MDRT Podcast: Recent Episodes
MDRT Podcast
In this EXCEL Award-winning series, hear thoughts and suggestions from top MDRT members on issues that financial and insurance professionals encounter in their careers.
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While some advisors pursue work-life balance, others may feel that concept is no longer relevant and need a different way to decide if they are doing too much. In this episode, MDRT member Brendan Clune Walsh and stress physiologist Rebecca Heiss discuss the power of rethinking not just your boundaries between the priorities in your life but when to say yes, not right now, or no.Episode breakdown:0:24 – Understanding JOMO: The joy of missing out1:00 – Does work-life balance exist?2:20 – Breaking away from a routine of nonstop work4:09 – Recognizing that work is part of life, not a separate entity7:06 – Establishing boundaries to update the notion of balance9:25 – Finding comfort in “Not right now” instead of “no”
It may be challenging for advisors to help clients navigate the much-debated world of cryptocurrency. In this episode, MDRT members share how much they have encountered this investment strategy and how they discuss it with clients, especially if crypto has been successful for them.You’ll hear from:Chi Teng Han, ChFC/S, CIAMNadia Wijatno, ChFC, CLUEpisode breakdown:0:25 – Identifying the unpredictability of anything unregulated1:12 – Why I don’t convince someone not to do something that’s worked for them2:17 – The importance of learning from the pain of financial loss4:27 – The danger of competing with crypto6:26 – Helping clients separate public success stories from unknown failures8:05 – Deciding which crypto barons to work with
Whether you are looking to buy or have already acquired a practice, it’s essential to have the right people in place to help you not just grow but thrive. In this episode, MDRT member D. Kyle Atkins, CFP, CLU, and president of Succession Resource Group David Grau Jr. share how to navigate the challenging task of finding the ideal employees to support the future of your business.Episode breakdown:0:31 – Seeing hiring as an investment that requires hard work2:19 – When you can acquire not just revenue but talent3:23 – If an important person is leaving from the business you’re acquiring4:56 – Fostering a well-paid and positive office culture9:58 – What to look for to identify and hire that rare, great candidate12:17 – Recognizing that everyone struggles with hiring and that you can’t interview for culture
How do you define the services that your practice offers in a way that generates client understanding and engagement? In this episode, MDRT members share how they communicate the components of their business that represent a family office model, and what that means to and for clients.You’ll hear from:Tim Bosworth, CFPBrandon Heckert, AAMS, CFPEpisode breakdown:0:28 – How to describe exactly what your firm is doing2:05 – Defining exactly what a family office does5:04 – Bringing accessibility to clients’ experiences and understanding of your services8:58 – Providing detailed financial advice no matter what the asset level
What communication changes come from adjustments you make to remain compliant? How does that show up for both you and your clients? In this episode, MDRT members share how they identify regulatory requirements and ensure client peace of mind regarding fees.You’ll hear from:Simon D. Lister, Dip PFSJamie McIntyre, CFPEpisode breakdown:0:32 – How clients have begun sharing more about their fears2:35 – Learning how to disclose fees – and the clients who are very comfortable paying them4:31 – Figuring out when to deliver information during a meeting to make clients comfortable6:26 – Assuring clients that costs will never catch them by surprise10:17 – Utilizing regulator language in client communication
You might think that you can only benefit from connecting with advisors who focus on a similar client base or approach to service. In this episode, members of the MDRT Executive Committee explain why there can be plenty to gain from considering best practices from others, even if there are significant differences in your practice.You’ll hear from:MDRT Past President Carol Kheng, ChFCMDRT President John F. Nichols, CLU, MSMEpisode breakdown:0:29 – Finding an overlap between your niche and someone else’s1:23 – Making sure your Cloud space can house all necessary client information 3:53 – Why it’s useful to understand how other advisors handle client situationsListen to the monthly series, MDRT Presents: @mdrtpresents
There are countless reasons advisors might struggle to balance all of the tasks in their professional and personal lives. In this episode, MDRT member Brendan Clune Walsh and stress physiologist Rebecca Heiss discuss how to process this type of anxiety and how to turn difficult emotions into calm and productivity.Episode breakdown:0:30 – Recognizing warning signs of being overwhelmed and learning to appreciate stress2:01 – Taking ownership of your role in how you feel and being proactive about solutions4:52 – Utilizing a run or a nap to help release tension6:39 – The benefits of removing all labels around stress12:08 – How you can thrive by redirecting energy and angerListen to the monthly series, MDRT Presents: @mdrtpresents
As clients now may be more inclined to change jobs, where they live, and more, the approach advisors take in looking toward clients’ futures has changed as well. In this episode, MDRT members explain how they have applied these adjustments to the way they help clients prepare for the needs and goals of their retirement.You’ll hear from:Chi Teng Han, ChFC/S, CIAMNadia Wijatno, ChFC, CLUEpisode breakdown:0:31 – Helping clients adjust their plans when they move for the short- or long-term3:06 – Changing retirement planning for a more “career-mobile” demographic7:55 – How social media impacts people’s expectations about retirement12:50 – What is most difficult about handling this different approach to planning14:07 – Identifying why a property sale isn’t a reliable source of retirement fundingListen to the monthly series, MDRT Presents: @mdrtpresents
All advisors recognize the emotional component of their roles and how that can factor into their support, guidance, and relationships with clients. In this episode recorded in February 2023, MDRT members share memorable experiences when emotions factored into their work and how they handled this both for the clients and for themselves.You’ll hear from:Joseph Tan, ChFC, CLUAbigail Venida YabotEpisode breakdown:0:32 – How the pandemic changed the conversation arounddeath and disability2:33 – Communicating the importance of additional coverage6:42 – Helping a client who is dealing with infidelity12:26 – How to handle emotional moments with clientsListen to the monthly series, MDRT Presents: @mdrtpresents
Successful advisors know that they still need to refine and change in order to maintain that success and grow. In this episode, MDRT members share what ongoing efforts they prioritize to ensure that they get better instead of becoming complacent.You’ll hear from:MDRT Past President Gregory B. Gagne, ChFCMDRT First Vice President Clay Gillespie, CIM, CFPEpisode breakdown:0:25 – Appreciating the peaks by experiencing the valleys1:55 – Lesser-known ways to maximize your schedule3:59 – Recognizing the multiple levels of delegation6:15 – Maintaining perspective whether or not things are going well7:30 – Remembering how to handle adversityListen to the monthly series, MDRT Presents: @mdrtpresents
While advisors know how much communication influences relationships, there are almost always opportunities to adjust your language to foster stronger client connections. In this episode, MDRT members share how they have tweaked their choice of words and seen enormous benefits as a result.You’ll hear from:Alessandro M. Forte, DipPFS, CSPRenee Hanson, CFP, CDFAEpisode breakdown:0:27 – Finding more impactful words than “meeting” and “referral”2:28 – Utilizing the “killer question” that unlocks great service4:08 – Checking in with clients to ensure satisfaction and opportunities for improvement5:14 – How to deepen relationships that bring client connections outside the office7:45 – Opening the door with high-profile prospectsListen to the monthly series, MDRT Presents: @mdrtpresents
With many advisors embracing AI in their practices, several advantages and challenges have emerged along with this rapidly growing technology. In this episode, MDRT members share how AI has factored into their work as an asset or a stressor, and what is on their mind moving forward.You’ll hear from:Chi Teng Han, ChFC/S, CIAMNadia Wijatno, ChFC, CLUEpisode breakdown:0:29 – Using AI as another assistant to help with preparation, scheduling, and more1:53 – Recognizing that if you can do it, someone else can too4:19 – Hoping that clients realize AI cannot provide the same service as human advisors6:46 – How AI comes up during client conversations7:18 – Figuring out how to add value alongside what AI can doListen to the monthly series, MDRT Presents: @mdrtpresents
Would you ever do something that you expected to fail, justas a way of teaching yourself that rejection is not something to fear? In thisepisode, MDRT member Brendan Clune Walsh and stress physiologist Rebecca Heissdiscuss the logic, options and potential benefits behind this approach ofturning discomfort into confidence.Episode breakdown:0:42 – Moving yourself toward confronting what scares you2:34 – Creating a game of how many times you can hear no inone day5:38 – How to know how far to take the concept of seekingrejection7:35 – Learning to recognize and understand your stressresponses10:45 – Focusing on the cost of inaction and the best thatcan happen, not the worstListen to the monthly series, MDRT Presents: @mdrtpresents
What client interactions result from adjustments you’ve made to remain compliant? In this episode, MDRT members share how regulation has led to improved processes and enhanced client relationships.You’ll hear from:Simon D. Lister, Dip PFSJamie McIntyre, CFPEpisode breakdown:0:29 – Being driven to discuss your value proposition in more detail2:16 – Successfully moving to a practice without commissions5:21 – Why charging fees leads to more understanding and more referrals8:50 – Creating deeper relationships with clients who feel you’re in the journey with them11:57 – How to tell when a client relationship has strengthened16:04 – When regulations foster regular clarity, connection, and accountability18:29 – Applying insights from other countries’ regulationsListen to the monthly series, MDRT Presents: @mdrtpresents
Just because you have expanded your book of business doesn’t mean you’re automatically ready to serve all those clients. In this episode, MDRT member D. Kyle Atkins, CFP, CLU, and president of Succession Resource Group David Grau Jr. explain how to ensure that you can match your service to the needs of people who have just come onboard.Episode breakdown:0:27 – Gaining information to help tailor events around new clients’ hobbies2:18 – The process of collecting and utilizing those details3:57 – Why you need to distinguish a client experience from a service model7:13 – Categorizing clients with more positive labels9:01 – Creating experiences even for lower-tier clients11:45 – The challenge of communicating embedded opportunity to a seller12:32 – Figuring out what’s most important to learn about new clients15:53 – Applying that to due diligence about your next purchaseListen to the monthly series, MDRT Presents: @mdrtpresents
If reaching new heights requires new strategies, how do advisors make adjustments that translate into consistent success? In this episode, members of the MDRT Executive Committee share how they have reimagined their perspectives and their communication to drive stronger relationships and greater performance.You’ll hear from:MDRT President Carol Kheng, ChFCMDRT First Vice President John F. Nichols, CLU, MSMEpisode breakdown:0:24 – Continuing to learn while helping others do the same2:39 – Investing in creating new connections3:46 – Being service-oriented without wondering if you’ll get anything back4:34 – Developing relationships through vulnerability7:30 – Establishing connections in a communityListen to the monthly series, MDRT Presents: @mdrtpresents
Walking through a claim with clients and their affected family members can provide new perspective for advisors about how their work has enormous impact on the people they serve. In this episode, MDRT members share the interactions that have elevated their understanding about what they do and the clients who benefit. You’ll hear from:Joseph Tan, ChFC, CLUAbigail Venida Yabot Episode breakdown:0:28 – Being reminded about the importance of coverage and planning3:57 – Turning difficulty into clarity and strengthened protection5:38 – Advocating for clients to protect their staff8:19 – Applying coverage options for different populationsListen to the monthly series, MDRT Presents: @mdrtpresents
Is there a benefit to doing things that scare you? In this episode, Brendan Clune Walsh and stress physiologist Rebecca Heiss discuss the difficulties and advantages of striving for things you sometimes don’t want to do, from a morning trip to the gym to a plunge into freezing cold water. Episode breakdown:0:41 – Finding opportunity to do something scary1:44 – Seeking Type Two Fun instead of what’s comfortable3:03 – Learning how to get through something that’s recommended but challenging 4:41 – Teaching your brain to adapt and be motivated toward difficult situations10:15 – How to know how to make Type Two Fun work for you and do what you think you can’t14:11 – Pushing yourself to imagine and pursue bigger goals and higher performanceListen to the monthly series, MDRT Presents: @mdrtpresents
What language is essential for advisors helping to create a retirement plan for their clients? How can you ensure clients know you are acting in their best interest to protect their assets? In this episode, members of the MDRT Executive Committee share effective techniques they’ve gained from advising countless retirement planning clients.You’ll hear from:MDRT Immediate Past President Gregory B. Gagne, ChFCMDRT Second Vice President Clay Gillespie, CIM, CFPEpisode breakdown:0:26 – Gaining clients whose previous advisors don’t know how to discuss retirement2:26 – How education and confidence can overcome age differences between advisors and clients4:30 – Creating peace of mind through established processes5:37 – Using long-term-care insurance and thoughtful planning to prevent financial disaster7:29 – Providing honest, direct information without taking the easy way outListen to the monthly series, MDRT Presents: @mdrtpresents
As a new year settles in, it’s important to stay focused on your plans and aspirations. In this episode, members of the MDRT Executive Committee share how coaches and other MDRT members provide encouragement while preventing them from losing sight of what they want to achieve.You’ll hear from:MDRT President Carol Kheng, ChFCMDRT First Vice President John F. Nichols, CLU, MSMEpisode breakdown:0:30 – How a coach can help you in numerous areas of your professional and personal life1:55 – The difference that comes from having another person journeying with you3:21 – Achieving Top of the Table with the help and support of other MDRT membersmListen to the monthly series, MDRT Presents: @mdrtpresents
The more advisors utilize video messaging, social media, and other areas of technology, the more they need to make sure they are maintaining compliance. In this episode, MDRT members share how they have benefited from technology in their practice while prioritizing all necessary regulations.You’ll hear from:Simon D. Lister, Dip PFSJamie McIntyre, CFPEpisode breakdown:0:33 – Including risk warnings while utilizing the benefits of communicating via video3:10 – Using technology to help set expectations with clients4:29 – Knowing that regulators don’t want advisors to lead messaging with products6:30 – How regulators monitor social media activity7:05 – The importance of keeping records of everything that’s done9:31 – How regulation impacts the quantity and quality of advisorsListen to the monthly series, MDRT Presents: @mdrtpresents
At some point, all advisors face the challenging situation of knowing that they aren’t the right person to work with a client. In this episode, MDRT members explain how they recognize the need for this delicate exchange, and how they handle it.You’ll hear from:Alessandro M. Forte, DipPFS, CSPRenee Hanson, CFP, CDFAEpisode breakdown:0:28 – Establishing expectations for client interactions2:36 – Developing the skill of knowing when to walk away4:33 – Having the hard conversation with clients about not being a good fit6:25 – Identifying communication preferences to improve interpersonal dynamics8:45 – Fostering positive outcomes while indicating that something isn’t working13:31 – Determining if the advisor or the client will be making the rejection Listen to the monthly series, MDRT Presents: @mdrtpresents
