MDRT Podcast

By MDRT PodcastBusiness

MDRT Podcast episodes

January 02, 2018 Improving your time management
How do you identify the tasks that prevent you or your staff from working most efficiently? In this episode, MDRT members discuss how hiring and delegating enhances the practice’s ability to operate at peak levels.
You’ll hear from:
Thomas F. Levasseur, CLU, CLTC
Jedediah Harrison Levene, CFP, CLU
Adam Llewellyn Morse, CFP
Episode breakdown:
0:30 – Bringing on an experienced manager
1:39 – Delegate, don’t micromanage
3:33 – Reimagining the schedule for client meetings
4:35 – Keeping staff priorities organized
5:28 – Using technology to improve prospecting
6:46 – Establishing an email diet
7:35 – The benefits of turning off your phone
8:29 – Developing your process and helping clients understand it
Listen to the new monthly series, MDRT Presents: @mdrtpresents
13 min
December 01, 2017 How to talk to millennials about retirement
Millennial clients may engage with you differently than older clients, and that is certainly true regarding retirement, which may seem a long way away for millennials. In this episode, MDRT members discuss how they illustrate the importance of retirement planning to these clients and how the additional time and information involved impacts their process.
You’ll hear from:
Travis Manning
Angelia Z. Shay, ChFC, CLU
Jose Victor Vuilleumier Valdez
Episode breakdown:
0:33 – Millennials’ collaborative nature
1:54 – How to focus conversations on showing, not telling
3:33 – Helping clients recognize how quickly time passes
5:15 – If increased client engagement makes advisors’ jobs easier or harder
7:29 – The ever-present importance of simplifying
Listen to the new monthly series, MDRT Presents: @mdrtpresents
10 min
November 02, 2017 Take prospecting beyond the business card
How likely are potential clients to want your business card, and how likely are they to reach out after receiving it? In this episode, MDRT members discuss establishing connections with prospects and how best to secure the next step in the communication process.
You’ll hear from:
Michael DeVivo
John P. Fisher
Dharmesh Goel
Episode breakdown:
0:32 – Learning how not to be too aggressive
1:29 – Connecting with the person with or without a card
2:44 – How your website improves upon the business card
4:12 – Get their information, don’t just give out yours
5:33 – The value of asking for permission
Listen to the new monthly series, MDRT Presents: @mdrtpresents
7 min
October 02, 2017 What you learn from listening to recordings of yourself
Self-evaluation can be difficult, especially when you feel good about the job you’re doing. In this episode, MDRT members discuss how recording themselves and listening to the footage has led to effective adjustments in how they communicate with clients.
You’ll hear from:
Daniel Evan Jossen, CFP
Keunhwa Lori Moon
David John Munson Jr.
Episode breakdown:
0:35 – Training before the game
1:22 – Establishing the rehearsal process
2:21 – “Watching the game tape”
3:15 – When a presentation goes too fast
4:34 – Identifying flaws in your performance
5:25 – Exchanging words for value
6:01 – Feeling surprised when clients don’t understand
7:40 – Being a financial therapist
Listen to the new monthly series, MDRT Presents: @mdrtpresents
11 min
September 01, 2017 How to get clients to think and talk about retirement
For many, retirement is easier said than done, with a lot of uncertainty about what to do and how much it will cost. In this episode, MDRT members discuss how they address the financial challenges of retirement with clients while helping them understand the questions that they should ask themselves.
You’ll hear from:
Harpreet Atwal
Richard Jones, CFP
Brent Kimball, ChFC, CFP
Michaela Scott, CFP, RICP
Episode breakdown:
0:33 – How much money you need vs. how much you think you need
1:24 – Getting people to understand how to think critically about retirement
2:10 – The challenges of comparing one retirement to another
3:44 – A powerful question to ask clients
5:14 – Recognizing where money came from and where it’s going
6:40 – “You’re it for my family”
8:50 – The athletic chief of medicine’s quadruple bypass
11:31 – Helping clients acknowledge the impact of income-debilitating events
13:07- Two spectrums of rewarding experiences with retirement planning
Listen to the new monthly series, MDRT Presents: @mdrtpresents
17 min
July 31, 2017 How to make joint work work for you
Through communication and teamwork, joint work can help advisors be greater than the sum of their parts. In this episode, MDRT members discuss how they have created successful collaborations and learned to avoid personality-driven roadblocks.
You’ll hear from:
Brian D. Cichy, BS, CLTC
Fred O’Connor, ChFC, CFP
Episode breakdown:
0:45 - Different paths to success
1:42 - Setting expectations
3:31 - No benefit in bad-mouthing
4:58 - Clicking with the right person
7:16 - Case-by-case basis
8:30 - The danger in overanalyzing
10:30 - Groups vs. partnerships
11:36 - Identifying individual expertise
Listen to the new monthly series, MDRT Presents: @mdrtpresents
16 min
June 29, 2017 Improve communication with clients and staff
How do advisors confront difficult situations in terms of interacting with others? In this episode, MDRT member Douglas B. Miller, CLU, CFP, discusses communication challenges and how to benefit from increased clarity and accountability.
Episode breakdown:
0:23 – The patience to understand clients’ hesitation
1:09 -- Leading them to a decision
1:52 - Working with people who think differently
3:10 - Making communication more concise
4:57 - Competition with search engines
6:13 - Are clients receiving enough coverage through their employer?
7:50 - When you shouldn’t do something you love
9:40 - Acknowledging a mistake to a client
10:48 - Gaining trust through accountability
Listen to the new monthly series, MDRT Presents: @mdrtpresents
12 min
June 01, 2017 Why you should hire a coach and how to find the right one
How do you identify the opportunities for improvement in your business, and how do you hold yourself accountable? In this episode, MDRT members talk about how coaches have helped their business, and how they determined who those guides should be.
You’ll hear from:
Clay Gillespie, CFP, CIM
Daniel O’Connell, MBA
Episode breakdown:
0:24 – Why do you use a coach?
1:14 – How do you pick a coach?
2:41 – What changes have you seen as a result?
4:01 – The challenge of self-awareness
5:41 – Aligning with the right person
7:08 – What are you worried about?
8:13 – Did the coach’s findings surprise you?
9:17 – The power of accountability
Listen to the new monthly series, MDRT Presents: @mdrtpresents
11 min
May 01, 2017 How workflow and morale impact office efficiency
How well does everyone in your office communicate, and how does this affect the performance of the business? In this episode, MDRT members discuss how setting up procedures to establish understanding and maintain positivity elevates their practice.
You’ll hear from:
Aaron Soto Alvarez
Dennis Wayne Bell, CFP, CHS
Stuart J. Birkel
Beth Lachance Hesson, CFP, CLU
Listen to the new monthly series, MDRT Presents: @mdrtpresents
12 min
April 03, 2017 Part 1: The decision that got me to Top of the Table
There are many ways to reach Top of the Table-level production. In this episode, MDRT members discuss how they’ve been able to qualify for Top of the Table annually, often as a result of recognizing client needs that aren’t being served.
You’ll hear from:
Alison Murdock
Van Mueller, LUTCF
James J. Silbernagel, LUTCF, CFP
Part 2: How to grow beyond Top of the Table
https://soundcloud.com/mdrt-podcast/part-2-how-to-grow-beyond-top-of-the-table
Listen to the new monthly series, MDRT Presents: @mdrtpresents
11 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.