Over the last 50 years, Simon Singer, CAP, CFP, believes the financial services industry has spent too much time focusing on the illustration as opposed to focusing on the client — their goals and objectives, their wants needs and desires. In this session, Singer shares what questions, statements and observations you can use to answer objections in a way that keeps the engagement moving forward. He also discusses the power of active listening — which is more than just being quiet — and the importance of detailed, prioritized goals and objectives. Presented at the 2020 MDRT Annual Meeting/Global Conference.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

2020 MDRT Annual Meeting/Global Conference Focus Session (English)

Questions to convert suspects to prospects to clients

Throughout our lives, we are often told either by the voice in our head or by other people "You can't." In this presentation, David Braithwaite, Dip PFS, explains the motivation to go out and do what you “can't,” have breakthroughs and grow. What often holds us back from doing what we “can’t” is fear. He shows how fear is a positive thing, how you can reframe it and truly harness this superpower to achieve levels you never thought possible, and how to hear that voice in your head differently to lead you to greater success and happiness.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

2021 MDRT Annual Meeting Focus Session (English)

How to do what you think you can’t

A true professional will carry a sales toolkit to anticipate any question or circumstance that may arise. Bhupinder S. Anand, ACII, Dip PFS, shares the contents of his CI toolkit that will give you all you need to raise your life, disability and critical illness sales productivity and confidence. Packed with practical, transferable and proven sales ideas, this is essential for anyone who wants to understand this miracle product better and write bigger and more cases to reach Top of the Table.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

The CI toolkit – Maximizing your critical illness sales

If a business owner determines that a transition will not be effective or that they can't transition and realize their value proposition, the sale of the enterprise is explored as an option. Jim S. Aussem, J.D., AEP, explains questions that you can ask your business-owner clients to ensure that all necessary areas are covered for the sale.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

Questions to help clients prepare to sell their business

Interested in a fresh and simple way to attract more business? It starts with reducing the uncertainty and fears of the evolving risks generated by our rapidly changing, unpredictable and increasingly less-certain world. In this session, Michael Carpenter shares his proven method for demystifying risk and risk management while more easily increasing clients’ trust and confidence in you. You’ll discover how to do more business more easily and quickly as a result.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

2022 MDRT Annual Meeting Focus Session (English)

Simplify and demystify risks to attract dramatically more business

Networking and giving back go hand in hand to foster client relationships and acquire referrals. In this session, Ravi P. Rajpal shares his approach to gaining prospects’ trust and ways he excites clients into properly managing their finances — which leads to more recommendations.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

2022 MDRT Annual Meeting Focus Session (Hindi)

Top 3 ways clients can become your advocates

Everyone sets aside income consciously or unconsciously, and the reality is that most of these funds will be used during retirement. Wen Chien Clement Chia discusses how common it is for clients to overlook their local social security programs and shares other everyday tools that could help plan for clients’ pre-retirement and retirement years.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

2023 MDRT Annual Meeting Focus Session (English)

Don’t miss out on overlooked retirement solutions

Staying positive when your numbers are down is enough to make anyone want to quit, but there is no setback you cannot come back from if you understand how and when to pivot, dig in or regroup. Sol Hicks motivates you to turn obstacles into opportunities and learn how to make every slump and outright rejection work for you.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

2023 MDRT Global Conference Focus Session (English)

Rebound: How setbacks set you up for success

Advisors do their best to help clients prepare financially for retirement, but should they take it a step further to prepare them personally as well? Learn tips from Juli Y. McNeely, CFP, CLU, for strengthening relationships with clients while helping them build a personal retirement readiness plan in addition to their financial plan.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

Retirement planning beyond the money

Learn how to harness the power of social media as a tool for brand promotion, engagement and audience growth, while also discovering how AI can help you elevate your online presence. Carla Brown helps you uncover the secrets of creating a brand narrative, effectively connecting with your target audience and ultimately driving business success.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

Practical tips for using social media and AI for branding success

Learn how affirmations can help you develop a mindset that attracts abundance and success. Demarra West – founder of a global wellness social enterprise for women – provides strategies for you to reprogram your subconscious mind and set a path to achieve your personal and professional goals. 

Listen to the monthly MDRT Podcast series: @mdrt-podcast

Develop a prosperity mindset to attract what you want

A support system can be crucial in helping advisors to not only serve their clients but to focus their time and efforts on what they most enjoy and do best. Wong Wei Chong Wilfred explains how he has developed his support staff and utilized delegation as a means to a more productive business and balanced life.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

Unlocking the superpower of delegation

Industry advice often suggests the solution to a limited marketing budget is merely, “Just post on social media.” Stephanie Scheller explains how she doubled the size of her events company with no marketing budget and without creating endless social media content.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

Mastering marketing on a small budget

With clients not expected to understand the jargon of the financial services profession, advisors can make simplicity their superpower. Richard Dobson Jr., CFP, explains how you can describe complex topics in a quick, unforgettable way that will reduce client panic and improve outcomes for you and the people you help.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

2024 MDRT Annual Meeting Focus Session (English)

Communication hacks every financial advisor should know

You might think you need to fire clients who never seem to follow your advice and recommendations. Derek Hagen, CFP, CFA, explains why some clients delay implementation and how you can help motivate them to change their response to stressful situations. 