If discomfort arises among employees in your office, how do you address and move forward from the situation? In this episode, MDRT members share how they develop a straightforward, successful approach when tense or complicated situations arise.You’ll hear from:Aaron Kane, AFA, B BusAdam Thomas Rex, AIF, CFPEpisode breakdown:0:29 – Creating an open-door environment to bring up issues as needed 1:28 – Establishing procedures to get every employee on the same page3:58 – Addressing problems independently while empowering staff members5:26 – Understanding the different performance expectations for different people in the office6:46 – Ensuring that employees understand how any changes will benefit them and the clientsListen to the monthly series, MDRT Presents: @mdrtpresents
Just because you know the importance of seeking balance in and out of work doesn’t mean that it’s easy to accomplish. In this episode, members of the MDRT Executive Committee share how they make a priority of MDRT’s Whole Person concept and adjust if they are struggling to put their intentions into action.You’ll hear from:MDRT President Carol Kheng, ChFCMDRT First Vice President John F. Nichols, CLU, MSMEpisode breakdown:0:32 – Looking at different life components like spokes on a wheel1:42 – Pursuing a feeling of being centered rather than balanced 3:09 – Determining and maintaining your version of a right-fit morning5:16 – Handling adversity when your processes aren’t working as well7:12 – Benefiting by resisting the temptation to compare yourself to othersListen to the monthly series, MDRT Presents: @mdrtpresents
What can you do to not just accept new regulations but thrive through adaptation and compliance? In this episode, MDRT members explain how their perspective and ability to take action has led them to turn regulation into opportunity and success.You’ll hear from:Simon D. Lister, Dip PFSJamie McIntyre, CFPEpisode breakdown:0:34—Focusing on the benefits that come from required additional qualifications 3:10—Why resistance only leads to greater difficulty 5:39—Utilizing regulations as a chance to further define your ideal clientele7:41—How to create time to meet regulation standards and drive business success13:15—Turning frustration into empowermentListen to the monthly series, MDRT Presents: @mdrtpresents
With the many ways an acquisition can go wrong, how can you circumvent these problems in pursuit of success? In this episode, MDRT member D. Kyle Atkins, CFP, CLU, and president of Succession Resource Group David Grau Jr. explain what to avoid and what to do instead to foster more effective decisions and business transitions.Episode breakdown:0:34 – Why you shouldn’t call the biggest and best clients first3:01 – Establishing clarity for a valuation6:05 – Communicating the transition plan to a soon-to-be-retiring advisor7:57 – Turning preparation and teamwork into success10:43 – Ensuring that opinions match with factsListen to the monthly series, MDRT Presents: @mdrtpresents
What questions can lead clients to provide the information that guides your recommendations? What personal experience should you offer to demonstrate how you can help your ideal clients? In this episode, MDRT members share techniques for turning effective communication into strategic financial planning.You’ll hear from:Joseph Tan, ChFC, CLUAbigail Venida YabotEpisode breakdown:0:26 – Demonstrating authenticity with your target market2:35 – Determining the right amount of talking and listening with clients4:16 – Utilizing strong communication to motivate clients to share information7:02 – Offering personal information to connect experience to expertise9:08 – Transitioning from reflections to planning that can be both aspirational and practicalListen to the monthly series, MDRT Presents: @mdrtpresents
With so much to consider about identifying and working with centers of influence, what best practices can you follow to create these connections? In this episode, MDRT members share strategies they’ve developed to drive effective relationships with these important professional partners.You’ll hear from:Alessandro M. Forte, DipPFS, CSPRenee Hanson, CFP, CDFAEpisode breakdown:0:30 – Challenges involved in utilizing centers of influence to find the right clients1:20 – Determining what value you can provide to centers of influence3:35 – Reframing your thinking to overcome fear about developing COI relationships 7:24 – The benefits of distributing an At-A-Glance card10:11 – Developing additional educational materials for both clients and COI11:46 – Creating new opportunities to develop clarity and relationships with COI14:08 – Establishing the importance of you and COIs staying present in each other’s lives16:07 – Creating a strong sense of reputation and reciprocity19:44 – Documenting your recommended COIs to clientsListen to the monthly series, MDRT Presents: @mdrtpresents
While many advisors recognize the benefits of partnering with other professionals to help their clients, doing that successfully often requires practice and adaptation. In this episode, members of the MDRT Executive Committee explain how they have learned to identify and thrive in these collaborative circumstances.You’ll hear from:MDRT President Gregory B. Gagne, ChFCMDRT Secretary Clay Gillespie, CIM, CFPEpisode breakdown:0:25 – Levelling up by finding a mentor0:57 – Recognizing when someone else is better at something than you2:09 – What to do when someone else can be more helpful to your client2:55 – Serving your clients best by focusing on what’s in your area of expertise3:40 – Creating a process to systematize what you do best4:57 – Setting expectations with clients at the beginning of your relationshipListen to the monthly series, MDRT Presents: @mdrtpresents
What do you say when clients want you to resolve family conflict or say something that they are struggling to communicate? In this episode, MDRT members share how they maintain harmony, professionalism, and service when faced with some potentially uncomfortable situations.You’ll hear from:Aaron Kane, AFA, B BusAdam Thomas Rex, AIF, CFPEpisode breakdown:0:24 – Handling a difference of opinion between parents and their child3:11 – Being asked to encourage someone toward retirement6:50 – Determining how to reset client relationships9:41 – Developing two different models of serviceListen to the monthly series, MDRT Presents: @mdrtpresents
How do you streamline the many challenges that occur as a business is acquired? In this episode, MDRT member D. Kyle Atkins, CFP, CLU, and president of Succession Resource Group David Grau Jr. share techniques they’ve learned to help minimize roadblocks and pursue success and happiness between buyer and seller.Episode breakdown:0:38 – Steps to simplify both quantitative and qualitative questions3:07 – Best practices to retain clients after an acquisition5:23 – How to figure out challenging timelines regarding payment8:43 – Learning from internal and external acquisitions10:12 – Considering certain compromises because of the size of a practiceListen to the monthly series, MDRT Presents: @mdrtpresents
What can advisors do to confirm that clients are not just listening but processing the information that has been discussed? In this episode, MDRT members share communication techniques that help keep everyone on the same page and prevent confusion or frustration on either side.You’ll hear from:Joseph Tan, ChFC, CLUAbigail Venida YabotEpisode breakdown:0:22 – Presenting an amount of information that won’t overwhelm clients3:12 – Maintaining clarity by giving clients three types of advice 6:36 – Creating trust to drive understanding when it feels like clients aren’t listening8:20 – Recognizing when something is missing from the client’s ability to move forward10:19 – Making sure to give clients ownership over their decisionsListen to the monthly series, MDRT Presents: @mdrtpresents
How can you ensure that you have a successful start to 2024? What should you keep in mind throughout the year to maintain consistent success? In this episode, members of the MDRT Executive Committee explain how they prepare for the arrival of January and keep a steady perspective on their processes regardless of the month.You’ll hear from:MDRT President Gregory B. Gagne, ChFCMDRT Secretary Clay Gillespie, CIM, CFPMDRT First Vice President Carol Kheng, ChFCMDRT Second Vice President John F. Nichols, CLU, MSMEpisode breakdown:0:34—Planning for the new year before it starts2:48—Beginning January with focus and a fast pace6:43—Avoiding a sense of starting over as the year begins8:26—Applying learning from January 2023 to January 202415:39—Remembering to make thoughtful decisions in JanuaryListen to the monthly series, MDRT Presents: @mdrtpresents
Even veteran advisors continually learn new communication techniques in pursuit of making clients comfortable and willing to share their feelings. In this episode, MDRT members identify situations in which clients have been especially open (or had difficulty opening up), and what that taught them for conversations moving forward.You’ll hear from:Alessandro M. Forte, DipPFS, CSPRenee Hanson, CFP, CDFAEpisode breakdown:0:31—Starting a podcast as a way of sharing memorable client stories2:24—Discovering people’s universal interest in talking about problems and successes5:54—Identifying an opportunity to help women in transition9:10—Learning how to communicate with clients during an awkward moment10:49—Seeing the benefits of vulnerability during conversationsListen to the monthly series, MDRT Presents: @mdrtpresents
Even the most successful advisors continue to embrace change and create excitement for the future. In this episode, MDRT members share what they’re innovating and how these ideas will enhance their business.You’ll hear from:Aaron Kane, AFA, B BusAdam Thomas Rex, AIF, CFPEpisode breakdown:0:27—Developing adjustments for a new office 2:02—Creating marketing around a major milestone3:12—Establishing a process to generate Google reviews from clients4:46—Building Zoom rooms and investing in technologyListen to the monthly series, MDRT Presents: @mdrtpresents
Buying a practice requires research, communication, and much, much more. In this episode, MDRT member D. Kyle Atkins, CFP, CLU, and president of Succession Resource Group David Grau Jr. explain essential ways for you to set the course for business acquisition success.Episode breakdown:0:35–Dedicating the necessary time for each step in the process2:55—Developing simplicity and know-how3:18—Establishing both clarity and cultural fit5:11—Asking questions and listening, just as you would with a client 7:44—Adapting when a seller changes their mind about somethingListen to the monthly series, MDRT Presents: @mdrtpresents
How do you turn business growth from a dream into a reality? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey explain how to push through reluctance and establish a time-tested system for expanding your clientele.Episode breakdown:0:30—Overcoming fears about asking for introductions 2:16—Benefiting from repetition and getting outside your comfort zone3:30—Identifying your goals and finding your right-fit client4:17—Developing a process and practicing it enough to be successful5:53—Learning from the world’s best athletesListen to the monthly series, MDRT Presents: @mdrtpresents
How do you understand clients’ needs so that they see you as someone who can help them, rather than someone who is selling to them? In this episode, MDRT members explain how they establish these strong connections that can unlock the effective technique of “unselling.”
You’ll hear from: Joseph Tan, ChFC, CLU Abigail Venida Yabot
Episode breakdown:
0:27 – Focusing on the client’s magic numbers 2:41 – Recognizing the impact of unselling 4:17 – Serving as the “prudent mom” for clients 7:38 – Learning retirement lessons from a colleague’s experience 11:36 – Becoming a godparent to clients’ children
Listen to the monthly series, MDRT Presents: @mdrtpresents
Advisors know the importance of seeking to understand each client as an individual. In this episode, MDRT members explained how they work to recognize and support the cultural backgrounds of their clientele, whether that resembles their own experience or not.
You’ll hear from:
Xiao Chen Chad Demarre Maria Josefa Garcia
Episode breakdown:
0:27—Why translation needs to be done by someone in the business 2:21—How perspectives on life insurance can change based on personal background 3:03—Changing your approach based on new prospect experiences 3:50—Understanding how cultural differences can lead to different perceptions 4:53—Recognizing how past experience could influence current opinions
Listen to the monthly series, MDRT Presents: @mdrtpresents
How do you ensure that you and a potential client are on the same page about your relationship? In this episode, MDRT members explain how they communicate the essential information and decide what steps to take next.
You’ll hear from: Alessandro M. Forte, DipPFS, CSP Renee Hanson, CFP, CDFA
Episode breakdown: 0:29 – Communicating the two goals for the initial meeting 1:55 – Creating accountability in the prospect for the advice you give 3:24 – Determining whether or not you and a prospect are a good match 5:01 – A common mistake advisors should be aware of
Listen to the monthly series, MDRT Presents: @mdrtpresents
How do you utilize technology, consultants or otherwise to improve and expand your practice? In this episode, MDRT members explain the approaches they embrace and the benefits that result.You’ll hear from:Aaron Kane, AFA, B BusAdam Thomas Rex, AIF, CFPEpisode breakdown:0:29 – Streamlining and automating using technology2:25 – Utilizing training boards via Zoom to create training manuals5:03 – Innovating through business planning and new ways to reach clients9:02 – Increasing social media content, particularly video10:36 – Determining what information to share in video contentListen to the monthly series, MDRT Presents: @mdrtpresents
How do you gather information from prospects and clients in a way that showcases your own expertise? Should you do advance research? In this episode, MDRT members share their best practices for generating the trust that leads their specific clientele to open up.You’ll hear from:Joseph Tan, ChFC, CLUAbigail Venida YabotEpisode breakdown:0:28 – Doing research to find common interests and generate trust1:31 – Ensuring you prioritize both character and competence3:01 – Utilizing social media as a guide for prospecting5:53 – Staying top-of-mind with potential clients who are parents8:00 – Demonstrating expertise with couplesListen to the monthly series, MDRT Presents: @mdrtpresents
What can you offer clients as a way to say thank you? What item or event will get them talking about you? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey explain how to successfully utilize gifts – pending compliance approval – and other initiatives to enhance relationships and drive referrals.Episode breakdown:0:28 – Matching intangible products with tangible gifts1:41 – Identifying a range of ways to say thank you – and drive referrals5:05 – Distinguishing between a gift and a promotional item8:24 – Creating different opportunities for client appreciation10:44 – Ensuring that you’re being referred to the right peopleListen to the monthly series, MDRT Presents: @mdrtpresents
What should you say — or not say — to clients who are especially vulnerable? In this episode, MDRT members explain how they support clients going through particularly challenging times, whether it’s a death, divorce or otherwise.You’ll hear from:Alessandro M. Forte, DipPFS, CSPRenee Hanson, CFP, CDFAEpisode breakdown:0:32—Learning about the importance of not making assumptions2:50—Developing a process for working with vulnerable clients8:26—Adapting to circumstances outside of the norm9:48—Recognizing that lifequakes can be both big and smallListen to the monthly series, MDRT Presents: @mdrtpresents
Every advisor wants to help their team perform at its highest level. But how do you actually do that in the short term and evaluate that in the long term? In this episode, MDRT members share techniques for maximizing the way their practice performs as a team.You’ll hear from:Aaron Kane, AFA, B BusAdam Thomas Rex, AIF, CFPEpisode breakdown:0:28–Defining goals and specific ways to execute them2:52—Creating clarity from a sense of ownership5:14—Converting in-person meetings to discussions on a virtual whiteboard7:34—Benefiting from team members setting their own success factors10:17—Developing a way to evaluate those success factorsListen to the monthly series, MDRT Presents: @mdrtpresents
Can you treat an entire family as if they are an individual client? What decisions might be forgotten in how one generation’s decisions impact another’s? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey explain how they navigate relationships among multiple generations.
