MDRT Podcast

By MDRT PodcastBusiness

MDRT Podcast episodes

November 01, 2018 What advisors wish they knew sooner
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
10 min
October 01, 2018 What to do when client information catches you off-guard
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
12 min
August 31, 2018 How to spot a good business idea and what to do with it
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
16 min
August 01, 2018 When advisors can motivate clients to stop smoking
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
9 min
July 02, 2018 How I knew my business plan had to change
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
7 min
June 01, 2018 A mistake I made in discussing income replacement coverage
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
8 min
May 01, 2018 The differences and universalities of a family business
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
11 min
April 02, 2018 The value of dropping in unannounced with business owners
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?
Listen to the new monthly series, MDRT Presents: @mdrtpresents
7 min
March 01, 2018 How to avoid prospects just looking for a free meal
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
18 min
February 01, 2018 Why you shouldn’t ignore clients’ kids
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
7 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.