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.

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

Questions to convert suspects to prospects to clients

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. 

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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.

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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.

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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.

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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. 

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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.

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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. 

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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.

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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.

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5 techniques to win more business with a podcast

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.

Questions to convert suspects to prospects to clients

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