Episode breakdown:
0:27—Seeing family members as separate clients rather than one unit 1:56—Establishing part of a generational plan that can go overlooked 4:44—Creating a pipeline for a younger client base that’s just as loyal 7:31—Handling a multi-generational referral that may be less than ideal 9:28—Navigating delicate relationships within families
Listen to the monthly series, MDRT Presents: @mdrtpresents
What are the keys to ensuring your team is on the same page? What conflicts can arise without this structure and connection in place? In this episode, MDRT members share how they benefit from a staff that runs on clarity, process and positivity.
You’ll hear from: Carla Brown, FPFS Matthew Richard Duffy, LUTCF, FSS
Episode breakdown:
0:26—Learning how staff members like to be communicated with 1:23—Establishing systems so everyone knows what to expect 2:12—When team members aren’t on the same page about communication 4:03—Defining consistency and unity to avoid surprises or tension 6:01—Spotting red flags for a candidate that could be a poor fit with the team
Listen to the monthly series, MDRT Presents: @mdrtpresents
What do you do if a COI hasn’t referred back to you? Or your instinct tells you that this professional relationship might not work out? In this episode, MDRT members share how they check in on their interactions with COIs to ensure the dynamic remains beneficial.
You’ll hear from:
Alessandro M. Forte, DipPFS, CSP Renee Hanson, CFP, CDFA
Episode breakdown:
0:33—Identifying if a relationship is reciprocal 3:23—Considering the reason to connect with a COI in the first place 5:05—Being honest and transparent about what’s best moving forward 8:00—Likening professional relationships to dating
Listen to the monthly series, MDRT Presents: @mdrtpresents
If you give a gift to a high-net-worth client, you want to make sure it’s something they actually want — and something they aren’t receiving from everybody else. In this episode, MDRT members explain how they identify what this particular clientele would appreciate from you and how to deliver that with sincerity and impact.
You’ll hear from:
Aaron Kane, AFA, B Bus Adam Thomas Rex, AIF, CFP
Episode breakdown:
0:25 – Avoiding repetition in gifting 1:54 – Recognizing when high-net-worth clients are charitably inclined 4:43 – Generating client buy-in and fun with regular initiatives 6:06 – Embracing spontaneity for client gifts
Listen to the monthly series, MDRT Presents: @mdrtpresents
What did you do when you realized you had to increase accountability in your team? Or go your separate ways from a mentor? Or adjust your role to support a parent? In this episode, MDRT members explain how they dealt with a difficult crossroads in their practice.
You’ll hear from: Xiao Chen Chad Demarre Maria Josefa Garcia Stacy L. Kahan, CLU, RFC
Episode breakdown: 0:35 – Fixing problems and empowering team members to be both vocal and accountable 2:44 – Discovering and adapting to philosophical differences with a mentor 4:31 – Passing on a steadier role to focus on individual success and family care 6:06 – Learning what opportunities to pass on
Listen to the monthly series, MDRT Presents: @mdrtpresents
How do you explain to a client why their coverage was denied? Or to a person close to you that they urgently need more coverage? In this episode, MDRT members explain how they share necessary information to handle challenging conversations.
You’ll hear from: Yakov Baylis, CLU, ChFC Edward M. Burnett, RICP Russell L. Clousing, ChFC, CLU
Episode breakdown: 0:33 – Talking with a client who wants you to accept blame for their coverage being declined 1:44 – Helping clients with a family member who has long created problems for you 3:34 – Explaining the reason for a fee for financial planning 6:03 – Advocating to your own parent about the need for more coverage
Listen to the monthly series, MDRT Presents: @mdrtpresents
Where do your philanthropic priorities come from, and how do you ensure these are represented in your practice? In this episode, MDRT Foundation board members explain the source of their motivation to give and how they have seen these benefits in the professional world as well as their personal lives.
You’ll hear from: Adrian P. Baker, DipPFS Priti Ajit Kucheria, CFP, LUTCF
Episode breakdown:
0:30 – Evaluating a nation by how it helps the next generation 1:01 – Learning to share at a young age 2:51 – Passing along your spirit of giving to family members 3:42 – Representing that generosity in your business 5:29 – Find others who want to answer the question of “What are we here for?”
Listen to the monthly series, MDRT Presents: @mdrtpresents
Can the people on your team bond both through celebrating each other and through friendly competition? How do you create closeness virtually? In this episode, MDRT members share their strategies for advancing relationships among the staff.
You’ll hear from:
Aaron Kane, AFA, B Bus Adam Thomas Rex, AIF, CFP
Episode breakdown:
0:26 – Establishing a team agreement as a springboard to peer recognition 3:17 – Using an employee value proposition just as you would for clients 4:53 – Facilitating a financial dialogue for staff members 7:04 – Driving closeness through competition 8:08 – Creating social events outside and bringing guest speakers inside 9:55 – Working to develop camaraderie with virtual team members 13:34 – Learning about colleagues through personality tests and increased clarity
Listen to the monthly series, MDRT Presents: @mdrtpresents
Do you know how to ensure the quality of your referrals? How do you maintain reciprocity with those who refer to you? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey share techniques for establishing a productive and positive pipeline of introductions.
Episode breakdown:
0:28 – Understanding the difference between referrals and introductions 2:25 – Incorporating a scorecard into your referral process 4:45 – Establishing the criteria to judge reciprocal relationships 8:42 – Recognizing that the more you give, the more you get back 9:55 – Creating a culture of introductions
Listen to the monthly series, MDRT Presents: @mdrtpresents
What do you say if a client complains? Or if you need to help clients understand adjustments that are requested by underwriting? In this episode, MDRT members share times when they weren’t sure how to communicate with clients, and what they did to improve the situations.
You’ll hear from: Xiao Chen Chad Demarre Maria Josefa Garcia Stacy L. Kahan, CLU, RFC
Episode breakdown:
0:36 – Figuring out how to respond to client complaints 2:08 – Executing conversations about changes necessary for policy approval 5:23 – Ensuring that clients know you take their health seriously 7:44 – Anticipating and reacting to adversity
Listen to the monthly series, MDRT Presents: @mdrtpresents
Do you know when you should and shouldn’t try to find new clients – and how to start the conversation when the time is right? In this episode, MDRT members share how they toe that line and make sure to say the right things to the right people.
You’ll hear from: Carla Brown, FPFS Matthew Richard Duffy, LUTCF, FSS
Episode breakdown: 0:29 – Appropriately sharing a story if someone mentions a topic related to what you do 1:33 – Unexpectedly coming back with new clients after family events 2:32 – Developing new clients around the campfire 4:01 – Making a priority of working with nice people
Listen to the monthly series, MDRT Presents: @mdrtpresents
How do you handle difficulties in your practice that come from generational disagreements? Or from clients whose behavior can be draining on you? In this episode, MDRT members share their challenges and strategies to handle them.
You’ll hear from: Peter Jason Byrne Danielle J. Genier, CFP, CLU Jonathan Godshall Camacho, LUTCF, MBA Randall D. Kaufmann
Episode breakdown:
0:34 – Reconciling generational challenges and client service moving forward 2:11 – Changing processes rather than changing individuals 4:25 – Adapting approaches when working with your spouse 6:32 – Handling clients who refuse to listen to your budget recommendations 10:02 – Maintaining calm when a client becomes overwhelming
Listen to the monthly series, MDRT Presents: @mdrtpresents
Do you know how to arrange your schedule to do what you want to do, not just what you need to do? During a conversation at MDRT headquarters before the pandemic, then-MDRT Foundation board members explained how they make their priorities an actual priority.
You’ll hear from: Elaine Milne, Dip PFS Ted Rusinoff, CFP
Episode breakdown: 0:31 – Making time for what’s important to you 1:48 – How to create that time in your schedule 4:09 – Focusing not on growing the flower but on the environment where it grows 7:34 – Becoming energized through work with the Foundation
Listen to the monthly series, MDRT Presents: @mdrtpresents
Not every client takes your advice or puts a plan in place when they need it. In this episode, MDRT members share difficult experiences and what they learned for next time.
You’ll hear from: Yakov Baylis, CLU, ChFC Edward M. Burnett, RICP Russell L. Clousing, ChFC, CLU
Episode breakdown:
0:33 – When a client rejects or misuses your advice 3:21 – What I changed to prevent future recurrence of problems 4:08 – When tragedy follows inaction 6:25 – Learning not to respond to a challenging email so quickly 9:35 – How different forms of communication relate to documentation
Listen to the monthly series, MDRT Presents: @mdrtpresents
How do you make sure you are conducting yourself appropriately with clients and prospects at events? How do you adjust your approach between in-person and virtual events? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey share how you can utilize a variety of events to expand your practice.
Episode breakdown:
0:32 – Benefiting from virtual events and developing business friendship 2:45 – Establishing comfort levels for an event 5:02 – Nuances involved in managing these relationships 8:20 – Remembering to have patience and build trust 11:32 – The benefit of small events vs. large events 15:48 – Learning from mistakes at past events 18:45 – Applying these lessons to virtual events
If you want a particular type of referrals, first you need to make sure your clients know who those people are. Then you need to follow through and take time to establish relationships. In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey share how you can meet and work with more clients in the high-net-worth space.
Episode breakdown:
0:27 – Being selective about who you ask for HNW referrals 3:50 – The importance of the phrase “The timing isn’t right” 5:05 – Refining the process of identifying your ideal client 6:32 – Adjusting your language as you gain experience 8:56 – A surprising experience with a referral 10:52 – Making sure valued clients don’t think you don’t want to work with them anymore
Listen to the monthly series, MDRT Presents: @mdrtpresents
How do you ensure that the right people are seeing what you post on social media? Should you be sharing information about your products, your team, or your family? In this episode, MDRT members share the digital changes that have helped connect with new clients.
You’ll hear from: Carla Brown, FPFS Matthew Richard Duffy, LUTCF, FSS
Episode breakdown: 0:27 – Adjusting strategy on Facebook to increase exposure 3:21 – Driving engagement through posts about your team 6:18 – How to evaluate what is and isn’t working
Listen to the monthly series, MDRT Presents: @mdrtpresents
How do you ensure your practice is running smoothly throughout the year? Do you gather feedback from clients, and what do you do with that information? In this episode, MDRT members share changes they have made to ensure consistency in their business.
You’ll hear from: Carla Brown, FPFS Matthew Richard Duffy, LUTCF, FSS
Episode breakdown: 0:27 – The benefits of bringing in an operations manager 2:16 – Avoiding inconsistency with an intake form and a survey 5:41 – The value of using a follow-up questionnaire 6:43 – Changes made to improve and learn from the survey 9:16 – Determining that the operations manager was helping establish consistency
Listen to the monthly series, MDRT Presents: @mdrtpresents
In the last year, many advisors have had to embrace virtual options that they never considered before. In this episode, MDRT members share how they adapt to continuing changes to ensure not just that their practice is running smoothly but that their team members are happy as well.
You’ll hear from: Carla Brown, FPFS Matthew Richard Duffy, LUTCF, FSS
Episode breakdown:
0:35 – Changing from all face-to-face to all virtual 1:50 – The benefits of asking staff "What do you like least about your job?" 3:51 – How to decide between standardized vs. customizable policies for clients and staff 5:20 – When something mandatory becomes merely encouraged 7:40 – Determining what is and isn't OK when someone works from home 9:27 – How hiring changes when it doesn't matter where staff is located
Listen to the monthly series, MDRT Presents: @mdrtpresents
In a different world, there are different ways to approach the way you communicate with clients about their coverage. In this episode, MDRT members share how they have adjusted discussions of unemployment, retirement and more.
You’ll hear from: Lam Pui Ka Brad J. Myers Leena Parwani, MBA, Cert CII
Episode breakdown: 0:34 – A difficult lesson about non-disclosure cases 7:22 – Revising plans for older clients who have lost their jobs 13:44 – Reframing the pandemic as a preview of retirement 16:05 – Figuring out how to explain the benefits of insurance to someone who doesn’t believe in it
Find more resources to help you focus on the here and now: rz.mdrt.org/productivity-kit/
Listen to the monthly series, MDRT Presents: @mdrtpresents
You probably aren’t anticipating that clients will go out of their way to make sure that you are properly compensated. In this episode recorded before the pandemic, MDRT members share times when they have been taken aback by gratitude from clients.
