MDRT Podcast

By MDRT PodcastBusiness

MDRT Podcast episodes

May 01, 2024 What to do and not do for joint work
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
7 min
April 01, 2024 How I navigate awkward conversations with clients
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
12 min
March 01, 2024 Smoothing out some complexities of business transition
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
15 min
February 01, 2024 How I ensure that clients understand their finances
What can advisors do to confirm that clients are not just listening but processing the information that has been discussed? In this episode, MDRT members share communication techniques that help keep everyone on the same page and prevent confusion or frustration on either side.
You’ll hear from:
Joseph Tan, ChFC, CLU
Abigail Venida Yabot
Episode breakdown:
0:22 – Presenting an amount of information that won’t overwhelm clients
3:12 – Maintaining clarity by giving clients three types of advice
6:36 – Creating trust to drive understanding when it feels like clients aren’t listening
8:20 – Recognizing when something is missing from the client’s ability to move forward
10:19 – Making sure to give clients ownership over their decisions
Listen to the monthly series, MDRT Presents: @mdrtpresents
13 min
January 02, 2024 How MDRT Executive Committee members start the year off right
How can you ensure that you have a successful start to 2024? What should you keep in mind throughout the year to maintain consistent success? In this episode, members of the MDRT Executive Committee explain how they prepare for the arrival of January and keep a steady perspective on their processes regardless of the month.
You’ll hear from:
MDRT President Gregory B. Gagne, ChFC
MDRT Secretary Clay Gillespie, CIM, CFP
MDRT First Vice President Carol Kheng, ChFC
MDRT Second Vice President John F. Nichols, CLU, MSM
Episode breakdown:
0:34—Planning for the new year before it starts
2:48—Beginning January with focus and a fast pace
6:43—Avoiding a sense of starting over as the year begins
8:26—Applying learning from January 2023 to January 2024
15:39—Remembering to make thoughtful decisions in January
Listen to the monthly series, MDRT Presents: @mdrtpresents
20 min
December 01, 2023 Unique insights about what makes clients open up or shut down
Even veteran advisors continually learn new communication techniques in pursuit of making clients comfortable and willing to share their feelings. In this episode, MDRT members identify situations in which clients have been especially open (or had difficulty opening up), and what that taught them for conversations moving forward.
You’ll hear from:
Alessandro M. Forte, DipPFS, CSP
Renee Hanson, CFP, CDFA
Episode breakdown:
0:31—Starting a podcast as a way of sharing memorable client stories
2:24—Discovering people’s universal interest in talking about problems and successes
5:54—Identifying an opportunity to help women in transition
9:10—Learning how to communicate with clients during an awkward moment
10:49—Seeing the benefits of vulnerability during conversations
Listen to the monthly series, MDRT Presents: @mdrtpresents
13 min
November 01, 2023 Something coming up that I’m excited about in my practice
Even the most successful advisors continue to embrace change and create excitement for the future. In this episode, MDRT members share what they’re innovating and how these ideas will enhance their business.
You’ll hear from:
Aaron Kane, AFA, B Bus
Adam Thomas Rex, AIF, CFP
Episode breakdown:
0:27—Developing adjustments for a new office
2:02—Creating marketing around a major milestone
3:12—Establishing a process to generate Google reviews from clients
4:46—Building Zoom rooms and investing in technology
Listen to the monthly series, MDRT Presents: @mdrtpresents
7 min
October 02, 2023 Expert insights about what to do in an acquisition
Buying a practice requires research, communication, and much, much more. In this episode, MDRT member D. Kyle Atkins, CFP, CLU, and president of Succession Resource Group David Grau Jr. explain essential ways for you to set the course for business acquisition success.
Episode breakdown:
0:35–Dedicating the necessary time for each step in the process
2:55—Developing simplicity and know-how
3:18—Establishing both clarity and cultural fit
5:11—Asking questions and listening, just as you would with a client
7:44—Adapting when a seller changes their mind about something
Listen to the monthly series, MDRT Presents: @mdrtpresents
11 min
September 01, 2023 Quick steps to gain more clients and referrals
How do you turn business growth from a dream into a reality? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey explain how to push through reluctance and establish a time-tested system for expanding your clientele.
Episode breakdown:
0:30—Overcoming fears about asking for introductions
2:16—Benefiting from repetition and getting outside your comfort zone
3:30—Identifying your goals and finding your right-fit client
4:17—Developing a process and practicing it enough to be successful
5:53—Learning from the world’s best athletes
Listen to the monthly series, MDRT Presents: @mdrtpresents
8 min
August 01, 2023 Using the power of unselling to finance education and retirement
How do you understand clients’ needs so that they see you as someone who can help them, rather than someone who is selling to them? In this episode, MDRT members explain how they establish these strong connections that can unlock the effective technique of “unselling.”
You’ll hear from:
Joseph Tan, ChFC, CLU
Abigail Venida Yabot
Episode breakdown:
0:27 – Focusing on the client’s magic numbers
2:41 – Recognizing the impact of unselling
4:17 – Serving as the “prudent mom” for clients
7:38 – Learning retirement lessons from a colleague’s experience
11:36 – Becoming a godparent to clients’ children
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.