Part of MDRT’s culture is for industry-leading members to share their experience and ideas with one another. Here are the top videos by views for 2017, which feature MDRT members’ standout ideas for helping clients understand the value of financial planning.
Do you want to drive a car without an airbag?
In “Objections,” Sanjay Tolani, FLMI, MBA, shares his simple analogies that make powerful points to clients — and have consistently made him one of the top advisors in the United Arab Emirates. One example he gives is his response to clients when they ask, “How do I know the insurance company will pay my claim?”
His response: “If you drive a car, you have an airbag in the car. When was the last time you tested it? Would you rather drive a car or without a seat belt or airbag? Probably not. That’s what my product does. It’s an airbag.”
Make more money by not selling
If you sell products to clients, you’ll never truly connect with them. To better understand and build trust with clients, recognize what seem to be objections from them are really just questions you can answer.
In “How to make money without selling,” top U.S. advisors Eszylfie Taylor and Stephen Kagawa, FSS, LUTCF, advise painting a picture for clients that illustrates how they can reach their goals and what financial planning can do for them. By putting clients’ needs first and listening without judging, these two advisors built successful practices.
Furthermore, this video won an EXCEL Award, presented by the Association Media and Publishing for excellence and leadership in nonprofit association media, publishing, marketing and communications.
What a client really means
When a potential client says they want to think about it first, what they’re really saying is they haven’t made the decision to trust you. In “A conversation: The journey to success,” MDRT Past President Tony Gordon and Alessandro M. Forte, Dip PFS, who are both top advisors in England, discuss how they have taken their careers further than they ever thought possible.
Another common objection advisors may hear is, “I don’t believe in life insurance,” Gordon said. “You don’t need to believe in life insurance,” he tells clients. “It’s not a religion. Life insurance is just risk management. We transfer the risk from families who can’t afford it, to insurance companies who can.”
You can find more videos, podcasts and articles in MDRT’s Resource Zone.
Written by Antoinette Tuscano, MDRT Content Specialist
Very nice
This conception will be very helpfull for daily filled.