You’ll hear from: Leanne Barbara Bull, Dip FP, CFP David Meszaros, CFP Paresh B. Shah, CFP
Episode breakdown: 0:36 – When clients insist to pay even when you’ve offered them a free meeting 2:14 – Making a priority of clients who are invested in you 4:50 – The surprise of clients being concerned about your finances 7:48 – Receiving unexpected praise and engagement from new clients 9:54 – The importance of aligning your fees with the value you deliver 10:43 – The impact of video testimonials from appreciative clients
Listen to the monthly series, MDRT Presents: @mdrtpresents
Maybe you were used to fostering connections entirely in-person with gifts or meals. In this episode recorded in November 2020, MDRT members explain how they were able to convert their previous ideas to work during difficult times.
You’ll hear from: Lam Pui Ka Brad J. Myers Leena Parwani, MBA, Cert CII
Episode breakdown: 0:30 – Adjusting seasonal traditions to maintain connections 1:11 – Helping staff members with current needs 3:27 – Utilizing the engagement of Instagram stories 7:08 – Creating a conversation around pop culture
Find more resources to help you focus on the here and now: rz.mdrt.org/productivity-kit/
Listen to the monthly series, MDRT Presents: @mdrtpresents
Have you changed your view of your work-life balance? Or of the way you build your clientele and staff? In this episode, MDRT members share the progress they have made, and what it means for their practices.
You’ll hear from: Leanne Barbara Bull, Dip FP, CFP David Meszaros, CFP Paresh B. Shah, CFP
Episode breakdown: 0:35 – Reframing how you perceive your work and your time off 1:17 – A new perspective while operating independently 1:54 – Benefiting from a bigger pool of applicants to your team
Listen to the monthly series, MDRT Presents: @mdrtpresents
There have been countless unexpected challenges to navigate in the last year, from educating clients about COVID coverage to developing new procedures for remote staff. In this episode, MDRT members share how they have adapted to help clients, team members and themselves succeed in the face of difficulty.
You’ll hear from: Lam Pui Ka Brad J. Myers Leena Parwani, MBA, Cert CII
Episode breakdown: 0:34 – Helping clients know about COVID-related coverage and treatment 3:04 – The importance of ensuring that clients are aware of what you can do 4:32 – Creating webinars focused on timely concerns for clients 10:34 – Where that information comes from if it’s not part of your expertise 13:29 – Developing new onboarding procedures when the team works remotely 16:48 – Strategies to foster increased virtual communication with new staff
Find more resources to help you focus on the here and now: rz.mdrt.org/productivity-kit/
Listen to the monthly series, MDRT Presents: @mdrtpresents
Similar to “Goldilocks and the Three Bears,” there are ways to discuss insurance coverage that are too hot, too cold, and just right. In this episode, MDRT members share how they make sure their conversations and questions establish the right tone with clients.
You’ll hear from: Everett Revere Foxx Steven Genoff, CFP Brandon Green, ChFC, CLU Dana Mitchell, CLU, CFP
Episode breakdown: 0:33 – Opening the conversation and learning about others they know who have been affected 1:25 – Establishing the implications of not creating this coverage 2:23 – Recognizing the responsibility of the advisor to be bold and ask thought-provoking questions 3:02 – An approach to questioning that is too soft 3:52 – An approach to questioning that is too harsh 5:32 – How to ask follow-up questions when you want to know more 7:24 – Why you want the client to see you as a teammate, not an opponent
Listen to the monthly series, MDRT Presents: @mdrtpresents
MDRT is proud to support the Help Protect Our Families initiative: https://www.limra.com/helpprotectourfamilies
Have you recently started making your own YouTube videos or sending out cookies to clients? In this episode, MDRT members share potentially underrated adjustments they have made that have made a difference during a challenging period.
You’ll hear from: Lam Pui Ka Brad J. Myers Leena Parwani, MBA, Cert CII
Episode breakdown: 0:34 – Helping a new group of people through YouTube videos 2:33 – Developing connections through a new review program 6:33 – Fostering client touchpoints like virtual lunch-and-learns and cookie shipments 11:21 – Enhancing dialogue with clients who are parents of young children 13:22 – Offering to help older clients order food or use Zoom if they need assistance
Find more resources to help you focus on the here and now: rz.mdrt.org/productivity-kit/
Listen to the monthly series, MDRT Presents: @mdrtpresents
As the pandemic continues and local governments update their guidance for social distancing, advisors are deciding whether to meet in person with clients or by leveraging technology. In this episode, MDRT members share how they have thrived whether through ongoing virtual work or through establishing in-office options.
You’ll hear from: Lam Pui Ka Brad J. Myers Leena Parwani, MBA, Cert CII
Episode breakdown: 0:38 – Retraining junior staff to prevent layoffs 2:46 – Ensuring that everyone is able to work virtually 4:42 – Communicating protocols and procedures to clients 7:36 – Learning to be more patient during difficult times 9:30 – Being more productive by staying at home 14:42 – Opening up your market area through remote meetings
Find more resources to help you focus on the here and now: rz.mdrt.org/productivity-kit/
Listen to the monthly series, MDRT Presents: @mdrtpresents
How can you connect your own needs and preferences with the clientele you work with? In this episode, MDRT members explain how they prioritize honesty and match what they give with what they get back.
You’ll hear from: Terri E. Krueger Mark D. Olson, MSFS, CFP Alain Poirier
Episode breakdown: 0:31 – Choosing to work with honest people that you like 1:56 – When you learn that taking on a client was a mistake 3:09 – Being honest when a client is occupying too much of your time 3:49 – Adding questions to identify potential red flags in a client 5:18 – Adjusting your approach when clients are reluctant to provide the information you need
Listen to the monthly series, MDRT Presents: @mdrtpresents
Do you judge people by their appearance or get to know them more deeply than that? Do you meet with clients whose financial circumstances might change for the better? In this episode, MDRT members share how they connected with clients who turned out to have far more assets than initially thought.
You’ll hear from: Terri E. Krueger Alain Poirier
Episode breakdown: 0:28 – When clothes don’t match up with savings 1:59 – Looking beyond the surface for information that other advisors miss 2:53 – Less-than-ideal location becomes home to big winners
Listen to the monthly series, MDRT Presents: @mdrtpresents
If you’re a great salsa dancer or experienced singer, can that benefit your practice? In this episode, MDRT members share how their personal, potentially unrelated skills have crossed over to become professional assets.
You’ll hear from: Xiao Chen Chad Demarre Maria Josefa Garcia Stacy L. Kahan, CLU, RFC
Episode breakdown: 0:35 – Connecting with clients through dancing and food 2:15 – Singing for clients after appearing on the Chinese version of “American Idol” 5:18 – Utilizing a knack for being very persistent 9:03 – The talent of being able to read people well
Listen to the monthly series, MDRT Presents: @mdrtpresents
How do MDRT members guarantee that clients are prepared or that client surveys will generate positive responses? In this episode, MDRT members explain aspects of their roles that others advisors may find difficult but are a strength for their business.
You’ll hear from: Leanne Barbara Bull, Dip FP, CFP David Meszaros, CFP Paresh B. Shah, CFP
Episode breakdown: 0:31 – Ensuring that clients provide all the necessary information 2:02 – Making things simple to enhance relationships and productivity 2:40 – How navigational themes helps clarify ideas for clients 3:16 – The benefit of quick response time 4:29 – If responding quickly makes it harder to detach
Listen to the monthly series, MDRT Presents: @mdrtpresents
What do you do if employees don’t work out the way that you expect? What’s the lesson from a staff member who doesn’t know to put a stamp on a letter? In this episode, MDRT members explain difficulties they have encountered and what they have gained from these experiences.
You’ll hear from: David Braithwaite, Dip PFS Sofia Dumansky, MBA, LUTCF Jonathan Peter Kestle, CLU, B Com Mark D. Olson, MSFS, CFP
Episode breakdown: 0:27 – Refining the job description to find the right person to replace departing staff 1:57 – Realizing the problems caused by continually extending a staff member’s probationary period 4:08 – Improving team camaraderie by removing a problem employee 4:33 – Learning that not everyone knows what you think they know 6:38 – When a new hire seems great but turns out not to be so great 8:39 – Adapting to things that aren’t done the way a team member says they are 10:36 – Changes being made to ensure hiring success in the future
Listen to the monthly series, MDRT Presents: @mdrtpresents
The pandemic has created new opportunities to tailor your approach with each client and prospect. In this episode, MDRT members share how they make sure that communication on video, on the phone and, if possible, in person matches the wants and needs of the client.
You’ll hear from: Catherine Chee Keng Lian, MBA, FChFP John P. Enright Sarah Helen Hogan, ACII
Episode breakdown: 0:31 – Delivering information via PowerPoint rather than a folder in person 1:06 – Utilizing video but recognizing when a phone call is preferred 4:04 – How video marketing can drive follow-up conversations with clients 5:27 – Remembering to give clients a choice about how they are served 7:18 – Thriving through a willingness to change and adapt
Find more resources to help you focus on the here and now: rz.mdrt.org/productivity-kit/
Listen to the monthly series, MDRT Presents: @mdrtpresents
Have you found a book that can make a difference in a client’s life and taken the initiative to share it with them? In this episode, MDRT members explain each of the books they have chosen and the difference that it made.
You’ll hear from: Catherine Chee Keng Lian, MBA, FChFP John P. Enright Sarah Helen Hogan, ACII
Episode breakdown: 0:31 – A surprising coincidence about “The Boy, The Mole, The Fox and the Horse” 2:36 – Recognizing the elevated value of “Raising Financially Aware Kids” during the pandemic 3:12 – Why clients can learn from “Walking out of the Financial Maze” There are many reasons why advisors might have wanted to share reading
Find more resources to help you focus on the here and now: rz.mdrt.org/productivity-kit/
Listen to the monthly series, MDRT Presents: @mdrtpresents
Do the responsibilities of financial advisors have anything in common with a pilot, a student at a demanding school or a parent of four kids? In this episode, MDRT members share how roles that might seem separate from their current work have helped inform the way they run their practice.
You’ll hear from:
Yakov Baylis, CLU, ChFC Edward M. Burnett, RICP Russell L. Clousing, ChFC, CLU
Episode breakdown:
0:33 – Delivering quality time as a professional pilot for businesspeople 2:55 – The universal importance of managing expectations 3:50 – Work ethic gleaned from a rigorous educational program 5:50 – How those lessons were applied as a financial advisor 6:50 – How raising four kids translates to prioritizing and managing multiple challenges 8:18 – Knowing when there is and isn’t time for friendly chatter 10:11 – Identifying focus time in school or at the office 11:12 – Recognizing that you don’t always have to take every call
Listen to the monthly series, MDRT Presents: @mdrtpresents
The pandemic has inspired advisors to innovate a variety of touchpoints with clients, staff and friends in the financial services profession. In this episode, MDRT members discuss the benefits of Zoom happy hours, increasing the frequency of meeting with your peer group and more.
You’ll hear from: Catherine Chee Keng Lian, MBA, FChFP John P. Enright Sarah Helen Hogan, ACII
Episode breakdown: 0:30 – Developing a Zoom happy hour for my clients 2:51 – Turning a quarterly catch-up into a weekly meeting 4:45 – Hearing fantastic feedback from clients about your efforts 5:24 – Reviewing client cases with colleagues and creating motivation
Find more resources to help you focus on the here and now: rz.mdrt.org/productivity-kit/
Listen to the monthly series, MDRT Presents: @mdrtpresents
During a crisis, advisors are seeing that they must make big changes in their practice, particularly when it comes to marketing and presenting to clients. In this episode, MDRT members share the adjustments they’ve made and the benefits they have seen as a result.
You’ll hear from: Catherine Chee Keng Lian, MBA, FChFP John P. Enright Sarah Helen Hogan, ACII
Episode breakdown: 0:27 – Replacing a plan for seminars with webinar marketing 2:38 – Recognizing that it’s better late than never to be active on social media 3:10 – Transferring in-person drawings to drawing on a screen 4:40 – Seeing that you can separate yourself through consistency 6:52 – Realizing that what you post on social media must change 8:41 – Embracing the power of sharing video content
Find more resources to help you focus on the here and now: rz.mdrt.org/productivity-kit/
Listen to the monthly series, MDRT Presents: @mdrtpresents
Maybe it’s seeing the opportunities and memories created for people around the world. Maybe it’s recognizing your perspective on the world has changed. In this episode, two MDRT members who currently serve on the MDRT Foundation Board of Trustees share how they have seen a difference in their lives through volunteering with the MDRT Foundation.
You’ll hear from: Adrian P. Baker, DipPFS Priti Ajit Kucheria, CFP, LUTCF
Episode breakdown: 0:26 – My biggest memory from more than a decade with the Foundation 1:22 – The first moment when I realized the power of the Foundation 4:07 – How I noticed the impact of the Foundation on my life 5:07 – Recognizing the ability to change lives around the world 5:58 – When the people in my life take notice of my involvement 6:51 – Expanding my awareness on a global level
Listen to the monthly series, MDRT Presents: @mdrtpresents
How can you acknowledge and adjust your office and your communication to deal with concerns related to the pandemic? In this episode, MDRT members share changes they are making and strategies for showing that health and safety are a top priority.
You’ll hear from: Catherine Chee Keng Lian, MBA, FChFP John P. Enright Sarah Helen Hogan, ACII
Episode breakdown: 0:25 – Communicating changes made for in-person meetings 1:07 – Additional tweaks made to prioritize safety, including automatic hand sanitizer 2:54 – Investing in continued connection without meeting in person
Find more resources to help you focus on the here and now: rz.mdrt.org/productivity-kit/
Listen to the monthly series, MDRT Presents: @mdrtpresents
During these unusual times, how will you handle potentially awkward conversations regarding safety? In this episode, MDRT members share how they are dealing with the complicated feelings and physical challenges involved in communicating with clients as some offices reopen.
