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As a high-performing advisor, trust is the basis of strong relationships. Find out more from a Top of the Table qualifier how he presents himself as a trusted advisor to clients.

Why do only a select few people reach Top of the Table status year after year? Learn the career-changing advice from seven multiple Top of the Table qualifiers.

Pérez develops strategies to reach his target market and match his service with their concerns.

Do you judge people by their appearance or get to know them more deeply than that? Do you meet with clients whose financial circumstances might change for the better? In this episode, MDRT members share how they connected with clients who turned out to have far more assets than initially thought.

You’ll hear from:
Terri E. Krueger
Alain Poirier

Episode breakdown:
0:28 – When clothes don’t match up with savings
1:59 – Looking beyond the surface for information that other advisors miss
2:53 – Less-than-ideal location becomes home to big winners

Do you give clients gifts based on their personal interests? Or create special items that feel right for your practice? In this special mini-episode, MDRT members explain some of the offerings they use to demonstrate their appreciation.

You’ll hear from:
Terri E. Krueger
Mark D. Olson, MSFS, CFP
Alain Poirier

Episode breakdown:
0:26 – What gifts are offered for new clients
1:04 – Creating your own wine and labeling it with your practice
1:48 – A mix special events and corresponding gifts
2:16 – Documenting client interests and providing gifts accordingly

What do you do when you realize you’re over-explaining things to your staff? Or putting your marketing efforts in the wrong place? In this episode, MDRT members share their own challenges (including hiring) and what they have done to resolve them.

You’ll hear from:
Terri E. Krueger
Mark D. Olson, MSFS, CFP
Alain Poirier

Episode breakdown:
0:26 – Discovering the limitations of different forms of advertising
2:20 – Coping with difficulties hiring and managing staff
3:57 – When you realize you’re doing too much explaining
4:58 – How to adjust and prevent that from happening
6:22 – Coming to a better understanding about the right amount of communication

How can you connect your own needs and preferences with the clientele you work with? In this episode, MDRT members explain how they prioritize honesty and match what they give with what they get back.

You’ll hear from:
Terri E. Krueger
Mark D. Olson, MSFS, CFP
Alain Poirier

Episode breakdown:
0:31 – Choosing to work with honest people that you like
1:56 – When you learn that taking on a client was a mistake
3:09 – Being honest when a client is occupying too much of your time
3:49 – Adding questions to identify potential red flags in a client
5:18 – Adjusting your approach when clients are reluctant to provide the information you need

Poirier develops a web- and phone-based practice to accommodate his more than 3,000 clients.

The injustices we witnessed in 2020 awakened the world to the urgency of inclusive leadership. In this talk, Perez shares personal stories and thought-provoking ideas that will inspire you to embrace your journey as an inclusive leader in this moment and beyond.