MDRT Podcast

By MDRT PodcastBusiness

MDRT Podcast episodes

August 30, 2019 Is it better to push too much or too little?
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
9 min
August 01, 2019 Something you do that other advisors don’t
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
20 min
July 01, 2019 Are you keeping your staff both productive and happy?
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
19 min
May 31, 2019 What to do when couples disagree about financial decisions
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
9 min
May 01, 2019 Determining what clients do or don’t have
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
15 min
April 01, 2019 The wildest client experience I’ve had
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
14 min
March 01, 2019 The professional benefits of prioritizing your personal life
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
8 min
February 01, 2019 My most difficult income protection client
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
13 min
January 02, 2019 Why it’s OK to tear up your business plan
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
13 min
November 30, 2018 Stories that help explain the need for income replacement
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
9 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.