MDRT Podcast

By MDRT PodcastBusiness

MDRT Podcast episodes

April 13, 2020 Mini-episode: What to say to staff during a period of change and challenge
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
5 min
April 03, 2020 Reassuring clients in uncertain times
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
15 min
March 31, 2020 What advisors and clients don’t discuss enough about business planning
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
8 min
March 16, 2020 Mini-episode: Ways that I show gratitude to clients
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
4 min
February 28, 2020 Something I struggle with and how I try to improve
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
9 min
January 31, 2020 How you can simultaneously do good and have fun by getting involved in the MDRT Foundation
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
8 min
January 01, 2020 The unexpected intricacies of using technology
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
15 min
December 02, 2019 Lessons from mistakes in client communication
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
9 min
November 01, 2019 Retirement topics clients and advisors should talk about more
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
16 min
October 01, 2019 The most extreme thing I’ve done for a client
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
14 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.