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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.


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.


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.

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.


Charitable tax planning is alive and well

Ronald D. Philgreen, CLU, ChFC 0.0

Philgreen discusses how effective charitable tax planning can be and shares some of his favorite case studies.


How to make money… without selling: Inside high-performing offices

Eszylfie Taylor and Stephen Kagawa, FSS, LUTCF 5.0

How not selling products, putting clients’ needs first and listening without judging built successful practices for two Top of the Table qualifiers.


Expect the unexpected

Chad Michael Rogers, CLU 0.0

Rogers explains his process for selling disability insurance to a niche market.

Top of the Table takeaways

MDRT 0.0

Brief ideas shared at the Top of the Table Annual Meeting on the topics of life insurance, emotional intelligence, marketing efforts, regulation and more.


A lesson on life insurance

Kerry Therese Wallingford, CLU, ChFS 5.0

Wallingford shares some of her best tips for selling clients life insurance.


How to talk with clients about critical-illness insurance

Meila McKitty Plummer, LUTCF, FSS 5.0

Meila McKitty Plummer talks about a difficult experience with a client who didn’t have critical-illness insurance when he needed it.


Life insurance made easy

Susan M. Ellis, CFP 0.0

Ellis discusses working with her clients to develop easy insurance plans.


Life insurance can save a family

Meredith Gail Fine 5.0

Hear the devastating results of a family not being prepared when tragedy struck. Think about the impact of a "small sale" in a family's future, said MDRT member Meredith Gail Fine.


Money dump

E. Dennis Zahrbock, CLU, CFP 0.0

Dennis Zahrbock demonstrates his "no-fail" idea about how to handle the client who keeps saying no to life insurance. He uses a pile of money to show a high-net-worth client the danger of taxes to her estate. Presented at the 2016 Annual Meeting.

13 ideas to meet clients' needs

MDRT 0.0

Short ideas from MDRT members to transport clients to your office, handle objections, help clients establish a wedding fund and more.


How you ask questions matters

Brian H. Ashe, CLU 0.0

"Where will your income come from when your paycheck stops?" is an example of framing. How you construct questions can get prospects thinking and responsive. Ashe shares several examples in his 2016 Annual Meeting presentation.


Planning for yourself is planning for your family

David Appel, CLU, ChFC 0.0

David Appel, CLU, ChFC, was a successful, healthy producer in his early 30s. He was an MDRT member. Clients were flowing in the door. Everything was going according to plan... until it wasn't. <br> <br> Hear excerpts from his 2012 Annual Meeting presentation and thoughts from him today as he shares the challenges he faced, and how he learned that planning for yourself is square one. <br> <br> Subscribe to the MDRT Podcast through SoundCloud or iTunes.