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Why only buy flowers when you can get balloons, pliers or pumpkins? Justin J. Deges, FICF, LUTCF, explains how farming overlaps with the financial services industry and why his “Planting Seeds” concept has resulted in million-dollar sales and strong client relationships. Presented at the 2016 Annual Meeting.

Listen to the monthly MDRT Podcast series: https://soundcloud.com/mdrt-podcast

2016 MDRT  Focus Session

My million-dollar marketing strategy

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

Studies show that many people have no idea how much money they need to reach retirement or how to save to hit that mark. MDRT Past President Guy E. Baker, MSFS, CLU, explains how to discuss inflation, longevity and much more with clients – while creating successful retirement planning for them and a profitable business for yourself. Presented at the 2016 Annual Meeting.

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

Build a strong retirement income practice

For many, retirement is easier said than done, with a lot of uncertainty about what to do and how much it will cost. In this episode, MDRT members discuss how they address the financial challenges of retirement with clients while helping them understand the questions that they should ask themselves.

You’ll hear from:

Harpreet Atwal
Richard Jones, CFP
Brent Kimball, ChFC, CFP
Michaela Scott, CFP, RICP

Episode breakdown:

0:33 – How much money you need vs. how much you think you need
1:24 – Getting people to understand how to think critically about retirement
2:10 – The challenges of comparing one retirement to another
3:44 – A powerful question to ask clients
5:14 – Recognizing where money came from and where it’s going
6:40 – “You’re it for my family”
8:50 – The athletic chief of medicine’s quadruple bypass
11:31 – Helping clients acknowledge the impact of income-debilitating events
13:07- Two spectrums of rewarding experiences with retirement planning

Listen to the new monthly series, MDRT Presents: @mdrtpresents

How to get clients to think and talk about retirement

As an advisor, you are a business owner. Russell Collins, Dip LI helps you understand how to prospect, ask penetrating questions and become a problem solver for clients who are also business owners. Presented at the 2016 Annual Meeting. 

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

Identify insurance problems that business owners don’t know exist

How do you reach the highest level of MDRT? Larry E. Ricke, CLU, ChFC, offers his suggestions about developing relationships, being creative and much more. Presented at the 2016 Annual Meeting.

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

10 tips to the Top of the Table

Retirement is not about sitting on the beach looking at sunsets, Clay Gillespie, CFP, CIM says — that’s called a vacation, not retirement. In this presentation, Gillespie discusses the risks of retirement and helping clients recognize it is not a destination but a process to be planned and monitored. Presented at the 2017 Annual Meeting.

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

Getting clients prepared for retirement

How do you identify the tasks that prevent you or your staff from working most efficiently? In this episode, MDRT members discuss how hiring and delegating enhances the practice’s ability to operate at peak levels.

You’ll hear from:

Thomas F. Levasseur, CLU, CLTC
Jedediah Harrison Levene, CFP, CLU
Adam Llewellyn Morse, CFP

Episode breakdown:

0:30 – Bringing on an experienced manager
1:39 – Delegate, don’t micromanage
3:33 – Reimagining the schedule for client meetings
4:35 – Keeping staff priorities organized
5:28 – Using technology to improve prospecting
6:46 – Establishing an email diet
7:35 – The benefits of turning off your phone
8:29 – Developing your process and helping clients understand it

Listen to the new monthly series, MDRT Presents: @mdrtpresents

Improving your time management

Do you know the positives and the pitfalls of executive benefits plans as a long-term program? Matthew E. Schiff, CLU, ChFC, identifies the distinct markets to know, their barriers to entry and the other need-to-know elements of these plans. Presented at the 2017 Annual Meeting.

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

Creating unique benefits for business owners and their employees

Few advisors would complain about serving more clients by working less. David Batchelor, Dip PFS, CFP, explains how he has reduced the time he spends on work and developed group workshops that helped grow his client base and the service he’s able to provide. Presented at the 2017 Annual Meeting.

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

Sell and manage 10 times the clients in 3 days per week

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Why men play games on women?

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

Every client is unique and learns in their own way. Jeffrey Scott, CFP, ChFC, identifies how recognizing clients’ learning style influences how they make purchasing decisions and what to do and not to do to articulate your value proposition. Presented at the 2017 Annual Meeting.

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

Communicating your value and understanding how clients make decisions

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

HTDA - A Drowning (JediCaesar Remix)

Who is your ideal client? What are the characteristics of the people you need to meet? Joe Thomas, AIF, shares the areas you can address to make an impact on the individuals you want to come in contact with. Presented at the 2017 Annual Meeting.

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

11 keys to impactful networking

Many clients may think they have a financial plan, but what they really have is an investment plan. It is an important distinction, and Aurora L. Tancock, FLMI, CFP, shares how she helps her clients establish goal-based, complimentary financial plans that provide essential strategy for clients and a competitive edge for advisors. Presented at the 2018 Annual Meeting.

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

2018 MDRT Focus Session

Goal-based financial planning

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

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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.