At some point, all advisors face the challenging situation of knowing that they aren’t the right person to work with a client. In this episode, MDRT members explain how they recognize the need for this delicate exchange, and how they handle it.

You’ll hear from:

Alessandro M. Forte, DipPFS, CSP

Renee Hanson, CFP, CDFA

Episode breakdown:

0:28 – Establishing expectations for client interactions

2:36 – Developing the skill of knowing when to walk away

4:33 – Having the hard conversation with clients about not being a good fit

6:25 – Identifying communication preferences to improve interpersonal dynamics

8:45 – Fostering positive outcomes while indicating that something isn’t working

13:31 – Determining if the advisor or the client will be making the rejection

Listen to the monthly series, MDRT Presents: @mdrtpresents

If discomfort arises among employees in your office, how do you address and move forward from the situation? In this episode, MDRT members share how they develop a straightforward, successful approach when tense or complicated situations arise.

You’ll hear from:

Aaron Kane, AFA, B Bus

Adam Thomas Rex, AIF, CFP

Episode breakdown:

0:29 – Creating an open-door environment to bring up issues as needed

1:28 – Establishing procedures to get every employee on the same page

3:58 – Addressing problems independently while empowering staff members

5:26 – Understanding the different performance expectations for different people in the office

6:46 – Ensuring that employees understand how any changes will benefit them and the clients

Listen to the monthly series, MDRT Presents: @mdrtpresents

Just because you know the importance of seeking balance in and out of work doesn’t mean that it’s easy to accomplish. In this episode, members of the MDRT Executive Committee share how they make a priority of MDRT’s Whole Person concept and adjust if they are struggling to put their intentions into action.

You’ll hear from:

MDRT President Carol Kheng, ChFC

MDRT First Vice President John F. Nichols, CLU, MSM

Episode breakdown:

0:32 – Looking at different life components like spokes on a wheel

1:42 – Pursuing a feeling of being centered rather than balanced

3:09 – Determining and maintaining your version of a right-fit morning

5:16 – Handling adversity when your processes aren’t working as well

7:12 – Benefiting by resisting the temptation to compare yourself to others

Listen to the monthly series, MDRT Presents: @mdrtpresents

What can you do to not just accept new regulations but thrive through adaptation and compliance? In this episode, MDRT members explain how their perspective and ability to take action has led them to turn regulation into opportunity and success.

You’ll hear from:

Simon D. Lister, Dip PFS

Jamie McIntyre, CFP

Episode breakdown:

0:34—Focusing on the benefits that come from required additional qualifications

3:10—Why resistance only leads to greater difficulty

5:39—Utilizing regulations as a chance to further define your ideal clientele

7:41—How to create time to meet regulation standards and drive business success

13:15—Turning frustration into empowerment

Listen to the monthly series, MDRT Presents: @mdrtpresents

With the many ways an acquisition can go wrong, how can you circumvent these problems in pursuit of success? In this episode, MDRT member D. Kyle Atkins, CFP, CLU, and president of Succession Resource Group David Grau Jr. explain what to avoid and what to do instead to foster more effective decisions and business transitions.

Episode breakdown:

0:34 – Why you shouldn’t call the biggest and best clients first

3:01 – Establishing clarity for a valuation

6:05 – Communicating the transition plan to a soon-to-be-retiring advisor

7:57 – Turning preparation and teamwork into success

10:43 – Ensuring that opinions match with facts

Listen to the monthly series, MDRT Presents: @mdrtpresents

What questions can lead clients to provide the information that guides your recommendations? What personal experience should you offer to demonstrate how you can help your ideal clients? In this episode, MDRT members share techniques for turning effective communication into strategic financial planning.

You’ll hear from:

Joseph Tan, ChFC, CLU

Abigail Venida Yabot

Episode breakdown:

0:26 – Demonstrating authenticity with your target market

2:35 – Determining the right amount of talking and listening with clients

4:16 – Utilizing strong communication to motivate clients to share information

7:02 – Offering personal information to connect experience to expertise

9:08 – Transitioning from reflections to planning that can be both aspirational and practical

Listen to the monthly series, MDRT Presents: @mdrtpresents

With so much to consider about identifying and working with centers of influence, what best practices can you follow to create these connections? In this episode, MDRT members share strategies they’ve developed to drive effective relationships with these important professional partners.

You’ll hear from:

Alessandro M. Forte, DipPFS, CSP

Renee Hanson, CFP, CDFA

Episode breakdown:

0:30 – Challenges involved in utilizing centers of influence to find the right clients

1:20 – Determining what value you can provide to centers of influence

3:35 – Reframing your thinking to overcome fear about developing COI relationships

7:24 – The benefits of distributing an At-A-Glance card

10:11 – Developing additional educational materials for both clients and COI

11:46 – Creating new opportunities to develop clarity and relationships with COI

14:08 – Establishing the importance of you and COIs staying present in each other’s lives

16:07 – Creating a strong sense of reputation and reciprocity

19:44 – Documenting your recommended COIs to clients

Listen to the monthly series, MDRT Presents: @mdrtpresents

While many advisors recognize the benefits of partnering with other professionals to help their clients, doing that successfully often requires practice and adaptation. In this episode, members of the MDRT Executive Committee explain how they have learned to identify and thrive in these collaborative circumstances.

You’ll hear from:

MDRT President Gregory B. Gagne, ChFC

MDRT Secretary Clay Gillespie, CIM, CFP

Episode breakdown:

0:25 – Levelling up by finding a mentor

0:57 – Recognizing when someone else is better at something than you

2:09 – What to do when someone else can be more helpful to your client

2:55 – Serving your clients best by focusing on what’s in your area of expertise

3:40 – Creating a process to systematize what you do best

4:57 – Setting expectations with clients at the beginning of your relationship

Listen to the monthly series, MDRT Presents: @mdrtpresents

What do you say when clients want you to resolve family conflict or say something that they are struggling to communicate? In this episode, MDRT members share how they maintain harmony, professionalism, and service when faced with some potentially uncomfortable situations.

You’ll hear from:

Aaron Kane, AFA, B Bus

Adam Thomas Rex, AIF, CFP

Episode breakdown:

0:24 – Handling a difference of opinion between parents and their child

3:11 – Being asked to encourage someone toward retirement

6:50 – Determining how to reset client relationships

9:41 – Developing two different models of service

Listen to the monthly series, MDRT Presents: @mdrtpresents

How do you streamline the many challenges that occur as a business is acquired? In this episode, MDRT member D. Kyle Atkins, CFP, CLU, and president of Succession Resource Group David Grau Jr. share techniques they’ve learned to help minimize roadblocks and pursue success and happiness between buyer and seller.

Episode breakdown:

0:38 – Steps to simplify both quantitative and qualitative questions

3:07 – Best practices to retain clients after an acquisition

5:23 – How to figure out challenging timelines regarding payment

8:43 – Learning from internal and external acquisitions

10:12 – Considering certain compromises because of the size of a practice

Listen to the monthly series, MDRT Presents: @mdrtpresents