You’ll hear from: Catherine Chee Keng Lian, MBA, FChFP John P. Enright Sarah Helen Hogan, ACII
Episode breakdown: 0:32 – How to quickly identify where the other person is on the spectrum of concern 1:07 – Balancing an individual’s choice with the safety of others and yourself 4:51 – Continuing Zoom meetings even though the office is open 6:02 – Navigating difficult social experiences pertaining to safety 7:18 – Dealing with a wide spectrum of behavior regarding the threat of the virus 9:26 – Staying humble and adapting your client service to each person
Find more resources to help you focus on the here and now: rz.mdrt.org/productivity-kit/
Listen to the monthly series, MDRT Presents: @mdrtpresents
What are you doing to plan for what clients will be thinking and worrying about as these difficult times continue? In this episode, MDRT members share what they anticipate from clients moving forward and how they will help meet those needs.
You’ll hear from: Anant Jain, AFP, CFP Miliana, CFP Sherry Lee Ong
Episode breakdown: 0:30 – Being prepared for a rise in depression 1:18 – Recognizing differences in spending and where clients derive their happiness 3:32 – Reframing services and communication to meet clients in their new state of mind 5:07 – Enhancing online prospecting to find more people who need help
Find more resources to help you focus on the here and now: rz.mdrt.org/productivity-kit/
Listen to the monthly series, MDRT Presents: @mdrtpresents
Do you provide unique gifts to fit your clients’ interests? Do you hold them accountable to their goals? In this episode, MDRT members share some ways in which they make themselves stand out to their clients.
You’ll hear from: Peter Jason Byrne Danielle J. Genier, CFP, CLU Jonathan Godshall Camacho, LUTCF, MBA Randall D. Kaufmann
Episode breakdown: 0:33 – The benefit of branded teddy bears 3:11 – Calling clients to sing “Happy birthday” to them 4:27 – Having clients identify their interests to utilize as gift opportunities 6:37 – Holding clients accountable as a means to ensure success 10:58 – Inviting clients to send postcards from their dream vacation spot
Listen to the monthly series, MDRT Presents: @mdrtpresents
Every client is different – how will you adapt if one catches you off-guard regarding their coverage, or in their openness to refer you during a challenging period? In this episode, MDRT members explain how they are making adjustments to meet each client’s needs.
You’ll hear from: Anant Jain, AFP, CFP Miliana, CFP Sherry Lee Ong
Episode breakdown: 0:30 – Connecting clients’ plans with a time when they’re especially needed 1:45 – Acclimating to receiving unexpected referrals 3:36 – Communicating with clients who can’t sleep because of financial worries
Find more resources to help you focus on the here and now: rz.mdrt.org/productivity-kit/
Listen to the monthly series, MDRT Presents: @mdrtpresents
Even during a crisis, it is important to make sure your team feels that your practice is a place where they are valued and can grow. In this episode, MDRT members share what they are doing to ensure their staff members remain connected to the business during difficult times.
You’ll hear from: Anant Jain, AFP, CFP Miliana, CFP Sherry Lee Ong
Episode breakdown: 0:32 – Adapting quickly to new procedures and communication 1:48 – Finding ways to pay more, not less 2:37 – Assigning fun activities to increase team member engagement 3:45 – Changing job descriptions to help staff adjust to new responsibilities 5:46 – Looking out for professional growth and emotional health
Find more resources to help you focus on the here and now: rz.mdrt.org/productivity-kit/
Listen to the monthly series, MDRT Presents: @mdrtpresents
How will you adjust your practice to recognize clients’ lowered cash flow and new challenges for staff? In this episode, MDRT members identify the most difficult elements on their minds for the long-term, and what they’re doing to plan for the changes.
You’ll hear from: Anant Jain, AFP, CFP Miliana, CFP Sherry Lee Ong
Episode breakdown: 0:30 – The importance of connecting with other advocates to vouch for you 2:07 – Adapting to clients’ decreased cash flow and future planning 4:46 – Gaining new perspective on your staff 6:31 – Dealing with the idea that this could be the new normal 8:01 – Choosing to be proactive
Find more resources to help you focus on the here and now: rz.mdrt.org/productivity-kit/
Listen to the monthly series, MDRT Presents: @mdrtpresents
Do clients need help becoming tech-savvy or figuring out where to shop during this time of unexpected challenges? In this episode, MDRT members share how they have helped clients in new ways as the world adapts to a difficult situation.
You’ll hear from: Anant Jain, AFP, CFP Miliana, CFP Sherry Lee Ong
Episode breakdown: 0:33 – Helping clients get up to speed regarding technology 3:35 – Sharing personal advice instead of seeking any sales 5:37 – Maintaining a positive attitude for people who are struggling 8:31 – Developing better conditions for Zoom calls to enhance client communication
Find more resources to help you focus on the here and now: rz.mdrt.org/productivity-kit/
Listen to the monthly series, MDRT Presents: @mdrtpresents
How do you get clients to see you as an expert when they might have family members or friends close to them offering advice as well? In this episode, MDRT members share how they separate their knowledge from the input of armchair advisors.
You’ll hear from:
Travis D. Manning, CLU, CFP Angelia Z. Shay, ChFC, CLU
Episode breakdown:
0:29 – When a family member with limited information considers themselves an expert 2:51 – Differentiating academic knowledge from practical knowledge 4:08 – Helping the client understand and own their decisions, not just let you decide for them 5:12 – Explaining coverage even when clients don’t want to know 6:48 – Being intuitive when you need to invite someone else into the discussion
Listen to the monthly series, MDRT Presents: @mdrtpresents
Are you doing things every day to improve yourself and the situation for your clients? What strategies have you developed that you won’t implement until later on? In this episode, MDRT members share the adjustments they’ve made to set themselves up for success in the long-term.
You’ll hear from:
Anant Jain, AFP, CFP Miliana, CFP Sherry Lee Ong
Episode breakdown:
0:31 – Making a daily habit of reading about how to improve your closing 2:14 – Connecting with clients to help them with philanthropy 4:30 – Creating a study group to enhance development 7:24 – Going back to basics while being conscientious of those who are most affected 9:58 – Differentiating between active businesses and inactive businesses 10:54 – Preparing to make loans available to those who need them 11:44 – Being part of a group that helps promote each other’s businesses 15:00 – Connecting the crisis to the need for protection and finding solutions for financial challenges
Find more resources to help you focus on the here and now: rz.mdrt.org/productivity-kit/
Listen to the monthly series, MDRT Presents: @mdrtpresents
What are you adjusting in terms of your technology or communication during this difficult period? Are you helping clients recognize how essential it is to prepare for the unexpected? In this episode, MDRT members share how they are taking setbacks and turning them into opportunities.
You’ll hear from: David Eric Appel, ChFC, CLU H. Richard Dobson Jr. Julianne Hertel, CLTC
Episode breakdown: 0:26 – Office processes that can become more refined during difficult times 1:15 – Examining your communication style with clients regarding mortality 2:51 – Taking this time to reflect and make sure all necessary coverages are in place 3:45 – Communicating the proactive nature of planning and protecting 6:05 – How insurance companies are adapting to current challenges
Find more resources to help you focus on the here and now: rz.mdrt.org/productivity-kit/
Listen to the monthly series, MDRT Presents: @mdrtpresents
How can you show pre-retiree clients that you have helped them prepare for the current climate? What analogies will help clarify your point and put people at ease? In this episode, MDRT members share how they are talking with clients to make sure they see that a falling market doesn’t mean they are in trouble.
You’ll hear from: David Eric Appel, ChFC, CLU H. Richard Dobson Jr. Julianne Hertel, CLTC
Episode breakdown: 0:31 – Reiterating to clients that you have been planning for this 2:58 – An opportunity to zero in on clients’ asset mix 3:36 – Why you should be wary about the law of averages 5:41 – An example from what my mother wonders about the market 7:37 – The importance of reviewing what clients have and why
Find more resources to help you focus on the here and now: rz.mdrt.org/productivity-kit/
Listen to the monthly series, MDRT Presents: @mdrtpresents
Do you adapt your communication based on how different staff members receive it? What happens if employees misunderstand something about your plan for them? In this episode, MDRT members address difficult realizations they have had with their team and how they work to prevent future challenges.
You’ll hear from: Leanne Barbara Bull, Dip FP, CFP David Meszaros, CFP Paresh B. Shah, CFP
Episode breakdown: 0:29 – Adapting to different sensitivities among staff members 1:35 – Discovering that a potential successor/family member has different expectations than you do 2:30 – Sorting out clarity about salary opportunities 6:24 – Avoiding the problem of over-promising 9:39 – Making changes to avoid repeating past mistakes
Listen to the monthly series, MDRT Presents: @mdrtpresents
How do you help yourself right now if you are a social person used to having a lot of in-person appointments? Or you want to help friends and family but can’t? In this episode (recorded before stay-at-home orders went into effect), MDRT members explained what they have struggled with during the current global crisis and what they have done to overcome these challenges.
You’ll hear from: David Eric Appel, ChFC, CLU H. Richard Dobson Jr. Julianne Hertel, CLTC
Episode breakdown: 0:29 – Finding new ways to interact when you’re a social person 1:45 – Overcoming the feeling of being powerless with friends and family 3:12 – Utilizing new opportunities to get out and do something 3:48 – Establishing new perspective on a calendar without in-person appointments 7:09 – Counteracting your own concerns by making comfort calls to clients
Find more resources to help you focus on the here and now: rz.mdrt.org/productivity-kit/
Listen to the monthly series, MDRT Presents: @mdrtpresents
Have you considered how the current crisis will affect various deadlines? Have you thought ahead to how your business will adapt when people are back in the office? In this episode, MDRT members address a variety of issues worth thinking about during this unexpected and challenging situation.
You’ll hear from: David Eric Appel, ChFC, CLU H. Richard Dobson Jr. Julianne Hertel, CLTC
Episode breakdown: 0:27 – Paying attention to deadline extensions 1:16 – Considering how to get back to business when quarantines end 2:01 – Determining how to continue as if nothing has changed 3:36 – Contextualizing this event in the history of difficult times 4:23 – Acknowledging the impact of the presidential election and related tax laws
Find more resources to help you focus on the here and now: rz.mdrt.org/productivity-kit/
Listen to the monthly series, MDRT Presents: @mdrtpresents
How should advisors get their teams on the same page while many are working out of the office? What do staff members need from you? In this episode (recorded before stay-at-home orders went into effect), MDRT members shared how they have communicated internally during this recent period of unexpected adjustments.
You’ll hear from: David Eric Appel, ChFC, CLU H. Richard Dobson Jr. Julianne Hertel, CLTC
Episode breakdown: 0:30 – Communicating expectations right away 1:09 – Creating a practice based on being flexible 2:10 – Setting up necessary technology for team members 3:11 – Being understanding about staff concerns 3:45 – The importance of leading by example
Find more resources to help you focus on the here and now: https://rz.mdrt.org/productivity-kit/
Listen to the monthly series, MDRT Presents: @mdrtpresents
How can emails establish necessary connection with clients when they are concerned about changes in the market and the world? How can you make sure your important messaging connects with people? In this episode, MDRT members share how they have reached out to ease client fears during a stressful time for everyone.
You’ll hear from: David Eric Appel, ChFC, CLU H. Richard Dobson Jr. Julianne Hertel, CLTC
Episode breakdown: 0:30 – Creating different emails for client base and centers of influence 2:50 – The impact of utilizing a strategic subject line 3:54 – Three things to convey in emails to investment clients 4:57 – Do’s and don’ts for advisors and clients when times are tough 8:52 – How video messages can be especially comforting 10:26 – Using a can of tuna fish to add perspective 13:02 – Preparing clients years before a market crash
Find more resources to help you focus on the here and now: rz.mdrt.org/productivity-kit/
Listen to the monthly series, MDRT Presents: @mdrtpresents
Do your clients and staff know about your succession plan? How do you take steps to improve communication about issues like valuation and efficiency? In this episode, MDRT members discuss oversights and solutions to improving the plan for their practice.
You’ll hear from: Andrew C. Lord, CLU, ChFC Jean M. Mathieu, CLU Dominique Schuh
Episode breakdown: 0:28 – Addressing clients’ questions about your succession plan 1:40 – Taking steps to identify formal valuations of your practice 2:06 – Utilizing metrics to determine your efficiency 2:54 – A great under-utilized valuation technique 3:40 – What I’ve done to better address these issues 4:33 – Communicating contingency plans with staff 5:59 – Identifying how individual staff members fit into the plan
Listen to the monthly series, MDRT Presents: @mdrtpresents
Do you give clients gifts based on their personal interests? Or create special items that feel right for your practice? In this special mini-episode, MDRT members explain some of the offerings they use to demonstrate their appreciation.
You’ll hear from:
Terri E. Krueger Mark D. Olson, MSFS, CFP Alain Poirier
Episode breakdown:
0:26 – What gifts are offered for new clients 1:04 – Creating your own wine and labeling it with your practice 1:48 – A mix special events and corresponding gifts 2:16 – Documenting client interests and providing gifts accordingly
Listen to the monthly series, MDRT Presents: @mdrtpresents
What do you do when you realize you’re over-explaining things to your staff? Or putting your marketing efforts in the wrong place? In this episode, MDRT members share their own challenges (including hiring) and what they have done to resolve them.
You’ll hear from: Terri E. Krueger Mark D. Olson, MSFS, CFP Alain Poirier
Episode breakdown: 0:26 – Discovering the limitations of different forms of advertising 2:20 – Coping with difficulties hiring and managing staff 3:57 – When you realize you’re doing too much explaining 4:58 – How to adjust and prevent that from happening 6:22 – Coming to a better understanding about the right amount of communication
Listen to the monthly series, MDRT Presents: @mdrtpresents
Do you know what’s involved in MDRT Gives Day? Or how to sign up to participate in a service project? In this episode, two MDRT members who currently serve on the MDRT Foundation Board of Trustees share what you need to know about the MDRT Foundation and how you can help yourself and the causes you care about through your efforts.
