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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.

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.

0:01:23

何か私に心配できることがありますか?ちょっとお待ちください...高パフォーマンス・オフィスの秘密

Alain Quennec, CFP, CIM 0.0

クライアントは最終的に何を求めているのでしょうか?トップ・オブ・ザ・テーブル成績資格会員 Alain Quennec がミーティングから契約締結に至る秘訣をお教えします。

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.

イントロダクション

古川智規氏 (Tomonori Furukawa) 0.0

長年、金融機関で様々な業務を経験してきた古川智規氏をインタビュアーとして迎えた。今後、金融機関はボーダーレスになり、お金に関するシームレスなサービスができる会社、営業マンが勝利をつかむことになるだろう。そういった観点から時事問題や記者としてのニュースの裏側にも触れながら、進めていきたいと考える。

0:01:23

당신을 위해 걱정해줄 수 있는 것이 뭐가 있을까요? 1분 대담...성과가 뛰어난 사무실에서

알랭 켄넥, CFP, CIM 0.0

고객은 궁극적으로 무엇을 원할까요? TOT 자격을 갖춘 위원인 알랭 켄넥은 고객과의 면담을 마치는 방식에서 차별화를 둡니다.

来自最底层的三个绝佳创意

Guy Munro Mankey 0.0

各个国家/地区的股票市场起伏不定。每当经历大幅下跌,客户拿起电话都会感到恐慌。在此演示中,Guy Mankey 提出了一项大幅减少接听电话数量的预防措施流程。摘自 2016 年年会演讲。

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.

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.

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.

0:01:09

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.

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.

0:10:38

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.

0:11:00

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.

0:21:04

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.