AdvisorToday.com's Building a More Successful Practice
By Maggie Leyes
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Podcast Description
AdvisorToday.com's podcast provides practical information, sales ideas, resources and business strategies to help insurance and financial advisors succeed.
| Name | Description | Released | Price | ||
|---|---|---|---|---|---|
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1 |
Retirement Solutions for Today’s Boomers | Listen to Allianz Life SVP of Sales Eric Thomes as he highlights the roadblocks many Baby Boomers face in planning for retirement and the financial solutions you can use to help them overcome these obstacles. | 1/5/12 | Free | View In iTunes |
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2 |
Expanding Your LTCI Practice | In this podcast, Margie Barrie, LTCP, highlights the 3in4 Campaign, which has been designed to educate American consumers about the need to plan for their long-term care. | 11/5/11 | Free | View In iTunes |
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3 |
Planning for Success | Last year, Editorial Advisory Council member Michael Lynch was named MetLife's Financial Planner of the Year for the second year in a row. A few years ago, he also won the magazine's Four Under Forty Award. Here is Lynch's award-winning recipe for success. | 9/8/11 | Free | View In iTunes |
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4 |
Power Prospecting | It can make the difference between staying in business and being forced to seek another line of work. In this podcast, industry expert Bryce Sanders shares some time-tested strategies for attracting a steady stream of high-quality products. | 7/1/11 | Free | View In iTunes |
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5 |
Marketing That Works | In this podcast, Maribeth Kuzmeski, MBA, shares some new and not-so-new ways of attracting high-quality clients. | 5/1/11 | Free | View In iTunes |
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6 |
Building a More Successful Practice | Spend some time with veteran producer Brian Ashe, CLU, as he describes the skills required for success in today's challenging economic environment. | 3/1/11 | Free | View In iTunes |
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7 |
Tips for Success in Selling Life Insurance | As a multiline insurance agent, you should make it a top priority to sell life insurance to your clients. Most of them desperately need it, and you need the sales, as well, if you truly want to build and maintain a thriving practice. Laurie Adams, with Country Financial, presents the business case for pursuing life insurance sales and the steps you need to achieve success. | 1/14/11 | Free | View In iTunes |
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8 |
The Sales Idea of the Year | Mike Smith, LUTCF, won the sales idea contest at this year’s NAIFA Career Conference and Annual Meeting with this easy-to-implement idea. A provision in the Pension Protection Act created a new tax law this year that allows consumers to take funds from annuities tax-free if they are used to pay for long-term-care expenses or to purchase long-term-care insurance. Learn how to turn this change in the law into an easy sale. | 11/30/10 | Free | View In iTunes |
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9 |
The Great Door Opener | You are doing your practice and your clients a great disservice if you haven't added critical illness insurance to your portfolio. Thomas Lawton, with Critical Illness Insurance Advisors, shows you how CI insurance can help solve your prospecting problems and protect your clients' "blindside." | 11/1/10 | Free | View In iTunes |
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10 |
End-of-Year Marketing Tips | Summer is often a slow time work-wise, so fall brings a renewed sense of get-up-and-go. Ryan Pinney, CSFP, brokerage director at Pinney Insurance Center, will show you how to channel that energy into your business with eight marketing tips to help you finish with your strongest year yet. | 9/30/10 | Free | View In iTunes |
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11 |
What Will Happen to Your Business When You’re Gone? | You spend your days talking to clients about preparing for the future and the unexpected, but have you done the same due diligence when it comes to your own business? Matt Matrisian, vice president and director of Practice Management at Genworth Financial Wealth Management, has some smart tips for you to get your own business-succession plan started and on track. | 9/1/10 | Free | View In iTunes |
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12 |
15 Minutes a Day to Social Media Success | Social media is no longer a fad; it's a business must. Your clients and prospects of all ages are using it to communicate, and you should be, too. Ron Agypt, vice president of Broker Sales at AFLAC, will show you how, with just a 15 minute-a-day commitment, you can leverage the Big Three for increased business success. | 8/1/10 | Free | View In iTunes |
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13 |
Double Your Closing Ratio | Did you know that a "no" from a prospect may be a good thing? Or that you should be putting all your prospects into one of three groups? Annette Bau, author of The Million Dollar Marketing System shows you simple steps to double your closing ratio. | 7/1/10 | Free | View In iTunes |
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14 |
Marketing Made Easy | Marketing your practice doesn’t have to be hard, complicated or expensive. Catch a sneak preview of NAIFA 2010 Career Conference and Annual Meeting speaker Jennifer Alford, vice president of Creative Financial Partners, as she shares low-cost and high-return marketing strategies you can start implementing today. | 6/1/10 | Free | View In iTunes |
