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0:11:29

20-plus business referrals at one sitting

Nathan M. Perlmutter, CLU, ChFC 3.5

Position yourself for large amounts of business-owner referrals.

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.

From fashion model to financial advisor

Scott Rogers 0.0

Murdock's specialization in premium finance started with the family business.

A tale of two minds

Paul Santoro 0.0

Santoro explains how to better engage the emotional side of the brain to help financial professionals engage effectively with worried clients and prospects, move cash into longer term investments and help clients stay on course.

Cracking the code: Propelling your practice

John P. Enright 0.0

Tired of reinventing the wheel and scouring for new marketing ideas? Frustrated with your process (or the lack of a process)? So was Enright, until he discovered indispensible tools for creating a “Unique Client Experience” that gave him the freedom he sought. Learn to deliver more value, in less time — and make more doing it.

Catching, keeping and growing

Alvaro Aldrete Morfin, LUTC, FSS 0.0

Are you spending more time trying to find new customers ("catching") than on maintaining current ones satisfaction ("keeping")? According to Morfin, you aren’t alone — most financial professionals struggle with this balance. Learn to optimize your time and energy by balancing three areas: catching, keeping and growing your business by asking for qualified referrals. Morfin shows you the value and the importance of keeping current customers satisfied. Discover how to improve your closing average and focus on the niche markets where you feel more successful.

Ensure your web marketing brands, builds, and boosts your practice

Lorrie Thomas Ross 0.0

Websites and social media tools don't make marketing magic, it's how they're used that will elevate your business. Learn from Ross, a nationally recognized marketing expert and author, five factors for Web and social marketing success, including the basics of what a website should communicate and making it look its best.

Finding allies

Bryce Sanders 0.0

When building relationships in your community, don’t overlook these professions.

0:16:50

Mining for new clients

Marc Berube 5.0

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.

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.

Social media at the next level

David M. Ethell, LUTCF; Ken Ibuki 0.0

How you can stand out from the Internet crowd.

Cultural prospecting

Bryce Sanders; Kathryn Furtaw Keuneke, CAE 0.0

The Chinese-American community offers educated and loyal clients.

Mature simplicity: Ahead to the past

Russell Collins 5.0

Life insurance has to be sold, and the key to this sale, Collins says, is communication skills. People buy what they understand, not what they don't. They buy your advice first, and your product last. Collins discusses questions guaranteed to produce insurance sales and how to transfer the answers to these questions into a one-page sales solution that will dramatically increase your closing rate into successful sales.

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.

0:04:27

Find clients through branding

Brad Myers 3.0

How to brand yourself through retirement parties and food baskets.

Prosperity through the 5 B's and 5 P's

Rebecca Kallioniemi 0.0

Kallioniemi’s experiences struggling as a child with ADHD (attention-deficit hyperactivity disorder) and being labeled a “problem child,” helped her uncover and refine her passion: helping others. After joining the insurance industry, she funneled this passion into refining her Five B’s and Five P’s — transferrable ideas to help agents gain prospects and get unlimited referrals. Join Kallioniemi as she walks through each idea and demonstrates how it helped her reach Court of the Table production and feel comfortable prospecting.