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0:04:27

Find clients through branding

Brad Myers 0.0

How to brand yourself through retirement parties and food baskets.

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.

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.

Create a niche market by focusing on young professionals

Matt Pais 0.0

Dimitry Neyshtadt takes inspiration from his parents in helping other families.

0:20:55

Sales mastery

Sol Hicks 5.0

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

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.

0:15:54

Standing out from the crowd

Chris Leach, Dip PFS 0.0

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

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.

0:16:50

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.

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.

0:16:30

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.

Is your networking working?

Matt Pais 0.0

The do's and don'ts of networking.

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.

Code of Ethics

MDRT 0.0

Print out the MDRT Code of Ethics to display on your wall.

0:14:58

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.