways to illustrate universal life versus whole life, as well as mortgage life insurance.

0:01:44

Help your clients stick to the plan: One minute…inside a high-performing office

Alain Quennec, CFP, CIM 0.0

Sticking to their financial plans is critical component to clients reaching their financial goals. Sometimes, however, clients veer off course. Keep clients on track using this advice from a Top of the Table qualifier.

0:01:09

Being a trusted advisor not a salesperson: One minute…inside a high-performing office

Alain Quennec, CFP, CIM 5.0

As a high-performing advisor, trust is the basis of strong relationships. Find out more from a Top of the Table qualifier how he presents himself as a trusted advisor to clients.

0:16:54

Your Life Pie

Gary F. Heuer, FIC 0.0

The discovery process for finding out what your prospect or client needs is a crucial step. Heuer illustrates his Life Pie concept, which helps build a connection and identify prospects' hot-button issues.

Diversified to the CORE: A better starting point

Craig L. Israelsen, Ph.D. 0.0

Using historical data covering a 45-year period, family resource management expert and author Dr. Israelsen examines the performance of various asset classes and portfolios during the build-up phase (prior to retirement) and the draw-down phase (post-retirement). Learn more about historical performance of key portfolio asset classes, strategic portfolio design and management.

0:11:15

Keep it simple

George B. Sigurdson, BA, CLU 5.0

George Sigurdson shares how his critical illness payout saved his business while he underwent cancer treatment.

Insurance helps doctor after heart attack

Richard Jones 0.0

The true story of an advisor who helped his client just in time

0:01:23

Is there anything I can worry about for you? One minute inside a high-performing office

Alain Quennec, CFP, CIM 5.0

What do clients ultimately want? The way Top of the Table qualifier Alain Quennec closes his client meetings makes a difference.

0:11:00

Guaranteed sales

Russell Collins, Dip LI 0.0

Collins shares how he gets clients involved in discussions to develop a financial plan that works for them.

0:21:58

Where have we been, where are we going?

Dr. Christina Y. Liu 5.0

Clients expect advisors to have answers to questions about the economy. Dr. Christina Liu, who has an MBA in finance and Ph.D. in economics from the University of Chicago and years of experience in economic and financial policy, discusses short- and medium-term outlooks for the equity market. In this session, moderated by MDRT First Vice President Mark J. Hanna, Dr. Liu shares ideas on how to be a better advisor, particularly when market conditions are challenging.