MDRT The Premier Association of Financial Professionals ®
HOME MDRT FAQ's

INCREASE TEXT
 

  

Membership
Home > Membership > Mentoring Resources
E-mail
Print
 

About Mentoring  |  MDRT Mentoring Program  |  Enrollment Form  |  Monthly Feature  |  Resource Center  |  FAQ


MDRT Mentoring Resource Center

MDRT has created a Mentor Resource Center for use by mentors, aspirants and the team.

Resource Center
The first step a mentor can take is to identify why the aspirant has not yet qualified for MDRT. Is it call reluctance, ineffective sales presentations, poor closing, poor work ethic, poor discipline, poor recordkeeping or not enough education? Once you pinpoint an answer, use the materials below to help your aspirant work through these obstacles to achieve success.

MENTORING INSIGHTS
PROSPECTING/REFERRALS
SELLING/PRESENTING
CLIENT RELATIONS
CLOSING/OBJECTIONS
PRODUCTIVITY
BUSINESS SUCCESSION
SUGGESTED READING

MENTORING INSIGHTS

Mentoring Forms

The following forms were created by MDRT to facilitate the success of a mentoring team.

Round the Table Magazine Articles

Web Seminars

  • The Power of Coaching to Boost Your Success (free)
    What is the true value of coaching junior advisors for success? Join 12-year MDRT member and five-year Top of the Table qualifier P. Shaun McDuffee, CLU, ChFC, and 17-year MDRT member Michael R. White, CLU, ChFC, as they displace some common misconceptions about mentoring and illustrate the true return on investment you and your business can gain simply by passing on your wisdom to new advisors.

MDRT Videos

  • Mentoring 2009
    MDRT mentors discuss the mutual benefits of mentoring and what it means to the experienced member personally and professionally, and aspirants explain why they seek mentors.
  • An Aspirants First Meeting
    We follow an aspirants first-time process at the 2008 Annual Meeting in Toronto as she is shown the ropes by a veteran MDRT member. Each discusses the benefits and responsibilities of their role in the aspirant/mentoring process.

Recommended Products

  • The MDRT Mentoring Kit (Book, DVD, 2 Interactive CDs)
    Learn how mentoring can build a successful team of financial professionals with the newly created kit from the MDRT Mentoring Task Force.
  • Mentoring Success Stories (CD, MP3)
    Learn from members who have been aspirants and mentors and where mentoring has taken them. Do you want to jump-start your career? Do you want to lighten your load or pay more attention to your clients? Or are you looking to give back to your industry? Moderator: John Baier; Panelists: Jennifer B. Padolina, Barbara A. Pietrangelo, Krishnamurity S. Prasad and Michael R. White
  • Mentoring: The Best Kept Secret of Success (CD, MP3)
    Mentoring is advising, guiding and coaching. MDRT members who mentor increase their own production by an average of 14 percent while helping the next generation of producers succeed. Learn from experts what mentoring can do for you. Moderator: Robert Savage, CLU, ChFC
  • Mentoring: Whats In It for Me? (CD, MP3)
    Hear directly from practicing professionals how the MDRT Mentoring Program benefits mentors while developing the next generation of MDRT members. Gain insight into how to increase your own production and expand your markets in an atmosphere of success. Speakers: Norman G. Levine, CLU, ChFC; Todd Bramson, CFP, ChFC; Anders Ramstad; Michael Merrill

 

PROSPECTING/REFERRALS

MDRT Minutes

  • Influential Advisors: Your Key to Consistent Referrals (PDF)
    Julian H. Good Jr., CLU, ChFC

    • Discussion Questions
    • What have you been doing in order to generate consistent referrals?
    • What community involvement are you doing in order to get yourself better known and to meet new people.
    • Please outline your goals for volunteering in the community this year and for the next two years.
    • How do you please to become a professional resource for other professionals? Have you thought about specializing in one area and becoming an expert in that area and holding workshops and/or seminars for other professionals, which should potentially bring you referrals?

