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You’ll close more with these questions from MDRT member Josh Bernard, of Grand Cayman Island, BWI. He shares questions you can ask clients and prospects to identify gaps in their financial planning in their business and for their families.

Jones reveals his proven method to handling all objections in 15 seconds. 

Learn simple, transferable ideas that can take you from MDRT to Top of the Table in just four minutes. Have your notebooks at hand.

Jones shares two very simple and transferable ideas that you can immediately implement into your practice to improve productivity and convert more prospects to clients.

Do you know how to craft a compelling online presence and structure a high-performing virtual team? Ketchie shares how you can master these digital interactions and recognize the financial benefits and client engagement advantages of transitioning to a fully online/virtual business model.

What happens when a client says, "I'll think about it"? You may have failed to listen to a client and then you said the wrong thing. Sometimes, you can fail to acquire a client when you don't know when to stop talking. Find out how to avoid this from Top of the Table qualifier Joshua Bernard, from Grand Cayman Island, BWI.

How do you build trust with clients and get past a broken dynamic between financial advisors and clients? Watch an MDRT book club discuss that with Stephen Kagawa, FSS, LUTCF, a Top of the Table qualifier and author of "Aloha Financial Planning." Also in the book club are David C. Blake; John J. Demboski, CFP; Julianne Hertel, CLTC; Joshua Ketchie, CPA; Thomas F. Levasseur, CLU, MS Ed; Mike S. Ross; Ted Rusinoff; and Donald J. White Jr., CLU, ChFC. MDRT members can see a summary of the discussion [https://rz.mdrt.org/video/understanding-the-dynamic-between-client-and-financial-advisor/]. Find out more about book clubs at mdrt.org/bookclub [https://www.mdrt.org/bookclub/].

Should you use a real or virtual background on client calls and webinars? What color clothes work best online? How do you express emotion to engage viewers? Global trainer Joshua Luke teaches the best strategies for digital technology.

Often clients are worried that financial advisors' first priority is to sell. It’s not always easy then when a client asks for one product yet may be served better by another product. Top of the Table members Ted Rusinoff, David Blake, and Mike Ross as well as Court of the Table qualifier Josh Ketchie talk with TOT member Stephen Kagawa about how they work with clients in that situation and how it relates to what’s in Kagawa’s book, “Aloha Financial Advising.” Watch more in this MDRT book club conversation. Find out more about book clubs at mdrt.org/bookclub [https://www.mdrt.org/bookclub/]. See the full book club discussion in Favorite books: A chat with the author [https://rz.mdrt.org/video/favorite-books-a-chat-with-the-author/]. (For MDRT members only)

In this new world of virtual everything, how you sound is more important than ever. Learn from an expert how you can find and strengthen your confident, powerful speaking voice.