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MDRT Podcast

MDRT Podcast

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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. Contact us at podcast@mdrt.org. MDRT diversity statement: https://www.mdrt.org/diversity-statement 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 co ...
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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, …
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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 Gr…
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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 break…
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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 simp…
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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 breakd…
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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 Pres…
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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:Al…
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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 ma…
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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…
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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 repetiti…
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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, CLUAbigail Venida YabotEpisode breakdown:0:27 …
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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 ChenChad DemarreMaria Josefa GarciaEpisode breakdown:0:27—Why transla…
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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, CSPRenee Hanson, CFP, CDFAEpisode breakdown:0:29 – Communicating the two goals for the i…
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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 boa…
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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…
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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…
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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 importa…
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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–Defi…
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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 member…
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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, FPFSMatthew Richard Duffy, LUTCF, FSSEpisode breakdown:0:26—Learning how st…
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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, CSPRenee Hanson, CFP, CDFAEpisode breakdo…
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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 Ka…
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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 ChenChad DemarreMaria Josefa GarciaStacy L. Kahan, CLU, RFCEpisod…
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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, ChFCEdward M. Burnett, RICPRussell L. Clousing, ChFC, CLUEpisode breakdown…
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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, DipPFSPriti Aj…
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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 BusAdam Thomas Rex, AIF, CFPEpisode breakdown:0:26 – Establishing a team ag…
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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 betwee…
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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 ChenChad DemarreMaria Josefa GarciaStacy L. Kahan, CLU, …
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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, FPFSMatthew Richard Duffy, LUTCF, FSSEpisode breakdown:0:29 – Appropriately s…
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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 ByrneDanielle J. Genier, CFP, CLUJonathan Godshall Camacho, LUTCF, MBARandall D. KaufmannEpi…
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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 PFSTed Rusinoff, CFPEpisode breakdown:0:31 – Making time f…
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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, ChFCEdward M. Burnett, RICPRussell L. Clousing, ChFC, CLUEpisode breakdown:0:33 – When a client rejects or misuses your advice3:21 – What I ch…
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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 …
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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.…
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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…
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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 – Th…
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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, FPFSMatthew Richard Duffy, LUTCF, FSSEp…
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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 KaBrad J. MyersLeena Parwani, MBA, Cert CIIEpisode breakdown:0:34 – A difficult lesson about non-di…
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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, CFPDavid Meszaros, CFPParesh B. Shah, CFPEpisode breakdo…
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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 KaBrad J. MyersLeena Parwani, MBA, Cert CIIEpisode breakdown:0:30 – Adjusting seasonal traditi…
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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, CFPDavid Meszaros, CFPParesh B. Shah, CFPEpisode breakdown:0:35 – Reframing how you perceive your…
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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 KaBrad J. MyersLeen…
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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 FoxxSteven Genoff, CFPBrandon Green, ChFC, CLUDana Mitche…
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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 KaBrad J. MyersLeena Parwani, MBA, Cert CIIEpisode breakdown:0:34 – Helping a new group of …
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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 KaBra…
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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. KruegerMark D. Olson, MSFS, CFPAlain PoirierEpisode breakdown:0:31 – Choosing to work with honest people that you like1:56 –…
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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. KruegerAlain PoirierEpisode…
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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 ChenChad DemarreMaria Josefa GarciaStacy L. Kahan, CLU, RFCEpisode breakdown:0:35 – Connecting with clients t…
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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, CFPDavid Meszaros, CFPParesh B. Shah, CFPEpisode br…
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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 PFSSofia Dumansky, MBA, LUTCFJonathan…
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