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Podcast Series: Building a More Successful Practice

By Andy Moyer

The following are audio articles, or podcasts, that you can listen to at your convenience—on your computer, your MP3 player or burn it to a CD. If you've never subscribed to a podcast, or downloaded an audio file, see the instructions on how to start.

Be sure to subscribe to this podcast series, Building a More Successful Practice, so you always have the latest podcast waiting for you. Also, tell us what you think about the podcasts, or send suggestions of topics or people you would like to see covered. Send an email to Ayo Mseka at amseka@naifa.org.

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Protecting Your Business (March/April 2014)

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It's All in the Questions (January/February 2014)

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Lessons from a Pro (November/December 2013)

This interview with former MDRT President D. Scott Brennan will teach you some valuable lessons about living your best life.

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What It Takes to be Successful (September/October 2013)

Listen to veteran producer Ike Trotter as he reviews his illustrious career and describes the path he took on his way to the top.

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Steps to Success (July/August 2013)

Listen to NAIFA Secretary Juli McNeely as she shares some of the valuable lessons she has learned on her way to the top.

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Expanding Your DI Practice (May/June 2013)

Want to sell more DI insurance? Then, listen carefully to this podcast, which offers some best practices for selling this valuable product from NAIFA President-Elect John Nichols.

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The Softer Side of Selling (March/April 2013)

Listen to Ohio National’s Al Blake as he explains how he makes innovative use of special events to grow his business. A couple of years ago, for instance, this NAIFA member was able to add 60 to 80 new clients to his practice, thanks to these special prospecting strategies.

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Using Social Media to Enhance Your Website (January/February 2013)

In this podcast, two Securities America, Inc. experts Kirk Hulett and Chris Hall explain how you can use social media to make your website work harder.

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Surviving and Thriving in Today's LTCI Market (November/December 2012)

As challenging as it has become to sell long-term-care insurance, lots of producers are making significant inroads into this market. One of them is Debra Newman, and in this podcast, she shares some time-tested tips for revving up an LTCI practice.

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Enhancing Your Value as a DI Broker (September/October 2012)

The Standard's Michael Klachesfky explains health and productivity management practices used by many forward-thinking employers, and how disability income insurance brokers and agents can help their corporate clients maximize these practices and enhance their value.

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Score Big with Small Business (July/August 2012)

In this podcast, Securian Financial Group, Inc.'s Kerry Geurkink, CLU, ChFC, CEBS, CASL, explains why small-business owners are such desirable clients and offers some helpful hints for earning their business.

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Out With the Old (May/June 2012)

The old ways of selling life insurance are not working as well as they once did, due to a host of changes that have affected the sales climate. In this podcast, Genworth Financial’s Anthony Vossenberg explains why those old ways are not working and the steps you need to take now if you want to get your message across.

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Propel Your Practice to New Heights of Success (March/April 2012)

Listen to LIFE President Marvin Feldman as he shares the lessons he has learned during his illustrious career and how you can use those lessons to propel your practice to new heights of success.

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Retirement Solutions for Today’s Boomers (January/February 2012)

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.

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Expanding Your LTCI Practice (November/December 2011)

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.

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Planning for Success (September/October 2011)

Last year, Advisor Today's 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.

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Power Prospecting (July/August 2011)

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.

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Marketing That Works (May/June 2011)

In this podcast, Maribeth Kuzmeski, MBA, shares some new and not-so-new ways of attracting high-quality clients.

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Building a More Successful Practice (March/April 2011)

Spend some time with veteran producer Brian Ashe, CLU, as he describes the skills required for success in today's challenging economic environment.

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Tips for Success in Selling Life Insurance (January/February 2011)

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.

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The Sales Idea of the Year (December 2010)

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.

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The Great Door Opener (November 2010)

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."

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End-of-Year Marketing Tips (October 2010)

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.

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What Will Happen to Your Business When You’re Gone? (September 2010)

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.

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15 Minutes a Day to Social Media Success (August 2010)

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.

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Double Your Closing Ratio (July 2010)

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.

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Marketing Made Easy (June 2010)

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.

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The “2fer” Sale (May 2010)

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.

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It's Time for a New Approach (April 2010)

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.

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Small Changes That Have a Big Impact on Your Business (March 2010)

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.

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Four Keys to Sales Success (February 2010)

What can the author of What Every Great Salesperson Knows - A No-Nonsense Guide to Sales Success 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.

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Ramp up Your Life Sales! (January 2010)

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.

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Tips for Ending the Year Strong (and Starting the New Year on the Right Foot) (December 2009)

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.

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It's Time for a New Investment Approach (November 2009)

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.

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Three Simple Practice Management Ideas with a Big Blast Radius (October 2009)

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.

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Pump Up Your Professional Referrals (September 2009)

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.

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It's Never Been Easier to Sell Whole Life (Than Right Now!) (August 2009)

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.

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Seeing Your Name in Lights (July 2009)

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."

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Get What You Really Want—Now! (June 2009)

Want more clients, more income, more free time, less stress? Who wouldn't? Sonia Ricotti, author of The Law of Attraction, shows you how you can accomplish all that—starting now!

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Avoid These Time-Management Supertraps (May 2009)

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!

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Avoid Career-Ending Pitfalls (April 2009)

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.

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Capturing Money in Motion (March 2009)

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.

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Recession-Proof Your Marketing (February 2009)

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.

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Pump Up Your Motivation—and Sales—in the New Year (January 2009)

Brian Sullivan, sales coach and author of 20 Days to the Top, 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.

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Help Your Clients Stay Calm (and Stay Your Clients) During Shaky Times (December 2008)

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.

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A Key to Success: Selling to Women (November 2008)

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.

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What It Takes to Have a Top of the Table Practice (October 2008)

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.

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What I Wish Someone Had Told Me When I Started (September 2008)

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!

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Building a Million-Dollar Practice (August 2008)

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.

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Why People Buy (July 2008)

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.

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Must-Have Habits You Need to Succeed (June 2008)

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.

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End Prospecting Pain Forever (May 2008)

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.

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Four Strategies to Create a Referral Explosion (April 2008)

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.

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The Eight Criteria the Wealthy Use to Choose an Advisor (March 2008)

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 Advisor Today about how to position yourself as that go-to advisor.

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The 90-Day Challenge: Transform Your Practice (November 2007)

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.

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Creating a Successful Advisory Board for Your Practice (October 2007)

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.

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How to Attract and Retain Affluent Clients (September 2007)

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."

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How to Delegate Effectively—and Better Leverage Your Staff (August 2007)

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.

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Transitioning to a Fee-Based Practice (July 2007)

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.

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Tapping Into the Retirement Market (June 2007)

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.

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Being No. 1—And What You Need to Get There (May 2007)

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.

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The Secrets of Top Producers (April 2007)

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.

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Set Up a Prospecting System That Works (March 2007)

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.

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The Best Sales Ideas—From the Under-40 Crowd—Part II (February 2007)

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.

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The Best Sales Ideas—From the Under-40 Crowd (January 2007)

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.

Download


Find the Time (December 2006)

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.

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Sales, Sales and More Sales Ideas—Part II (November 2006)

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.

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Sales, Sales and More Sales Ideas! (October 2006)

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.

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Achieving Balance While Boosting Sales (September 2006)

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.

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AT's Quick Tech Tips to Streamline Your Office (August 2006)

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!

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Taking Your Business to the Next Level (July 2006)

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.

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Establishing and Developing a Marketplace (June 2006)

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.

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