  • Secret Strategies for Persuasive Presentations (PDF)
    David Gustafson

    • Discussion Questions
    • What have you been working on to develop your strategies to persuade people to purchase from you?
    • How have you positioned yourself so that your presentation or presentations are more effective to a group or an individual?
    • Have you role played with someone in your office on the possible objections you can get in order to make yourself more persuasive in working with someone?
    • Have you researched and/or listened to some of the MDRT presentations on positioning yourself to make yourself more persuasive.

  • Turning Prospects into Clients (PDF)
    Van Mueller, LUTCF

    • Discussion Questions
    • What have you done in order to track your prospects that have slipped through the cracks and have not purchased from you?
    • Why not go back in your calendar book and take a look at all the people that did not buy and create a list. By the end of the day, you should have 20 or 25 names of people that did not purchase that would be able to purchase from you.
    • What have you done in order to stimulate prospects to purchase from you? You must ask yourself the following question: why would they want to buy from me?
    • Have you studied Van Mueller's material regarding the paradigm shift that is taking place and work to explain this to prospects so that they.

  • How to Get Mr. Big to Run to the Phone When You Call (PDF)
    Pamela Yellen

    • Discussion Questions
    • Have you role-played with someone in your office all the possible objections you can get on the phone in trying to get to see Mr. Big?
    • Are you making consistent phone calls each and every morning at a predetermined time?
    • Prospecting is very similar to shaving. If you don't do it every day, sooner or later you turn into a bum.
    • Why not make a game out of making phone calls, such that you promise yourself you will dial 50 phone calls in an hour and a half and for each successful appointment you might you reward yourself in some small manner.
    • Are you tracking your numbers when making phone calls to see how effective you are?

  • Transforming the Telephone Call (PDF)
    Steve Kloyda

    • Discussion Questions
    • What have you done to develop an effective introduction so you don't take too much time on the phone to introduce yourself?
    • Have you role played with someone in your office? Talk about the success and/or failures of this so that you are better on the phone the next time you make calls.
    • What have you done to develop your listening skills so that you come across as a very sound listener in working with a new prospect.
    • Work with someone in your office to have that person provide the everyday objections and have you answer these objections. No need, no want, no hurray, no money.

Round the Table Magazine Articles

Recommended Products

  • The MDRT Equation for Success (DVD)
    Top producers share their secrets of success and how they leverage prospecting, fact-finding and closing techniques.

    Featured: Ian James Green, Brian D. Heckert, Laurie A. Leja, Paul R. Maynor, Bryson Milley, Sandra Saksena

  • Dont Keep Me a Secret! (Book)
    With Cates techniques, you can establish a name for yourself by making more connections, and more money, than you ever thought possible. You will discover:
    • The 7 Deadly Referral Mistakes and How to Avoid Them
    • 12 Ways to Get Great Prospects Calling You
    • 10 Social Prospecting Ideas That Generate Referrals
    • 6 Tactics for Stronger Introductions
    • PLUS the 4-Point VIPS Method for Asking for Referrals
    Author: Bill Cates

 

SELLING/PRESENTING

MDRT Minutes

  • The Little Red Wagon Script (PDF)
    W. Lloyd Williams, CIMA

    • Discussion Questions
    • Before you can ask this of your clients, you need to be able to express your own!!
      • Have you shared your dreams and desire with your mentor?
      • Do you know the dreams and desires of your mentor?
    • Have you organized your fact find to ask questions relating to their goals, desires and dreams?
    • Have you asked your clients, If money was not an issue, what would you be doing with your life?
    • What other illustrative/visual aids can be used to make the point?

  • Ideas for Raising Your Production Level (PDF)
    Francine Jacoby, CLU, ChFC

    • What areas of planning are you passionate about that you can approach all of your clients about?
    • What niche market can you appeal to?
    • Have you segmented your top 20% of clients and reviewed what you have sold them to date and reviewed the other areas of concern?
    • If you are lacking in the knowledge of a specific area, what other professional can you team up with to help you sell other areas you have not spoken to clients about?
    • Have you identified your unique ability?
      • Have you communicated that to all of your clients?
    • Are you helping your clients find the money to pay for premiums?
      • Look to their life insurance policies
      • 1035 exchanges
      • RMD distributions reallocated
      • Tax savings

  • Sales Sizzlers to Help You Sell More (PDF)
    Howard Wight, CLU, ChFC

    • Discussion Questions
    • How much life insurance do you own? Are you trying to sell clients on more than you own yourself?
    • How have you covered your family and assets in regard to life, disability, health and long term care insurance?
    • Take a challenge: On your next proposal, increase your suggested coverage by 50%. If they need $2 mil of life insurance, suggest $3 mil!!
    • Have you sat down with your spouse and tried to sell them on the coverages you need? Can you meet all of their objections?

