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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.

Need more clients? Change your words and change your life

Simon Singer, CFP, RFC 0.0

Prospects — most advisors, regardless of their experience, struggle with finding them throughout their career. Join Singer, a nationally lauded communications expert, as he shares his more than 40 years of experience motivating people into action. Convert more prospects into clients by learning which questions to ask, and which statements motivate and disturb prospects. Don’t miss this presentation from a No. 1 speaker at the InsMark Symposium and Laureate Program of the Southern California Institute.

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.

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.

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.

What do you do for a living? Does the answer matter?

Thomas F. Love 0.0

Most people choose to answer this question with a simple statement of fact, according to Love. Effective messages are more complex. People don't buy WHAT you do, they buy WHY you do it — and WHAT you do simply proves what you believe. By understanding that having something to say is more important than someone to say it to, you will begin to benefit from the power of effective messages.

0:25:48

Build trust, sell more

Don Connelly 5.0

Clients won't buy won't they don't understand, and they won't work with advisors they don't trust. Don Connelly explains by being clear, concise and memorable prospects and clients will understand your message.

Share a story

Scott Rogers 0.0

Kuczek encouraged members to connect with clients through common experiences.

The power of storytelling

Ty Bennett 0.0

Bennett teaches the art of storytelling as a key communication and sales strategy. He provides attendees with the mindset, skill set and tool set to sell effectively through storytelling.

The illusion of power: How to identify and break through dramatic triangles

Paddy Ducklow; Carole Ducklow 0.0

The three roles of the Drama Triangle are the three positions that unhappy families use under stress. The three roles — Persecutor, Rescuer and Victim — operate to keep people in the illusion of power. The roles incorporate learned patterns of habits and control mechanisms that bond people together in harmful ways. They are symbiotic, destructive behaviors that affect all members of the family and organization. Paddy and Carole will offer the theory and practice of triangles and how to eliminate these learned behaviors in the context of marriage, family and business.

0:12:59

3 questions you should ask middle America

Seth Groff 0.0

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

Selling and marketing to the generations

Seth Mattison 0.0

Markets are becoming increasingly segmented, and one size no longer fits all clients and customers. This presentation reveals the hot buttons and preferences of Traditionalists, Boomers, Xers and Millennials that advisors need to know to connect. This isn’t about inventing a new selling system — it’s about adding a generational lens to your already successful approach to make it more impactful.

Cultural prospecting

Bryce Sanders; Kathryn Furtaw Keuneke, CAE 0.0

The Chinese-American community offers educated and loyal clients.

Setting boundaries with clients

Matt Pais 0.0

Members share their experiences with successfully combining friendship and business.

5 keys to successful workplace negotiations

Robert Cialdini 0.0

Whether selling products to clients, vying for more company resources or simply managing your day-to-day workload, being able to successfully negotiate with others is essential for success.

Creating a backstory that rings true

Tony Vidler 0.0

Telling your story helps clients understand and trust you.