Listen to the monthly MDRT Podcast series: @mdrt-podcast

From resistance to action: Working with clients who don't implement your advice

A successful rebrand means refreshing your identity, redefining your market presence, and reconsidering your client engagement. Whether you’re considering a total makeover or a subtle refresh, Eile Goh uses real-world examples and actionable insights to take you through the essential steps of effective rebranding.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

Triple-R strategy: Revitalize, reinvent and reimagine your rebranding

How much do your self-esteem and self-confidence affect your willingness to go along with or against unethical acts? Bret Hood, MBA, CFE, explains how your unconscious brain performs in hidden ways by altering and transforming your perception of people, rules, advice and ideas. 

Listen to the monthly MDRT Podcast series: @mdrt-podcast



Perception blindness: Why we fail to see what we need to see

A personal financial organizer is not only a document of the work you have done for a client but also what you plan to do — which is especially important as a resource for someone acting as the client's power of attorney in the event of death or disability. Alain Quennec, CFP, CIM, explains what these binders include, how they are created and how they make client communication and planning discussions easier.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

Create personal financial organizers to manage client relationships

Can you create compelling podcast content that transforms casual listeners into adoring fans who fuel business growth? Drawing from his experience conducting thousands of interviews across 25 years, Matt K. Halloran shares five interviewing strategies that anyone can master in minutes and will position you to help more clients.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

5 techniques to win more business with a podcast

What stops advisors from being optimally successful? George D. Goulet, TEP, CFSB, offers suggestions to overcome obstacles and reach a higher level of production. Presented at the 2016 Annual Meeting.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

2016 MDRT  Focus Session

7 strategies to reach Top of the Table

For more than four decades, Thomas W. Young, CLU, ChFC has worked to ensure clients understand that a financial loss is about more than just the principal—there is also interest on that money. Young discusses a variety of loss situations and offers what solutions have worked for his clients. Presented at the 2016 Annual Meeting.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

2016 MDRT Focus Session

Help clients understand unseen loss

How has Marc A. Silverman, CLU, ChFC, achieved 23 Top of the Table qualifications? Silverman explains, with tips about how to communicate with clients, utilize staff and more. Presented at the 2016 Annual Meeting.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

Prospecting your way to the Top

Dale W. Martin, CLU, ChFC, says you need to approach this profession like an actor, and lack of practice will result in coming off as an amateur. Once you’ve memorized, professionalized and naturalized, he explains how to be concise and make sure you use the clearest ways to address client questions and concerns. Presented at the 2017 Annual Meeting.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

It’s not what you say, it’s how you say it

It’s often more difficult to be brief than to say a lot. Robert Gawthrop, CFP, CLU, discusses how his simple presentations help clients understand concepts and take action, as well as how volunteering and collaborative work contribute to advance his business in efficient ways. Presented at the 2017 Annual Meeting.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

How to give one-page presentations that sing

Compare the difference of saying the first meeting is “free” versus “at your expense.” Change your words, and change the reaction you inspire. Bhupinder S. Anand, ACII, Dip PFS, explains how unusual language and impactful words have generated meaningful relationships and advanced his business. Presented at the 2017 Annual Meeting.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

The power of words

Most people walk around with a phone all the time, Gail B. Goodman notes, but rarely pick it up when it rings. How do advisors adapt to this modern change in technology and communication for prospects and clients? She offers tips to connect in new ways and refine strategies to understand how clients prefer to communicate. Presented at the 2017 Annual Meeting.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

Telephone tango: Getting appointments in a no-pick-up culture

Maybe you think you don’t have time. Maybe you think you don’t have anything unique to write about. Maybe you don’t think it will help you that much. Sunny Istar Lee, IAR, offers six steps to put into practice to help you move toward publishing your own book and reaping the rewards. Presented at the 2018 Annual Meeting.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

2018 MDRT Focus Session 

Write your book to inspire others and generate sales

Social media offers a powerhouse of opportunity, but financial advisors worldwide still make mistakes that prevent them from leveraging the various platforms to unleash their true potential. Tara Clark shares how effective social media management can be valuable for both prospecting and branding efforts. Don't miss this unique opportunity to dramatically transform your experience of social media as a proven lead generation tool. In this session, Clark offers proactive tips and resources that you can implement right away. Presented at the 2020 MDRT Annual Meeting/Global Conference.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

How to effectively leverage social media

At the Annual Meeting, top MDRT members share advice on issues that financial and insurance professionals encounter in their careers.

Contact us at podcast@mdrt.org

The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Examples are for educational purposes only. Copyright Million Dollar Round Table.

MDRT Presents

Popular tracks