Round the Table Magazine Articles

Annual Meeting Proceedings Articles

Recommended Products

  • Storyselling for Financial Advisors (Book)
    In an age of online, do-it-yourself investing, people still respond to mentoring, guidance and affirmation. The storyselling techniques revealed in this book will revolutionize the way you sell financial services.
    Authors: Scott West and Mitch Anthony
  • How I Raised Myself from Failure to Success in Selling (Book)
    Bettgers insightful book contains examples and guidelines on how to develop the style, spirit and techniques of winning producers. Learn the keyword for turning a skeptical prospect into an enthusiastic client.
    Author: Frank Bettger
  • Savage on Selling: Secrets from an Insurance Great (Book)
    Savage was a longtime MDRT member and an insurance industry legend. He details his renowned selling system by explaining the power of customer service and how helping your clients can boost your sales. Also covered are tips on referrals, prospecting and closing. These selling tips are Savages legacy.
    Author: John Savage, CLU

 

CLIENT RELATIONS

MDRT Minutes

Round the Table Magazine Articles

Recommended Products

  • From Selling to Serving (Book)
    Your clients dont want to be sold to, theyre looking for exemplary service. How you communicate with your clients accounts for as much as 85 percent of the relationship. This informative book is a lesson on understanding the essential principles and patterns for creating successful client relationships.
    Author: Lou Cassara
  • The Financial Professionals Storybook (Book)
    Strike an immediate connection with your clients with this collection of more than 200 engaging analogies, anecdotes and metaphors that help simplify even the most complicated issues.
    Author: Mitch Anthony
  • Your Clients for Life (Book)
    Initiate a meaningful connection and then close the deal. This book is a valuable resource that reinforces the importance behind the essence of service that sells.
    Authors: Gary DeMoss and Mitch Anthony

 

CLOSING/OBJECTIONS

MDRT Minutes

  • Creating a WOW! Experience with Life Insurance Selling (PDF)
    Robert Castiglione

    • Discussion Questions
    • Does your client understand the importance of full replacement life insurance?
    • Do you know what steps to take to deliver full replacement value life insurance?
    • Would you like lack of resistance to a life insurance sale?
    • Can you handle more referrals from a job well done?

  • Using Effective Communication to Close Sales (PDF)
    Jack Wolf, Ph.D., CLU

    • Discussion Questions
    • Do you use the word why to often with a client?
    • Have you ever tried the word what vs. why?
    • WHAT does this mean for you?
    • Are you interested in changing your productivity levels?

  • Bringing Client Problems Into Focus (PDF)
    Ed Radosh

    • Discussion Questions
    • Do you have a sales strategy for each client appointment?
    • Are your clients feeling rushed?
    • How long do you spend on the problems vs. the solutions?
    • Is the recipe for success client stew?

  • The Principles of Persuasion (PDF)
    Robert Cialdini

    • Discussion Questions
    • Do you know the basic principals of success?
    • Are you a principal of authority?
    • Did you know your clients are a principal to your success?
    • Do you like who you are dealing with daily?

Recommended Products

  • The MDRT Objections Handbook (Book) Best-Seller
    Effectively navigate a prospects objections to hearing about your products and never again take no for an answer. Learn how to address common responses and turn prospects into clients.
  • Red-Letter Language (Book)
    Say the right things to the right people at the right time. More than 100 pages of capsule comments, disturbing questions and responses to objections help you open more doors and close more sales.
    Author: Howard Wight
  • The MDRT Closing Clinic: Million-Dollar Lessons on Closing (DVD and CD set)
    The MDRT Editorial Task Force created a five-disc set including four dynamic presentations on audio CD about closing plus an MDRT Special Report PDF on CD to learn what the Premier Association of Financial Professionals has to say about closing. If you cannot close, your chances of a successful career are dramatically diminished. CD set includes:
    • Simplified Sales Sizzlers to Help You Sell More More Easily Howard Wight
    • Why Didnt Burt Tell Us to Buy Whole Life? I.B. Meisel, CLU, ChFC
    • Conceptual Selling: Simple Ideas to Ignite Your Sales Brian A. Burlacoff, CLU, CFP, and Mark B. Coutts, MBA, CFP
    • Keys to Closing the Sale Jack Wolf, Ph.D., CLU