You’ll hear from: Elaine Milne, Dip PFS Ted Rusinoff, CFP
Episode breakdown: 0:31 – Many ways to get involved 1:12 – The combination of camaraderie and generosity 1:47 – What you can do right now to get involved 2:28 – The basics of requesting a grant 3:12 – How we got involved 6:12 – Why you shouldn’t be intimidated to volunteer
Listen to the monthly series, MDRT Presents: @mdrtpresents
Is your CRM helping you or just causing frustration? Have you used technology to identify which client is the most profitable based on the time you spend on them? In this episode, MDRT members share their experience with technology and lessons gained while going from implementation to maximization.
You’ll hear from: Xiao Chen Chad Demarre Maria Josefa Garcia Stacy L. Kahan, CLU, RFC
Episode breakdown: 0:33 – The vision required to grow 2:23 – Utilizing technology to save time, not waste it 3:42 – The progressive adoption of e-signatures 5:37 – The new information you need to gather 8:29 – Navigating the challenges of a meeting that doesn’t take place in person 11:06 – Coaching clients through a phone application 13:32 – The importance of knowing your client well
Listen to the monthly series, MDRT Presents: @mdrtpresents
Occasionally you don’t choose the right words with clients, whether it’s because of something you wish you said or something you wish you didn’t. In this episode, MDRT members share times when the conversation did not go well and how they adapted their approach moving forward.
You’ll hear from: Peter Jason Byrne Danielle J. Genier, CFP, CLU Jonathan Godshall Camacho, LUTCF, MBA Randall D. Kaufmann
Episode breakdown: 0:31 – Do not say anything unless you’re sure your client is pregnant 1:03 – When a young advisor learns to treat every client with respect 2:56 – Making sure not to make assumptions about less-engaged clients 5:24 – The complexities of family businesses 7:11 – Struggling to recover from a faux pas
Listen to the monthly series, MDRT Presents: @mdrtpresents
Life changes a ton in retirement. Are you talking with clients about finding purpose during these years? In this episode, MDRT members share how they help clients understand the overlooked aspects of retirement they need to think about in advance.
You’ll hear from: Travis Manning Angelia Z. Shay, ChFC, CLU Jose Victor Vuilleumier Valdez
Episode breakdown: 0:24: “You want to retire at 55; what are you going to do?” 2:03: Giving tough love to express your concern 3:42: Establishing the importance of strategic preparation 6:43: Helping clients recognize the changes they will experience 8:04: Keeping in mind that each client is different 10:29: Sharing stories about successful retirements 12:30: Providing a checklist for a happy retirement 14:01: Acknowledging your “high-five moments”
Listen to the monthly series, MDRT Presents: @mdrtpresents
What do you do when clients need you to travel great distances or be there for them in profound, indefinite ways? In this episode, MDRT members share the circumstances that prompted them to rise to the occasion.
You’ll hear from: Yakov Baylis, CLU, ChFC Edward M. Burnett, RICP Russell L. Clousing, ChFC, CLU
Episode breakdown: 0:32 – Courting early-rising clients in the waste-hauling business 1:58 – Memories from the middle of the night 3:09 – “Going anywhere to see anyone” 5:21 – Utilizing vacation time to see clients in person 5:47 – Helping friends through scary and unknown circumstances 7:48 – Making sure every bill gets paid 10:58 – Understanding portability options for group life insurance
Listen to the monthly series, MDRT Presents: @mdrtpresents
It isn’t always easy to know what approach to take with clients who aren’t sure what they want. In this episode, MDRT members explain why they would rather risk overplaying or underplaying their communication, and the client responses they have seen as a result.
You’ll hear from: Michael Bibb, BA, DipPFS “Sunny” Jae Lee, IAR Shelley MacIntyre, CHS Elli Schochet, CFP
Episode breakdown:
0:33 – The benefits of persistence 1:47 – Preferring to avoid confrontation and address a topic later 2:32 – The guidance from remembering that some coverage is better than no coverage 3:19 – Balancing communication by connecting at their level 5:17 – Identifying the privilege of having options and taking action 7:18 – Inspiring clients to celebrate their own good decisions
Listen to the monthly series, MDRT Presents: @mdrtpresents
How do you foster your own strategies and expertise, and how do you communicate that to clients? In this episode, MDRT members share what makes them unique and how it benefits their practice.
You’ll hear from: David Braithwaite, Dip PFS Sofia Dumansky, MBA, LUTCF Jonathan Peter Kestle, CLU, B Com Mark D. Olson, MSFS, CFP
Episode breakdown: 0:35 – Utilizing specialized knowledge of the tax code 2:21 – The benefits of unique software 4:08 – Gaining prospects from teaching university classes 5:39 – The student/teacher relationship compared to client/advisor relationship 6:44 – Creating your own opportunity on the radio 10:52 – Keeping a moving list of goals on you at all times 14:33 - "Will it make the boat go faster?" 15:57 – The value of tradition
Listen to the monthly series, MDRT Presents: @mdrtpresents
How do you maintain harmony among a staff that comprises different ages and responsibilities? What do you do if you realize you don’t want an in-house staff at all? In this episode, MDRT members discuss how they manage their teams and ensure their staff is best suited to the needs of the business (and vice versa).
You’ll hear from: Adam Blumberg, CLU, CFP Matthew Joseph Murphy, EPC Ana Sofia Rodriguez, MBA
Episode breakdown: 0:28 – Giving everyone in the office a voice 2:12 – Standardizing the onboarding process 3:26 – Making changes quickly to suit younger team members 5:15 – Dealing with differences in generational communication styles 7:06 – Making the decision to outsource staff 9:50 – Communicating those changes to clients 14:27 – Required disclosure to clients about remote staff 16:49 – Further understanding about virtual assistants
Listen to the monthly series, MDRT Presents: @mdrtpresents
Maybe parts of a family unit have different views of their expenses. Maybe they don’t have the same understanding of what you’ve presented. Either way, how do you navigate a meeting in which clients are arguing with each other? In this episode, MDRT members share strategies to manage these situations and ensure that everyone reaches a positive resolution.
You’ll hear from: Everett Revere Foxx Steven Genoff, CFP Brandon Green, ChFC, CLU Dana Mitchell, CLU, CFP
Episode breakdown: 0:34 – The meaning of “The ping-pong concept” 1:42 – Identifying who the couple’s decision-maker is 2:30 – Why it may help for you to leave the room to let clients discuss 3:32 – Managing disagreements about what it costs to run the household 4:54 – Determining how to compromise to make everyone happy 6:14 – The importance of not taking these situations personally 7:06 – Recognizing clients just need space to process information
Listen to the monthly series, MDRT Presents: @mdrtpresents
Some clients overspend so people will perceive them as being successful. Others may be reluctant to share the truth about their financial situation. How do you find out what clients actually have and how you can help? In this episode, MDRT members share techniques that have helped them better understand what client assets really look like.
You’ll hear from:
Peter Jason Byrne Danielle J. Genier, CFP, CLU Jonathan Godshall Camacho, LUTCF, MBA Randall D. Kaufmann
Episode breakdown:
0:32 – When someone presents as wealthier than they are 2:04 – Establishing trust so a client will share challenges happening in their business 3:44 – When clients aren’t respectful or forthcoming 5:31 - Meeting with someone who needs to cut back on spending 7:18 – Feeling surprise when prospects have no planning in place 12:44 – Clients who feel responsibility toward finances but don’t know what they have
Listen to the monthly series, MDRT Presents: @mdrtpresents
What would you do if a client’s dog starting drinking your tea? Believe it or not, an MDRT member had this experience. In this episode, members share how they handled unusual circumstances and what they learned.
You’ll hear from:
David Braithwaite, Dip PFS Sofia Dumansky, MBA, LUTCF Jonathan Peter Kestle, CLU, B Com Mark D. Olson, MSFS, CFP
Episode breakdown:
0:33 – Sliding up a prominent media figure’s stairs on your bottom 2:25 – When prospects think the state will pay for their insurance 3:15 – When a client’s dog drinks your tea 4:55 – Traversing dangerous conditions, surrounded by wild animals 6:15 – A client choosing between coverage and their spouse 9:48 – Being yourself and being OK not connecting with everyone 10:55 – Making sure you know who you want to work with
Listen to the new monthly series, MDRT Presents: @mdrtpresents
With so many demands in your work, how and when can you make sure that family responsibilities take precedence? In this episode, MDRT members share how they have found balance in and out of the office and the surprising results they have seen with clients.
You’ll hear from:
Brian D. Cichy, BS, CLTC Fred O’Connor, ChFC, CFP
Episode breakdown:
0:34 – Working tirelessly to begin your career and lacking balance 1:36 – Never having to choose between an appointment and your family 2:11 – Why clients respond to you prioritizing your life outside the office 4:26 – How balance can be more difficult when starting later and continuing to learn 5:24 – Meeting people by participating in activities with family and local organizations
Listen to the new monthly series, MDRT Presents: @mdrtpresents
How do you ensure the best protection for your clients if they dispute the value of insurance? Or if timing or withheld information prevents a policy from moving forward? In this episode, MDRT members share memories of the most memorable and challenging clients when it comes to protecting their income.
You’ll hear from:
Michael Bibb, BA, DipPFS “Sunny” Jae Lee, IAR Shelley MacIntyre, CHS Elli Schochet, CFP
Episode breakdown:
0:34 – The regrets of a client who didn’t believe in insurance 2:22 – How to prevent that result next time 3:35 – The heartbreak of tragic timing 5:05 – A new view of “the ones that got away” 7:29 – Client forgetfulness and unrevealed information 9:37 – Changes to communication and understanding
Listen to the new monthly series, MDRT Presents: @mdrtpresents
There are many professional and personal reasons a business plan may change over the years. Yet it can be scary to write down the plan and scarier to adjust it. In this episode, MDRT members explain how they have benefited from identifying their approach and tweaking it over time.
You’ll hear from: Adam Blumberg, CLU, CFP Matthew Joseph Murphy, EPC Ana Sofia Rodriguez, MBA
Episode breakdown: 0:25 – Do you have a business plan? Does it change? 3:30 – Why the concept of a business plan can be threatening 5:57 – Why my plan in the last few years would have been torn up annually 7:04 – How my business plan today is different than it used to be 8:31 – The importance of recognizing from the start that you’re a business owner 10:11 – If your business plan never changes, you’re doing something wrong 11:46 – “If it’s not broke, break it”
Listen to the new monthly series, MDRT Presents: @mdrtpresents
Many clients think that nothing bad will ever happen to them, or simply that they’re healthy enough not to need certain coverage. In this episode, MDRT members explain how sharing stories about clients who have experienced something unexpected helps clients and prospects recognize the need for income protection.
You’ll hear from: Everett Revere Foxx Steven Genoff, CFP Brandon Green, ChFC, CLU Dana Mitchell, CLU, CFP
Episode breakdown:
0:36 – How specific stories connect the dots 2:15 – Why you should start with planning, not protection 3:58 – Helping a client when the hypothetical becomes the reality 5:08 – Identifying the threats to a client’s plan 5:45 – How clients react to hearing troubling stories 7:08 – When they still don’t want to move forward
Listen to the new monthly series, MDRT Presents: @mdrtpresents
Have you always helped clients as much as possible? When did you realize how communication impacts the service you provide and the information you gather? In this episode, MDRT members share changes they have made in their practice from lessons that, if possible, they would have learned earlier.
You’ll hear from:
Harpreet Atwal Rick Jones, CFP Brent Kimball, ChFC, CFP Michaela Scott, CFP, RICP
Episode breakdown:
0:26 – The expenses of divorce 1:13 – Adjusting your approach to help clients prevent problems 2:29 – Are you being as comprehensive as you can? 4:47 – Learning to ask more questions 5:43 – Let the clients provide the answers 6:24 – Make sure to relax
Listen to the new monthly series, MDRT Presents: @mdrtpresents
What happens when an established client surprises you with previously undisclosed debt, or when you have to give a client difficult news about a policy someone else set up for them? In this episode, MDRT members discuss how they have adapted when startling information is revealed and adjusted their communication moving forward.
You’ll hear from:
Daniel Evan Jossen, CFP Keunhwa Lori Moon David John Munson Jr.
Episode breakdown:
0:28 – An unexpected revelation from longtime clients 2:54 – The lesson learned and next steps in planning 4:01 – How to avoid this happening again 5:23 – Reviewing client’s previously established plans you think should change 9:00 – Dealing with relationships when sharing difficult information 11:03 – The value of going back to basics
Listen to the new monthly series, MDRT Presents: @mdrtpresents
Should you take a big swing when trying something new or be more measured? In this episode, MDRT members address the strategies they have considered and what they have learned about the best route to implementation.
You’ll hear from:
Clay Gillespie, CFP, CIM Daniel O’Connell, MBA
Episode breakdown:
0:28 – Unexpected benefits from social media 2:34 – Why some advisors don’t utilize media as much 3:18 – Prioritizing incremental changes and assessing risk 5:48 – Is it foolish to take action on an idea as soon as possible? 7:22 – Why you should listen to people you disagree with 10:30 – Recent changes advisors have made
Listen to the new monthly series, MDRT Presents: @mdrtpresents
Do clients understand how smoking may impact their insurance coverage? How can you approach these conversations? In this episode, MDRT members discuss how they educate their clients and also how their meetings can inspire them to change their behavior.
