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In this fast-paced interactive session, Sharfman discusses the 20 best questions to ask a client, the traits of great sales producers, the 10 best reasons a client purchases life insurance and the five transferable sales ideas that have led him to consistently produce more than USD 3 million of new target life insurance premium every year for the past 10 years. Learn how to ask your clients powerful questions and uncover their real needs, wants and goals. Make sure to bring your notepad, as well as your own ideas to share with your fellow attendees because, after each section of the presentation, you will be asked to add your best ideas to the list.

With decades of experience, these two friends and Past MDRT Presidents talk about a few of the ideas that have made them successful.

Jones shares ideas which moved him from MDRT to Court of the Table to, for the last six years, Top of the Table. He teaches you specific and transferable strategies to convert advice to sales and increase your success. Find out how to use pictures to create more sales opportunities and how to harness the power of study groups to take your practice to the next level. Jones is a true advocate for creating a strong self-belief and reaching for impossible dreams. In sharing inspirational stories and interactive ideas, he will leave you with effective, workable and memorable sales tips, as well as an emotional send off!

You’ve heard from the rest, now learn from the best. This fast-paced session features top MDRT producers from around the world sharing their best sales and practice management ideas. You will leave with new sales ideas and management concepts that will be immediately transferable to your own practice, regardless of your current experience or production level. Experience firsthand the unique value of MDRT’s diverse global membership and the wide variety of practice management and sales ideas being used to achieve top performance.

Jones shares ideas which moved him from MDRT to Court of the Table to, for the last six years, Top of the Table. He teaches you specific and transferable strategies to convert advice to sales and increase your success. Find out how to use pictures to create more sales opportunities and how to harness the power of study groups to take your practice to the next level. Jones is a true advocate for creating a strong self-belief and reaching for impossible dreams. In sharing inspirational stories and interactive ideas, he will leave you with effective, workable and memorable sales tips, as well as an emotional send off!

Advising on critical illness insurance needs enhances skills compared to selling life insurance. A true professional will carry a sales toolkit to anticipate any question or circumstance that may arise. Anand shares the contents of his CI toolkit that will give you all you need to raise your life, disability and critical illness sales productivity and confidence. Packed with practical, transferable and proven sales ideas, this is essential for anyone who wants to understand this miracle product better and write bigger and more cases to reach Top of the Table.

Discover how the world’s most successful advisors attract ideal clients from a grand-prize winner of a national sales idea competition. Get the edge you need with Morrow’s proven, one-of-a-kind tips, tools and tactics that will drive sales and demonstrate client value. These are easy-to-implement ideas and illustrations you can use immediately to engage prospects and referrals and upgrade your market.

Overcome a challenge in your financial services practice with one of these MDRT sales ideas.

Staying successful means learning new ideas, such as how to acquire new habits, and surrounding yourself with people striving to do the same. MDRT book clubs achieve both. Hear from MDRT members Dana Mitchell, CFP, CLU; R.J. Kelly, RICP, MSFS; and Adrian George, CFP, TEP, about some of their favorite books and the ideas from those books that made an impact on them professionally. Find out more about book clubs at mdrt.org/bookclub [https://www.mdrt.org/bookclub/].

There is no magic formula for publishing a book, but it’s no secret that a smart approach is to write what you know. For Lee, that has meant converting her experience with her own twin boys into the book “Is Your Child a Money Master or a Money Monster?” and using her work with Korean expats to address their concerns. Lee discusses how she turned her life into marketing material for her financial planning practice, understanding how every idea and event she has encountered can generate compelling material. Attendees will learn to identify topics they are passionate about and gain both the motivation and the steps to turn that passion into their own book.