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Learn how to find centers of influence, such as accountants, to work with and how to leverage the relationship for referrals. Listen to Court of the Table member Heather Lindsley discuss how more than 60% of her referrals come from her centers of influence.

The goal of every retiree is to define and mitigate as many risks during retirement as possible. Defining the number of potential risks during retirement is the first step in determining what is important for each retiree to mitigate as part of their retirement plan. Cloke discusses 18 such risks set out by the American College of Financial Planning as part of the Retirement Income Certified Professionals (RICP) designation course.

Changing the highlighter color increased this advisor's closing ratio.

Heather Lindsley focuses on young clients with limited funds.

When attorneys solicit you to report on other advisors

Learn about a series of questions Cloke asks clients so he can gain insight into how they view finances.

Learn about a series of questions Cloke asks clients so he can gain insight into how they view finances.

Rather than talking about yourself and the products you offer in the initial client meeting, you should learn about the client. MDRT member Curtis Cloke offers a series of questions that helps him do just that.

Rather than talking about yourself and the products you offer in the initial client meeting, you should learn about the client. Top of the Table qualifier Curtis Cloke, of Burlington, Iowa, offers a series of questions that helps him do just that.