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It’s not about the money

Mary Fenwick 0.0

After her husband’s unexpected death, Mary Fenwick found that money was tied up with too much emotion. That was when her agent stepped up to help her and her family. Fenwick will share her story to illustrate why the role of an agent is not just about the transaction of selling a product, it’s about building a relationship over time. Selling a life insurance policy is one thing, but helping sort out the mess when there’s been an unexpected death is what is truly important. Fenwick is an advice columnist for Psychologies magazine, and she draws on her own experiences to help people acquire the skills needed to build enduring and genuine relationships.

Service is the winner

YunYan Ye 0.0

How can you do better than your competitors? MDRT member Ye Yun Yan will tell you about the five values of service that will help you win and keep clients. She will also discuss how to build trust through professionalism and why remembering small details count.


Build trust by doing things your own way

MDRT 0.0

Do you establish trust with clients by talking or listening? Meeting with them at the office or out to lunch? In this episode, MDRT members recognize that advisors have many different styles, and people only trust you if you’re doing something that’s authentic.<br> <br> You’ll hear from:<br><br> Maryam Saber Ghafouri <br> Jake S. Ng, ChFC, CLU<br> Zoe B. Ng.<br><br> If you'd like to subscribe, find us on iTunes at MDRT Podcast.

Using annual review planning to solidify client relationships

Keith Gillies 5.0

Learn how to engage your clients by sending them checklists and a concerns sheet for their consideration as you set year-end appointments to review their insurance and financial strategies. Gillies explains how to familiarize yourself with key financial and tax return documents to discuss with your clients for an effective year-end review.

The client who advanced my career

MDRT 0.0

You often can’t predict when a client will have a major impact on your practice. In this episode, MDRT members recall how certain clients have inspired growth through both success and adversity. <br><br> You’ll hear from:<br><br> Michael DeVivo<br> John P. Fisher<br> Dharmesh Goel<br><br> If you'd like to subscribe, find us on iTunes at MDRT Podcast.


Present yourself as a trusted advisor

Bharat Parekh 5.0

Do you wish prospects and clients would see you as an advisor instead of salesperson? A Top of Table qualifier from India, Bharat Parekh, discusses the simple steps he takes to be viewed as a trusted advisor.


Collaboration. How does that work exactly? One minute inside a high-performing office

Micheline Varas, RHU 5.0

Collaborative work can increase your income and decrease your workload. Find out how to make this win-win arrangement work for everyone, from Top of the Table qualifier Micheline Varas, RHU.


When to say goodbye to a client

MDRT 0.0

Occasionally it becomes clear that a client-advisor relationship is not going well. In this episode, MDRT members discuss how to address this with clients and make changes that will help everyone involved. <br><br> You’ll hear from:<br><br> Peter Jason Byrne<br> Joel Phillip Campbell<br> Yuka Nakahara-Goven, MBA, CLU<br> Simon D. Lister, Dip PFS<br> Gino Saggiomo, CFP<br><br> If you'd like to subscribe, find us on iTunes at MDRT Podcast.


Sell by not selling

Rajesh Chheda, ACA, CFP 5.0

Success happened for a Court of the Table member from India when he listened to his clients and changed how he engaged with them.

Part 1: The decision that got me to Top of the Table

MDRT 0.0

There are many ways to reach Top of the Table-level production. In this episode, MDRT members discuss how they’ve been able to qualify for Top of the Table annually, often as a result of recognizing client needs that aren’t being served.<br><br> You’ll hear from:<br><br> Alison Murdock<br> Van Mueller, LUTCF<br> James J. Silbernagel, LUTCF, CFP<br><br> Part 2: How to grow beyond Top of the Table<br><br><br> If you'd like to subscribe, find us on iTunes at MDRT Podcast.

Staying connected to clients

Liz DeCarlo 0.0

From market watch newsletters to homemade cookies, members share ideas for keeping in touch.


Building trust with clients

Matthew Collins 0.0

MDRT member Matthew Collins, a 12-year MDRT member, is a veteran surf boat rowing champion in Australia. He joined the financial services industry in 1998 by working with his father, insurance industry icon Russell Collins, later buying his father’s business and successfully merging it with his own. Collins shares how the lessons he learned competing in surf helped him build long-term relationships with clients based on trust and mutual respect. He will also relate how his perseverance throughout his sporting journey has helped him overcome obstacles to success.


The 5 pillars of first-class client experiences

Kooi Fong (Christine) Wong 5.0

We often hear the concept of working 80 percent in the business and 20 percent on the business. How should that 20 percent of time be spent? Christine Wong, of Singapore, shares her five pillars of first-class client experience. Presented at the 2016 Annual Meeting.

Go the extra mile with policy delivery

Michael Morrow 0.0

Quick tips on how to create an impressive policy delivery process, from the September/October 2015 Round the Table.

14 sales ideas

MDRT 5.0

Quick tips on prospecting, working with clients and motivating staff.

Expand your business by opening another office

Antoinette Tuscano 0.0

Whether renting or buying, committing to a second location can help you meet demand and connect with clients.