You’ll hear from: Michael Bibb, BA, DipPFS “Sunny” Jae Lee, IAR Shelley MacIntyre, CHS Elli Schochet, CFP
Episode breakdown: 0:29 – Client vs. insurance definition of “casual smoker” 2:18 – What clients have to do first 2:57 – Being aware of how clients see themselves 4:00 – Delaying a policy until a client is smoke-free 5:24 – When advisors wind up getting clients to stop smoking
Listen to the new monthly series, MDRT Presents: @mdrtpresents
Whether it is new regulations, advancements in technology or changing client concerns, there can be plenty of reasons to adjust your business plan. In this episode, MDRT members discuss why they have updated their plan and how they know it’s working.
You’ll hear from: Andrew C. Lord, CLU, ChFC Jean M. Mathieu, CLU Dominique Schuh
Episode breakdown: 0:27 – Adapting to regulation 2:05 – Using technology to increase communication 3:05 – Addressing clients’ concerns during a global data breach 3:42 – The benefit of sharing staff members’ success with clients 4:23 – Improving the process of wealth transfer
Listen to the new monthly series, MDRT Presents: @mdrtpresents
Do you review clients’ plans if they say they already have income replacement? Do you not only ask about their coverage but frequently review it to make sure the policies match up with client needs? In this episode, MDRT members discuss errors they have made in how they have approached income replacement and the benefits of learning from these mistakes.
You’ll hear from:
Everett Revere Foxx Steven Genoff, CFP Brandon Green, ChFC, CLU Dana Mitchell, CLU, CFP
Episode breakdown:
0:27 – You can’t discuss if you don’t ask 2:01 – Are clients ever reluctant to show you their policies? 2:53 – Avoiding yes/no questions 4:30 – Getting clients in their 20s to think critically about the future 6:06 – The need to review coverage more frequently
Listen to the new monthly series, MDRT Presents: @mdrtpresents
A family business involves different emotions between coworkers and potentially a different kind of teamwork. In this episode, MDRT members discuss the benefits and challenges of this type of practice, and the importance of paying attention to the goals and perspectives of non-related staff as well.
You’ll hear from: Adam Blumberg, CLU, CFP Matthew Joseph Murphy, EPC Ana Sofia Rodriguez, MBA
Episode breakdown: 0:28 – The extra layer of feelings with family 0:54 – Showing non-related staff there are still opportunities for growth 1:56 – What it was like to be a non-family member in a family business 3:43 – Envisioning when parents/mentors/colleagues retire 6:10 – The structural lessons provided by family companies 8:11 – Making non-related partners collaborate like family
Listen to the new monthly series, MDRT Presents: @mdrtpresents
If you’re struggling to set up an appointment with a client, is it a good idea to stop by their place of business? In this episode, MDRT members discuss how even unexpected in-person communication can help your relationships with clients progress in ways that follow-up emails can’t.
You’ll hear from: Brian D. Cichy, BS, CLTC Fred O’Connor, ChFC, CFP
Episode breakdown: 0:28 – Explaining why you’re stopping by 1:22 – Creating opportunities in the community 2:08 – Making time now or finally planning some later 3:29 – Business owners understand persistence 4:21 – Do you do this for everyone or just particular clients?
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If you are just one of many advisors hosting a large dinner at a restaurant, how do you stand out and actually connect with prospects? In this episode, MDRT members discuss why a smaller, business-free outing or an informative event at a client’s home helps keep better track of the people and conversation.
You’ll hear from:
Ozer Culhagil, Ph.D. Douglas Anthony Chukwuka Eze
Episode breakdown:
0:26 – Replacing dinner seminars with small group meetings 1:39 – What prompted that change in approach 3:28 – Lower risk and higher reward 5:34 – When clients host “financial parties” at their house 10:08 – Repeatable events vs. one-time presentations
Listen to the new monthly series, MDRT Presents: @mdrtpresents
Without your help, clients’ children may feel unprepared to discuss their parents’ finances and almost certainly will not become clients of yours. In this episode, James J. Silbernagel, LUTCF, CFP, explains how connecting with his clients’ kids enhances professional and personal relationships and provides essential lessons for multiple generations.
Episode breakdown:
0:32 – Don’t just “go where the money is” 1:01 – The value of the family meeting 2:15 – Why power of attorney is crucial 4:12 – Silbernagel’s personal connection
Listen to the new monthly series, MDRT Presents: @mdrtpresents
How do you identify the tasks that prevent you or your staff from working most efficiently? In this episode, MDRT members discuss how hiring and delegating enhances the practice’s ability to operate at peak levels.
You’ll hear from:
Thomas F. Levasseur, CLU, CLTC Jedediah Harrison Levene, CFP, CLU Adam Llewellyn Morse, CFP
Episode breakdown:
0:30 – Bringing on an experienced manager 1:39 – Delegate, don’t micromanage 3:33 – Reimagining the schedule for client meetings 4:35 – Keeping staff priorities organized 5:28 – Using technology to improve prospecting 6:46 – Establishing an email diet 7:35 – The benefits of turning off your phone 8:29 – Developing your process and helping clients understand it
Listen to the new monthly series, MDRT Presents: @mdrtpresents
Millennial clients may engage with you differently than older clients, and that is certainly true regarding retirement, which may seem a long way away for millennials. In this episode, MDRT members discuss how they illustrate the importance of retirement planning to these clients and how the additional time and information involved impacts their process.
You’ll hear from:
Travis Manning Angelia Z. Shay, ChFC, CLU Jose Victor Vuilleumier Valdez
Episode breakdown:
0:33 – Millennials’ collaborative nature 1:54 – How to focus conversations on showing, not telling 3:33 – Helping clients recognize how quickly time passes 5:15 – If increased client engagement makes advisors’ jobs easier or harder 7:29 – The ever-present importance of simplifying
Listen to the new monthly series, MDRT Presents: @mdrtpresents
How likely are potential clients to want your business card, and how likely are they to reach out after receiving it? In this episode, MDRT members discuss establishing connections with prospects and how best to secure the next step in the communication process.
You’ll hear from:
Michael DeVivo John P. Fisher Dharmesh Goel
Episode breakdown: 0:32 – Learning how not to be too aggressive 1:29 – Connecting with the person with or without a card 2:44 – How your website improves upon the business card 4:12 – Get their information, don’t just give out yours 5:33 – The value of asking for permission
Listen to the new monthly series, MDRT Presents: @mdrtpresents
Self-evaluation can be difficult, especially when you feel good about the job you’re doing. In this episode, MDRT members discuss how recording themselves and listening to the footage has led to effective adjustments in how they communicate with clients.
You’ll hear from:
Daniel Evan Jossen, CFP Keunhwa Lori Moon David John Munson Jr.
Episode breakdown:
0:35 – Training before the game 1:22 – Establishing the rehearsal process 2:21 – “Watching the game tape” 3:15 – When a presentation goes too fast 4:34 – Identifying flaws in your performance 5:25 – Exchanging words for value 6:01 – Feeling surprised when clients don’t understand 7:40 – Being a financial therapist
Listen to the new monthly series, MDRT Presents: @mdrtpresents
For many, retirement is easier said than done, with a lot of uncertainty about what to do and how much it will cost. In this episode, MDRT members discuss how they address the financial challenges of retirement with clients while helping them understand the questions that they should ask themselves.
You’ll hear from:
Harpreet Atwal Richard Jones, CFP Brent Kimball, ChFC, CFP Michaela Scott, CFP, RICP
Episode breakdown:
0:33 – How much money you need vs. how much you think you need 1:24 – Getting people to understand how to think critically about retirement 2:10 – The challenges of comparing one retirement to another 3:44 – A powerful question to ask clients 5:14 – Recognizing where money came from and where it’s going 6:40 – “You’re it for my family” 8:50 – The athletic chief of medicine’s quadruple bypass 11:31 – Helping clients acknowledge the impact of income-debilitating events 13:07- Two spectrums of rewarding experiences with retirement planning
Listen to the new monthly series, MDRT Presents: @mdrtpresents
Through communication and teamwork, joint work can help advisors be greater than the sum of their parts. In this episode, MDRT members discuss how they have created successful collaborations and learned to avoid personality-driven roadblocks.
You’ll hear from:
Brian D. Cichy, BS, CLTC Fred O’Connor, ChFC, CFP
Episode breakdown:
0:45 - Different paths to success 1:42 - Setting expectations 3:31 - No benefit in bad-mouthing 4:58 - Clicking with the right person 7:16 - Case-by-case basis 8:30 - The danger in overanalyzing 10:30 - Groups vs. partnerships 11:36 - Identifying individual expertise
Listen to the new monthly series, MDRT Presents: @mdrtpresents
How do advisors confront difficult situations in terms of interacting with others? In this episode, MDRT member Douglas B. Miller, CLU, CFP, discusses communication challenges and how to benefit from increased clarity and accountability.
Episode breakdown:
0:23 – The patience to understand clients’ hesitation 1:09 -- Leading them to a decision 1:52 - Working with people who think differently 3:10 - Making communication more concise 4:57 - Competition with search engines 6:13 - Are clients receiving enough coverage through their employer? 7:50 - When you shouldn’t do something you love 9:40 - Acknowledging a mistake to a client 10:48 - Gaining trust through accountability
Listen to the new monthly series, MDRT Presents: @mdrtpresents
How do you identify the opportunities for improvement in your business, and how do you hold yourself accountable? In this episode, MDRT members talk about how coaches have helped their business, and how they determined who those guides should be.
You’ll hear from:
Clay Gillespie, CFP, CIM Daniel O’Connell, MBA
Episode breakdown:
0:24 – Why do you use a coach? 1:14 – How do you pick a coach? 2:41 – What changes have you seen as a result? 4:01 – The challenge of self-awareness 5:41 – Aligning with the right person 7:08 – What are you worried about? 8:13 – Did the coach’s findings surprise you? 9:17 – The power of accountability
Listen to the new monthly series, MDRT Presents: @mdrtpresents
How well does everyone in your office communicate, and how does this affect the performance of the business? In this episode, MDRT members discuss how setting up procedures to establish understanding and maintain positivity elevates their practice.
You’ll hear from:
Aaron Soto Alvarez Dennis Wayne Bell, CFP, CHS Stuart J. Birkel Beth Lachance Hesson, CFP, CLU
Listen to the new monthly series, MDRT Presents: @mdrtpresents
There are many ways to reach Top of the Table-level production. In this episode, MDRT members discuss how they’ve been able to qualify for Top of the Table annually, often as a result of recognizing client needs that aren’t being served.
You’ll hear from:
Alison Murdock Van Mueller, LUTCF James J. Silbernagel, LUTCF, CFP
Part 2: How to grow beyond Top of the Table https://soundcloud.com/mdrt-podcast/part-2-how-to-grow-beyond-top-of-the-table
Listen to the new monthly series, MDRT Presents: @mdrtpresents
No matter what your level of production, you can do other things to benefit your clients and yourself. In this episode, MDRT members address how they’ve expanded beyond Top of the Table by continuing to learn, educate and volunteer.
You’ll hear from:
Alison Murdock Van Mueller, LUTCF James J. Silbernagel, LUTCF, CFP
Part 1: The decision that got me to Top of the Table https://soundcloud.com/mdrt-podcast/part-1-the-decision-that-got-me-to-top-of-the-table
Listen to the new monthly series, MDRT Presents: @mdrtpresents
You often can’t predict when a client will have a major impact on your practice. In this episode, MDRT members recall how certain clients have inspired growth through both success and adversity.
You’ll hear from: Michael DeVivo John P. Fisher Dharmesh Goel
Listen to the new monthly series, MDRT Presents: @mdrtpresents
Do you have systems in place to ensure that you and your colleagues approach work positively and productively? In this episode, MDRT members discuss how they make motivation a priority.
You’ll hear from:
Liru Chang, MBA Thomas F. Levasseur, CLU, CLTC Jedediah Harrison Levene, CFP, CLU Adam Llewellyn Morse, CFP
Listen to the new monthly series, MDRT Presents: https://soundcloud.com/mdrtpresents
How can advisors make a strong entrance into the financial services industry, and how can they grow after they’ve been there for a while? In this episode, MDRT member Mark Neufeld, CFP, shares his advice for overcoming roadblocks and developing new business practices, including business continuation.
Listen to the new monthly series, MDRT Presents: https://soundcloud.com/mdrtpresents
What questions should you ask, and what information should you provide in your first meeting with a client? In this episode, MDRT members discuss their best practices for that introductory conversation.
You’ll hear from:
Liru Chang, MBA Roy Hall Kobus Kleyn, CFP Scott S. Paterick, CLU, ChFC
Facebook, LinkedIn, other or none of the above? In this episode, MDRT members discuss how they use social media to help their practice, and recognizing that clients and advisors always have their phones on them.
You’ll hear from:
Robert Anthony Gillespie, CLU ChFC Ali Hashemian, CFP MBA LaTasha Wilson
Occasionally it becomes clear that a client-advisor relationship is not going well. In this episode, MDRT members discuss how to address this with clients and make changes that will help everyone involved.
You’ll hear from:
Peter Jason Byrne Joel Phillip Campbell Yuka Nakahara-Goven, MBA CLU Simon D. Lister, Dip PFS Gino Saggiomo, CFP
There are many reasons why clients may feel reluctant toward purchasing financial services products. In this episode, MDRT members address how they talk through these concerns.
You’ll hear from:
Qi Bin Robert N. Garneau, CLU, ChFC William Marvin Richardson III, CLU, CFP Theodore S. Rusinoff, CFP
In the final episode of the three-part podcast series, MDRT members discuss how the upcoming Department of Labor regulation will be enforced and how to establish value in a fee-based practice.