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15 |
The “2fer” Sale | The reason people don’t make it to the MDRT Top of the Table is simple, says Tom Petersen, DI expert with Petersen International: They don’t sell enough. Petersen shows you how to increase your sales (and make TOT) with the “2fer” sale. Whenever you uncover a need for life insurance, you uncover a similar need for disability income insurance. Learn how to close two sales in one. | 5/1/10 | Free | View In iTunes |
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16 |
It's Time for a New Approach | If you've been using a buy-and-hold strategy to help your clients create and protect wealth, then you may want to rethink your approach. Jack Reutemann's philosophy on this may change the way you do business. | 4/1/10 | Free | View In iTunes |
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17 |
Small Changes That Have a Big Impact on Your Business | Dean Cipriano went from being a self-described "broke and frustrated" agent to an MDRT Top of the Table producer. He shares some easy-to-implement tips that you can use in your practice to improve your bottom line. | 3/1/10 | Free | View In iTunes |
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18 |
Four Keys to Sales Success | What can the author of teach you in just 15 minutes about building a better practice? Plenty! Industry veteran and coach Bob Artz tells you how to cultivate four essential habits of top performers. | 2/1/10 | Free | View In iTunes |
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19 |
Ramp up Your Life Sales! | Here are some best practices to sell more life insurance from Top of the Table producer Rob Eddy. He also gives you a super easy way to open the door to the business marketplace, even if you've never done it before. | 1/1/10 | Free | View In iTunes |
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20 |
Tips for Ending the Year Strong (and Starting the New Year on the Right Foot) | It's not about luck; it's about taking a calculated look at your practice and putting the proper processes in place. Connie Golleher tells you how to make the most of the next 31 days. Also learn how to use successes and failures to chart a course for the coming year. | 12/1/09 | Free | View In iTunes |
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21 |
It's Time for a New Investment Approach | It's critical for you to start using new investment strategies with your clients, says Gurinder Ahluwalia, president and CEO of Genworth Financial Wealth Management. Learn how to use the analogy of sailing vs. rowing to turn around the investment conversations you're having with your clients. | 11/1/09 | Free | View In iTunes |
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22 |
Three Simple Practice Management Ideas with a Big Blast Radius | Here are easy-to-implement ideas that can revolutionize how you do business. One idea is so simple and has such a big impact, says practice-management guru Kirk Hulett, that there's no reason not to start using it tomorrow morning. | 10/1/09 | Free | View In iTunes |
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23 |
Pump Up Your Professional Referrals | It's time to expand your business by putting a centers-of-influence marketing program in place. Jim Pittman, an MDRT Top of the Table qualifier, shows you how to get top-quality (and ongoing) referrals from attorneys, CPAs, bankers and other planners. | 9/1/09 | Free | View In iTunes |
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24 |
It's Never Been Easier to Sell Whole Life (Than Right Now!) | MDRT Court of the Table member Timothy Radden, CLU, ChFC, thinks that now is the best time to sell whole life insurance. He tells you why the time is right and how to find the prospects who will easily sign on the dotted line. | 8/1/09 | Free | View In iTunes |
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25 |
Seeing Your Name in Lights | Getting your name in the press, publishing articles, or leveraging radio and TV are great ways to build your reputation. Brad Elman shows you some easy (really) ways to get your name "in lights." | 7/1/09 | Free | View In iTunes |
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26 |
Get What You Really Want—Now! | Want more clients, more income, more free time, less stress? Who wouldn't? Sonia Ricotti, author of , shows you how you can accomplish all that—starting now! | 5/31/09 | Free | View In iTunes |
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27 |
Avoid These Time-Management Supertraps | Time management guru, Pat Nickerson, author of The Time Trap, will show you how to identify and avoid these time—and money—stealers. Plus, find out which time management "golden rules" you no longer have to follow! | 5/3/09 | Free | View In iTunes |
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28 |
Avoid Career-Ending Pitfalls | Abundance Coach Mark Matson, who has $1.7 billion of assets under management, shows you how to steer clear of the most common mistakes that can end a financial advisor’s career. | 4/3/09 | Free | View In iTunes |
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29 |
Capturing Money in Motion | It's time to ramp up your prospecting so that you can get a chunk of the money that's "looking for a new home." Kip Gregory, tech guru for the financial services arena, has tips on leveraging LinkedIn as well as other easy-to-use Internet tools. | 3/3/09 | Free | View In iTunes |
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30 |
Recession-Proof Your Marketing | Wayne Cotton shares several techniques that you can use to increase the flow of new, on-profile prospective clients into your pipeline. Also, he talks about how to convert at least half of your phone contacts into personal meetings. | 2/3/09 | Free | View In iTunes |
