MDRT Podcast

By MDRT PodcastBusiness

MDRT Podcast episodes

June 19, 2020 How I’m keeping staff engaged while business recovers
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
9 min
June 12, 2020 The hardest long-term change to consider in the face of crisis
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
10 min
June 05, 2020 Ways that I’m looking out for clients during this crisis
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
11 min
June 01, 2020 Dealing with clients’ other sources of financial input
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
9 min
May 22, 2020 Long-term planning I’m doing to prepare myself for a slow recovery
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
18 min
May 15, 2020 How going through trying times can lead to new possibilities
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
8 min
May 08, 2020 Communicating with almost-retirees when the market tumbles
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
10 min
May 01, 2020 A hard lesson I learned about staffing
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
13 min
April 20, 2020 How I’m approaching my biggest challenge during quarantine
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
9 min
April 20, 2020 More questions to consider in tumultuous times
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
6 min

About 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.