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0:13:38

Raising objections

Anthony Matthews Jones, BSc (Hons) 5.0

MDRT member Anthony Jones explains how to effectively handle objections by first understanding the source of the prospect's or client's concern. His method is called the FACE objection-handling method.

0:17:54

By the inch, it’s a cinch

H. Richard Dobson, Jr. CFP 0.0

Dobson shares some of the techniques hes devised to handle client objections. He makes the case that advisors should use tangible examples, like the price of a can of tuna, to explain changing stock prices to clients.

0:05:14

Objections

Sanjay Tolani, FLMI, MBA 5.0

Objections are a part of the life insurance profession. Tolani explains how he addresses his most common objections. Presented at the 2017 Annual Meeting.

The life insurance objections clinic

David L. Alarid 0.0

Need help answering objections to life insurance? Better yet, would you like to reduce or eliminate objections before they even arise? Alarid shows you techniques, sales ideas and, yes, answers to the objections you are hearing. You will leave this session with more confidence in your ability to respond the next time a prospect objects to this “miraculous” product.

0:01:48

Objections? If you get them, you did something wrong: One minute inside a high-performing office

Clay Gillespie, CFM, CIM 3.7

Objections from clients can disappear with consistent processes and clear communications, says a Top of the Table qualifier.

0:28:28

Facing objections

Anthony Matthew Jones 5.0

MDRT member Anthony Matthew Jones from Wales and Ireland shares his system for overcoming common sales objections. He also talks about the value of study groups and MDRT.

0:55:09

The life insurance objections clinic

David L. Alarid 0.0

Need help answering objections to life insurance? Better yet, would you like to reduce or eliminate objections before they even arise? Alarid shows you techniques, sales ideas and, yes, answers to the objections you are hearing. You will leave this session with more confidence in your ability to respond the next time a prospect objects to this “miraculous” product.

How to make more money without selling

Antoinette Tuscano 0.0

Putting clients' goals first increases advisor success

3 ideas to handle objections

MDRT 0.0

Strategies to overcome objections and market yourself.

Overcoming objections

Liz DeCarlo 0.0

The best ways to handle challenges with clients.

0:19:12

Spot golden opportunities from objections

Arlyn Tiong Tan, MBA, FChFP 0.0

Before presenting the values of financial planning, it is imperative to understand the client's personal values and priorities. Some individuals place great value on business succession, some on parent-child relationships, and others on charity involvement. Tan discusses how, to build rapport and break barriers, advisors are better off sharing the value of their services based on what is important to the client rather than enumerating all their capabilities. Through this technique, the client is able to share more stories and insights, which makes fact-finding easier.