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¿Objeciones? Si las tiene, algo hizo mal: Un momento dentro de una oficina de alto desempeño

Clay Gillespie, CFM, CIM 0.0

Las objeciones de los clientes pueden desaparecer con procesos consistentes y comunicaciones claras, dice un aspirante Top of the Table.


Sales mastery

Sol Hicks 0.0

Hicks talks about his career and answers questions of members on how to increase their production.


Standing out from the crowd

Chris Leach, Dip PFS 0.0

Leach gives tips for how you should stand out from other financial advisors


Find clients through branding

Brad Myers 0.0

How to brand yourself through retirement parties and food baskets.


고객 창출에서 관리까지

손교욱 (Kyo-wook, Son) 0.0

한국MDRT협회장을 지낸 손교욱 재무설계사가 개인 고객 시장의 가능성에 대하여 이야기 한다. 고객 확보에서 장기적인 고객 관리까지, 그의 노하우를 공개한다.

The 12 P's of performance

Bruce W. Etherington, CLU, ChFC 5.0

Join longtime Top of the Table member Etherington as he outlines his 12 ingredients for success that resulted in qualifying 36 out of his 37 years in MDRT — including the key reason he missed one year.

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.

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.


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.


New ways of networking

Helen A. Jenkins, Dip PFS 5.0

Traditional methods of networking should be left in the past. At the 2015 Annual Meeting, Helen Jenkins shares some of her most successful networking stories.


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.


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.



Bhupinder S. Anand, ACII, Dip PFS 0.0

語言有助於與客戶建立深層關係,繼而提高銷量。語言的直接力量能夠影響我們的客戶,Anand 如是說。摘自 2016 年年會演講。


3 questions you should ask middle America

Seth Groff 0.0

Groff shares questions all advisors should ask their clients to make them as comfortable as possible.

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.


고객이 거절한다면? 이는 프로세스에 무언가 문제가 있다는 의미입니다: 성과가 뛰어난 사무실에서의 1분 대담

Clay Gillespie, CFM, CIM 0.0

TOT 자격을 갖춘 위원에 따르면 일관성 있는 프로세스를 갖추고 명확한 의사소통이 이루어지면 고객의 거절은 없어질 수 있다고 합니다.