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31 |
Pump Up Your Motivation—and Sales—in the New Year | Brian Sullivan, sales coach and author of , is ready to give you actionable steps to face the New Year with renewed enthusiasm and easy-to-implement tips on increasing your sales in no time. | 1/2/09 | Free | View In iTunes |
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32 |
Help Your Clients Stay Calm (and Stay Your Clients) During Shaky Times | You only have to turn on the TV or pick up any newspaper to find headlines such as "Market Meltdown" or "Recession Dead Ahead." These are words that strike fear in your clients' hearts. What should you, as an advisor, be doing at a time like this? NAIFA Trustee Russ Smith, CLU, ChFC, LUTCF, gives you sound advice on how to work with your clients during this difficult time. | 12/2/08 | Free | View In iTunes |
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33 |
A Key to Success: Selling to Women | Women are a critical component of your business’ success, but research shows that they have a lower level of confidence in the economy than men. Delia Passi, a leading expert in selling to women, explains how you can best work with your female clients during the current economic turbulence and forge long-term relationships with them. | 11/2/08 | Free | View In iTunes |
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34 |
What It Takes to Have a Top of the Table Practice | What do you need to do to join the ranks of the world’s most successful life insurance and financial advisors? Michelle L. Hoesly, CLU, ChFC, a 28-year MDRT member and incoming president of MDRT’s Top of the Table, shares the common characteristics—and techniques—of her fellow TOT members. | 9/30/08 | Free | View In iTunes |
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35 |
What I Wish Someone Had Told Me When I Started | If you are new to the business—that means you, YATters—then this is a must-hear podcast. Learn from 18-time Top of the Table qualifier Van Mueller what he wishes he had known when he first started out in the business—and avoid his mistakes! | 9/4/08 | Free | View In iTunes |
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36 |
Building a Million-Dollar Practice | If you want a proven system for becoming a top producer, look to David Mullen Jr., retired Merrill Lynch director. He's literally written the book on it. The author of The Million Dollar Financial Services Practice will give you a no-nonsense perspective on what's required to build a million-dollar business. | 8/4/08 | Free | View In iTunes |
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37 |
Why People Buy | Considered one of the top 40 advisors in the world, Guy Baker shares his successful selling strategies, including identifying and moving through the steps in the buying process, as well as methods you can use to overcome difficult objections. | 7/2/08 | Free | View In iTunes |
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38 |
Must-Have Habits You Need to Succeed | Learn how certain work habits can move you to the next level of success. Randy Schuster, MDRT COT qualifier and author of The Power of Habits, shows you half a dozen techniques, beginning with how to streamline the time you spend in the office. | 6/2/08 | Free | View In iTunes |
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39 |
End Prospecting Pain Forever | Changing the way you look at the people you serve can help you end your prospecting headaches forever, says Dan Allison, author of The Money Code. He shows you how using simple behavioral psychology techniques and easy-to-implement ideas can help you jettison your old ways of prospecting. | 5/2/08 | Free | View In iTunes |
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40 |
Four Strategies to Create a Referral Explosion | Prospecting no longer has to be the bane of your career. Instead, "Referral Coach" Bill Cates offers easy techniques that you can start using today to build your business on referrals only. | 4/2/08 | Free | View In iTunes |
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41 |
The Eight Criteria the Wealthy Use to Choose an Advisor | You've decided to pursue affluent clients in your business. You know what you're looking for in a prospect, but do you know what they are looking for in an advisor? Matt Oechsli, an authority on cultivating wealthy clients, talks with about how to position yourself as that go-to advisor. | 3/2/08 | Free | View In iTunes |
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42 |
The 90-Day Challenge: Transform Your Practice | Allyson Lewis, financial advisor and author of The Seven-Minute Difference, shows you how to turn your goals into actions and profits in just 90 days. | 11/5/07 | Free | View In iTunes |
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43 |
Creating a Successful Advisory Board for Your Practice | MDRT Top of the Table advisor Dennis Zahrbock explains how to set up a successful advisory board, including how to structure it, run it and keep it going. His board has helped him keep his practice on course, while generating up to $30,000 a year in additional revenue. | 10/5/07 | Free | View In iTunes |
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44 |
How to Attract and Retain Affluent Clients | Derrick Kinney, advisor and author of Attract Your Ideal Clients, shows you how to position yourself as an income-retirement specialist, prospect using "situational" referrals, and use a carve-out strategy to "recreate the paycheck." | 9/5/07 | Free | View In iTunes |
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45 |
How to Delegate Effectively—and Better Leverage Your Staff | As an advisor, you should only be prospecting, selling and delegating, says practice-management guru Gina Pellegrini. Your assistant or staff should be handling all the rest. If you have no idea how to start—or undo bad habits, Pellegrini has some great pointers. | 8/5/07 | Free | View In iTunes |