 

PRODUCTIVITY

MDRT Minutes

  • Seven Keys to Quadruple Your Income (PDF)
    Paul Karasik

    • Discussion Questions
    • Tell me who your ideal client is and why? Lets work on naming 3.
    • What is your value statement? Tell me briefly what you do. Let us try to get that to a size that would fit on your business card.
    • How do you ask for referrals?

  • Top Secrets of Top Producers The Winning Edge (PDF)
    Andrew S. Martin

    • Discussion Questions
    • What life cover do you hold and what do you actually need?
    • What service standard would you offer to a new client? For example, how would you keep in touch when the first deal is done?
    • How can you start to become better known in your community?
    • What holidays do your clients celebrate? Have you written them down?

Round the Table Magazine Articles

Recommended Products

  • The Appointment Scheduler (Book)
    Pellegrinis dynamic book provides systems, strategies and phone scripts to turn time into money. The book focuses on advisors, referrals, appointments and revenue, and includes tips to get more out of your marketing staff.
    Author: Gina Pellegrini
  • Success and Time Management (Book)
    Success is about making a difference, not just about making money. Wight helps you decide whats really important in your life and then shows you the 10 key steps to achieve those goals. Making these steps part of your daily routine will change your life.
    Author: Howard Wight
  • The Practice Management Guide (Books or CD-ROMs)
    From writing a million-dollar business plan to planning the perfect exit strategy, these MDRT Practice Management Guides are a powerful resource that can help you gain and maintain a competitive edge.
    1. The Business Plan
      1. Defines business plans and goes on to detail critical aspects of the plan.
    2. Human Resources
      1. Offers guidance on staff selection, compensation, training, management and termination.
    3. Office Efficiency
      1. Includes checklists, forms and letters that can help you win and maintain clients.
    4. Facilities and Equipment
      1. Answers questions on how to equip your office to maximize your performance.
    5. Financial Management
      1. Covers accounting, budgeting and bookkeeping for you and your clients.
    6. Business Continuity
      1. A lesson in business continuity that will help keep your practice alive and thriving even when you leave the business.

 

BUSINESS SUCCESSION

Round the Table Magazine Articles

Recommended Products

  • Proven Ways To The Top: Great Strategies to Increase Your Productivity (Book)
    Follow this 16 year Top of the Table member's strategies and techniques as he shares his success with you. Learn marketing and prospecting secrets that really work. 125 concepts covering everything from target marketing, making phone calls, direct mail, connecting with your audience, workshops and more. If you are dedicated to building a bigger, more profitable business and are ready to experience less frustration, be more highly organized, earn more income, this book is for you.
    Author: Marc A. Silverman, CLU, ChFC
  • Double the Value of Your Practice with Mentoring (CD, MP3)
    Learn from other professionals all that mentoring can do for you and your practice. Learn what team mentoring can do and why mentoring is the perfect vehicle for succession planning. Speakers: Edward G. Deutschlander, CLU, ChFC; Kenneth G. Gallalcher, CLU, LUTCF; and Shaun McDuffee CLU, ChFC

 

SUGGESTED READING

  • Values-Based Financial Planning: The Art of Creating and Inspiring Financial Strategy
    Author: Bill Bachrach

    (Hardback available through Amazon.com)
 

 

INTERNATIONAL SISTER SITES    COMPANY SECTION    ASSOCIATION SECTION    MEDIA ROOM    SITE MAP    CONTACT US    DISCLAIMER   

Million Dollar Round Table, 325 West Touhy Avenue, Park Ridge, IL 60068-4265 USA