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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.

F.A.C.E. up to objection

Anthony Matthew Jones 5.0

Do you feel you deliver consistent results year after year but yearn to take your business to the next level? Jones says you can increase your appointment levels, convert 50 percent more prospects into long-term clients, and effectively diffuse conflict and become an influencer with his objection-handling method. Tested and proven for a decade, he uses real-life examples to show how he used it to advance from and MDRT qualifier to a Top of the Table qualifier.

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.