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46 |
Transitioning to a Fee-Based Practice | If you've ever considered moving to a fee-based practice, then industry veteran Lloyd Lowe Sr. has tips for you. He describes how he made the smooth—albeit labor-intensive—transition from commissions to fees in his business. | 7/5/07 | Free | View In iTunes |
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47 |
Tapping Into the Retirement Market | Michael Shumway has built a Top of the Table practice by mining huge, untapped areas of the retirement marketplace. Assisting federal government employees, as well as navigating 403(b) and 457(b) plans, are just two of the topics that he discusses. | 6/5/07 | Free | View In iTunes |
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48 |
Being No. 1—And What You Need to Get There | You don't become the No. 1 agent at New York Life unless you really know how to run your practice. Carlos Lowenberg Jr. talks about what it takes to become one of the best in the business. | 5/5/07 | Free | View In iTunes |
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49 |
The Secrets of Top Producers | Get great tips and sales ideas from MDRT's Court of the Table Best Practices Forum, including the three-part "preamble" MDRT President Phil Harriman uses with all his prospects. | 4/5/07 | Free | View In iTunes |
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50 |
Set Up a Prospecting System That Works | It's time to stop being a Prospecting Procrastinator. Kamal Daya, a 27-year MDRT member, shows you how prospecting should be done. And, he offers examples of his ideal day and daily activity worksheets. | 3/5/07 | Free | View In iTunes |
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51 |
The Best Sales Ideas—From the Under-40 Crowd—Part II | Here are sales ideas from five young advisors including: leveraging a policy review, partnering with semi-retired agents, identifying referrals partners, retention tips, prequalifying prospects for financial services and responding to common objections. | 2/5/07 | Free | View In iTunes |
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52 |
The Best Sales Ideas—From the Under-40 Crowd | Here are sales ideas from five young advisors including: leveraging a policy review, partnering with semi-retired agents, identifying referrals partners, retention tips, prequalifying prospects for financial services and responding to common objections. | 1/5/07 | Free | View In iTunes |
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53 |
Find the Time | Give yourself a fresh start in 2007 with new and improved habits. Industry veteran and coach Bob Arzt gives listeners tips on creating the ideal workweek (one that you can follow) and explains how establishing two sets of goals for the coming year will give you the real results you expect. | 12/5/06 | Free | View In iTunes |
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54 |
Sales, Sales and More Sales Ideas—Part II | We know that you can never have too many sales ideas, so we gave it our all when collecting them from attendees at this year's NAIFA Convention and Career Conference. We got so many good sales ideas, we had to create two podcasts. Tune in to these sure-fire ways to boost your sales production. | 11/5/06 | Free | View In iTunes |
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55 |
Sales, Sales and More Sales Ideas! | You can have all the prospects you want, but if you can't sell them the services they need, you'll soon be out of business. This year, we asked top advisors at the NAIFA Convention and Career Conference for their best sales ideas. Listen to these sure-fire ways to boost your sales production. | 10/5/06 | Free | View In iTunes |
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56 |
Achieving Balance While Boosting Sales | It's tough to run a top-notch practice, achieve MDRT Court of the Table status, rise to the top of your professional association and spend quality time with your family. But that's just what NAIFA President John A. Davidson, LUTCF, FSS, has done. Learn how to make $50,000 more a year by just picking up the phone, find out the three keys to seeing the right people, and listen in on Davidson's technique to convert a Boomer's term life insurance into a whole life policy. | 9/5/06 | Free | View In iTunes |
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57 |
AT's Quick Tech Tips to Streamline Your Office | Kip Gregory, author of "Winning Clients in a Wired World," knows all too well that technology can sometimes slow advisors down instead of save them time. Gregory offers easy tips to make technology work for you—not the other way around. Learn how to sync your client database with your cell phone, improve your Google searches and much more! | 8/5/06 | Free | View In iTunes |
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58 |
Taking Your Business to the Next Level | Van Mueller, a 16—year MDRT Top of the Table member, minces no words when analyzing why many agents fail to make the grade. Learn his method for transforming an "OK" practice into a stellar business. He also ends this podcast with three great sales tips. | 7/5/06 | Free | View In iTunes |
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59 |
Establishing and Developing a Marketplace | Marc Silverman, past chair of MDRT’s TOT, explains how to differentiate between a niche and a marketplace. He also offers some no- and low-cost customer-service ideas that have helped him do away with asking for referrals, and gives some dos and don’ts of seminar marketing. | 6/5/06 | Free | View In iTunes |
| Total: 59 Episodes |
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