You’ll hear from:
John F. Nichols, MSM, CLU Simon John Gibson, DipPFS Juli McNeely, CFP, CLU Susan Catherine Paterson, FChFP
Episode 2: https://soundcloud.com/mdrt-podcast/preparing-for-the-dol-fiduciary-rule Episode 1: https://soundcloud.com/mdrt-podcast/global-producers-discuss-the-dol-fiduciary-rule
This MDRT Podcast series won a 2017 EXCEL Award, presented by the Association Media and Publishing for excellence and leadership in nonprofit association media, publishing, marketing and communications.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2016 Million Dollar Round Table.
This example is for educational and information purposes only. Each professional should set his own terms and conditions of engagement with the client through the process of negotiation.
In the second episode of a three-part podcast series, MDRT members discuss the way businesses adjust as a result of regulation and how advisors should start getting ready for the change.
You’ll hear from:
John F. Nichols, MSM, CLU Simon John Gibson, DipPFS Juli McNeely, CFP, CLU Susan Catherine Paterson, FChFP
Episode 3: https://soundcloud.com/mdrt-podcast/complying-and-determining-fees-based-on-the-dol-fiduciary-rule Episode 1: https://soundcloud.com/mdrt-podcast/global-producers-discuss-the-dol-fiduciary-rule
This MDRT Podcast series won a 2017 EXCEL Award, presented by the Association Media and Publishing for excellence and leadership in nonprofit association media, publishing, marketing and communications.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2016 Million Dollar Round Table.
This example is for educational and information purposes only. Each professional should set his own terms and conditions of engagement with the client through the process of negotiation.
In the first episode of a three-part podcast series, MDRT members discuss the reasons behind the upcoming DOL fiduciary rule, and its expected impact on advisors and clients.
Episode 2: https://soundcloud.com/mdrt-podcast/preparing-for-the-dol-fiduciary-rule Episode 3: https://soundcloud.com/mdrt-podcast/complying-and-determining-fees-based-on-the-dol-fiduciary-rule
You’ll hear from:
John F. Nichols, MSM, CLU Simon John Gibson, DipPFS Juli McNeely, CFP, CLU Susan Catherine Paterson, FChFP
This MDRT Podcast series won a 2017 EXCEL Award, presented by the Association Media and Publishing for excellence and leadership in nonprofit association media, publishing, marketing and communications.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2016 Million Dollar Round Table.
This example is for educational and information purposes only. Each professional should set his own terms and conditions of engagement with the client through the process of negotiation.
Every advisor seeks to connect with clients, whether with designations, direct relationships or finding a target market. In this episode, MDRT members discuss how to set themselves apart.
You’ll hear from: Victoria Joy Avedesian Elizabeth Grigourian Daxesh Maniar, MBA, CFP
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2016 Million Dollar Round Table.
Is the best person for the team someone exactly like you or just someone who believes in the business? In this episode, MDRT members share their insights on staffing.
You'll hear from: Nguyen Le Crawford McGill, CFP AAMS Renato Alarcon
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2016 Million Dollar Round Table.
MDRT brings you the Agency Principal Series, a five-episode podcast series recorded at NAILBA 34 for agency principals and advisors. Industry leaders share their perspectives on the state of the business, leaving you with takeaways to thrive in the changing landscape. In this final episode, learn about the importance of a value proposition in the independent space.
Panelists include: • Moderator: James Douglas Pittman, CLU, CFP, MDRT Second Vice President • Brian Winikoff – President and CEO, Crump Life Insurance Services • Ben Nevejans – President, LifePro Financial Services Inc. • Victoria “Tori” Van Dusen-Roos – Principal and Head of Operations, Diversified Brokerage Services Inc. • Ryan Pinney – Vice President, Sales and Marketing, Pinney Insurance Services • Gonzalo Garcia – Partner, AgencyONE LLC
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2016 Million Dollar Round Table.
For Regina Bedoya, CLU, ChFC, a 23-year MDRT member from Juno Beach, Florida, work in the financial services industry has a spiritual touch. In this episode, get to know this year’s Executive Committee Nominee and listen to her techniques for putting clients at ease.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2016 Million Dollar Round Table.
MDRT brings you the Agency Principal Series, a five-episode podcast series recorded at NAILBA 34 for agency principals and advisors. Industry leaders share their perspectives on the state of the business, leaving you with takeaways to thrive in the changing landscape. In this episode, learn how to improve your advisors' bottom line by helping them stay up to date with technology and training.
Panelists include: • Moderator: James Douglas Pittman, CLU, CFP, MDRT Second Vice President • Brian Winikoff – President and CEO, Crump Life Insurance Services • Ben Nevejans – President, LifePro Financial Services Inc. • Victoria “Tori” Van Dusen-Roos – Principal and Head of Operations, Diversified Brokerage Services Inc. • Ryan Pinney – Vice President, Sales and Marketing, Pinney Insurance Services • Gonzalo Garcia – Partner, AgencyONE LLC
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2016 Million Dollar Round Table.
Producers around the world have transitioned to a fee-for-service model, often as a result of their local regulatory environment. In this episode, listen in as five MDRT members from four different countries discuss the topic of compensation and how to initiate the discussion with clients.
You'll hear from: • Diane L. McCurdy, CFP, EPC • Steven P. Arengo, CFP, AIF • Simon John Gibson, Dip PFS • Stephen Kagawa, FSS, LUTCF • Roy Hall
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2016 Million Dollar Round Table.
MDRT brings you the Agency Principal Series, a five-episode podcast series recorded at NAILBA 34 for agency principals and advisors. Industry leaders share their perspectives on the state of the business, leaving you with takeaways to thrive in the changing landscape. In this episode, we discuss how to support advisors as entrepreneurs by anticipating industry changes.
Panelists include: • Moderator: James Douglas Pittman, CLU, CFP, MDRT Second Vice President • Brian Winikoff – President and CEO, Crump Life Insurance Services • Ben Nevejans – President, LifePro Financial Services Inc. • Victoria “Tori” Van Dusen-Roos – Principal and Head of Operations, Diversified Brokerage Services Inc. • Ryan Pinney – Vice President, Sales and Marketing, Pinney Insurance Services • Gonzalo Garcia – Partner, AgencyONE LLC
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2016 Million Dollar Round Table.
Description: For two members coming into the profession from other areas of finance, clients' sometimes-emotional decision making was a tough factor. Paula C. Brancato, MBA, CFP, and Jeanmarie Elizabeth Kricher share how they've learned to determine what their clients really want and build trusting relationships with them.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2016 Million Dollar Round Table.
Episode 2: Today’s landscape and its impact on agent productivity
MDRT brings you the Agency Principal Series, a five-episode podcast series recorded at NAILBA 34 for agency principals and advisors. Industry leaders share their perspectives on the state of the business, leaving you with takeaways to thrive in the changing landscape. In this episode, hear how important it is to identify and adopt tools, technology and processes that will help advisors work more effectively and efficiently.
Panelists include: • Moderator: James Douglas Pittman, CLU, CFP, MDRT Second Vice President • Brian Winikoff – President and CEO, Crump Life Insurance Services • Ben Nevejans – President, LifePro Financial Services Inc. • Victoria “Tori” Van Dusen-Roos – Principal and Head of Operations, Diversified Brokerage Services Inc. • Ryan Pinney – Vice President, Sales and Marketing, Pinney Insurance Services • Gonzalo Garcia – Partner, AgencyONE LLC
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2016 Million Dollar Round Table.
Eszylfie Taylor, a Top of the Table qualifier from Pasadena, California, uses discomfort to propel himself. For him, the secrets to success are not found and mastered - they're ever-moving targets.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2016 Million Dollar Round Table.
Agency Principal Series Episode 1: How Industry Changes Influence Business Practices of Agency Principals and Advisors
MDRT brings you the Agency Principal Series, a five-episode podcast series recorded at NAILBA 34 for agency principals and advisors. Industry leaders share their perspectives on the state of the business, leaving you with takeaways to thrive in the changing landscape.
Panelists include: • Moderator: James Douglas Pittman, CLU, CFP, MDRT Second Vice President • Brian Winikoff – President and CEO, Crump Life Insurance Services • Ben Nevejans – President, LifePro Financial Services Inc. • Victoria “Tori” Van Dusen-Roos – Principal and Head of Operations, Diversified Brokerage Services Inc. • Ryan Pinney – Vice President, Sales and Marketing, Pinney Insurance Services • Gonzalo Garcia – Partner, AgencyONE LLC
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2016 Million Dollar Round Table.
Alison Murdock traveled the world at the age of 15. As an adult, she moved between completely different careers, all before settling in as a Top of the Table level producer. How did she get here? This and more in the newest episode of the MDRT Podcast.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2016 Million Dollar Round Table.
Finding clients is never easy. Prospecting and asking for referrals can be difficult, time consuming and if you use the wrong method, fruitless. Hear tips from members on creative ways to get clients, and suggestions for how to keep them happy once you have them. Featuring Renato Alfredo Alarcon, Crawford McGill and Nguyen Win H. Le
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2015 Million Dollar Round Table.
Top of the Table is home to only the highest producing MDRT members. This year, W.J. Rossi looks to lead the division to new heights, while focusing on those that helped get him there.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2015 Million Dollar Round Table.
MDRT members are some of the most successful producers in the field. But everyone had to get started somewhere, and for most, it wasn't on top of the industry.
On today's episode, hear from newer MDRT members on how they got their start, and what they had to struggle through before reaching MDRT. Jeanmarie Elizabeth Kricher; Vasilios K. Danas, ChFC, CLU; Alla Kushnir, CLU; Ella Ligay, LUTCF
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2015 Million Dollar Round Table.
The 2016 MDRT President, Brian D. Heckert, CLU, ChFC, is from a small town in Illinois that you've probably never heard of. This didn't stop him from reaching the top of the world's premier financial services association. Hear how his time on the Executive Committee has changed him, and how MDRT gave him the opportunity to help people across the globe.
To learn more about Heckert, read the September/October 2015 issue of Round the Table. (http://edition.pagesuite-professional.co.uk/launch.aspx?&pnum=30&pbid=4f1eacca-06b3-4733-b368-631bd792059a)
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2015 Million Dollar Round Table.
Regulation is something that affects everyone, eventually. Across the global financial services profession, the creation of fee-based practices — born out of increased government regulations — has changed the way the public views advisors, for the better. Hear four MDRT members, David Braithwaite, Dip PFS, Bradley J. Flick, Will Richardson, CLU, CFP, and Mathew Thomas Fogarty, CFP, Dip FP, discuss what drove them to fees and why they’ve never looked back.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2015 Million Dollar Round Table.
With the 2015 MDRT Annual Meeting wrapping up, we talked to some members about the best ideas they've heard over the past week.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2015 Million Dollar Round Table.
Main Platform took a back seat to specialized programming on Tuesday here at the MDRT Annual Meeting. Members had their choice of sessions to attend, including idea exchanges being conducted in a variety of languages. We sat in on the English speaking session to grab some ideas, here are some of our favorites.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2015 Million Dollar Round Table.
At all times, MDRT members can find another member sharing some of their best ideas in the ConneXion Zone. We stopped by to grab a few from speakers and attendees in today's episode.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2015 Million Dollar Round Table.
Registration at the 2015 MDRT Annual Meeting is underway, and the energy in the room is palpable, We talked to a few members to find out why they're here in New Orleans, and what they're hoping to walk away with.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2015 Million Dollar Round Table.
On day one of the 2015 MDRT Annual Meeting, MDRT Foundation volunteers helped St. Bernard Project repair homes throughout New Orleans. We talked to a few members to find out why they were there and how they were helping the community.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2015 Million Dollar Round Table.
David Appel, CLU, ChFC, was a successful, healthy producer in his early 30s. He was an MDRT member. Clients were flowing in the door. Everything was going according to plan... until it wasn't.
Hear excerpts from his 2012 Annual Meeting presentation and thoughts from him today as he shares the challenges he faced, and how he learned that planning for yourself is square one.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2015 Million Dollar Round Table.
Unsure of how to handle incoming government regulation? Out of fresh prospecting ideas? Hear tips from Top of the Table level producing members and more in this newest episode.
Featured in this episode are Van Mueller, LUTCF, Michael L. Weintraub, CLU, Micheline Varas, RHU, Simon Singer, CFP, RFC, and Susan Catherine Paterson, FChFP.
This example is for educational purposes only. Each professional should set his own terms and conditions of engagement with the client through the process of negotiation.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2015 Million Dollar Round Table.
You may be just entering the field. You may feel no need to develop a succession plan. But ensuring the long life of your business and the protection of your clients begins now. Hear four MDRT members discuss how they are currently adding value to their business, and the steps you should take to do so as well.
For more info on business continuation planning, please visit http://www.imdrt.org/decision/index.php.
Featured in this episode are Jedediah Harrison Levene, CFP, CLU, Mark Berube, James Alex and Sarah J. Kaelberer, CFP, ChFC.
This example is for educational purposes only. Each professional should set his own terms and conditions of engagement with the client through the process of negotiation.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2015 Million Dollar Round Table.
At the 2014 MDRT Top of the Table meeting, Leon L. Levy, CLU, RHU, told attendees he's not planning on retiring, ever. For many MDRT members, succession planning, retirement, and similar phrases all carry with them such weight. It's not easy to leave a business you built behind. Hear three members like you discuss what's on their mind as they enter into trying to ensure the life of their practices, and give tips for how to best navigate this process.
To hear more from the Top of the Table panel discussion at the top of the episode, please visit www.mdrtresourcezone.org.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2015 Million Dollar Round Table.
All entrepreneurs want to build a business they're proud of. This, however, is easier said than done. From staffing to technology, there are a lot of difficult decisions to take into consideration. Hear MDRT members Simon John Gibson, Dip PFS, Gregory B. Gagne, ChFC and Clay Gillespie, CFP, CIM, share how they've built their businesses and what things they think you should be concentrating on.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2015 Million Dollar Round Table.