MDRT Podcast

By MDRT PodcastBusiness

MDRT Podcast episodes

June 30, 2023 What advisors might not know about working with a culturally specific niche
Advisors know the importance of seeking to understand each client as an individual. In this episode, MDRT members explained how they work to recognize and support the cultural backgrounds of their clientele, whether that resembles their own experience or not.
You’ll hear from:
Xiao Chen
Chad Demarre
Maria Josefa Garcia
Episode breakdown:
0:27—Why translation needs to be done by someone in the business
2:21—How perspectives on life insurance can change based on personal background
3:03—Changing your approach based on new prospect experiences
3:50—Understanding how cultural differences can lead to different perceptions
4:53—Recognizing how past experience could influence current opinions
Listen to the monthly series, MDRT Presents: @mdrtpresents
6 min
June 01, 2023 Establishing the rules of engagement with your prospect
How do you ensure that you and a potential client are on the same page about your relationship? In this episode, MDRT members explain how they communicate the essential information and decide what steps to take next.
You’ll hear from:
Alessandro M. Forte, DipPFS, CSP
Renee Hanson, CFP, CDFA
Episode breakdown:
0:29 – Communicating the two goals for the initial meeting
1:55 – Creating accountability in the prospect for the advice you give
3:24 – Determining whether or not you and a prospect are a good match
5:01 – A common mistake advisors should be aware of
Listen to the monthly series, MDRT Presents: @mdrtpresents
7 min
May 01, 2023 Developing processes for enhanced client service and staffing performance
How do you utilize technology, consultants or otherwise to improve and expand your practice? In this episode, MDRT members explain the approaches they embrace and the benefits that result.
You’ll hear from:
Aaron Kane, AFA, B Bus
Adam Thomas Rex, AIF, CFP
Episode breakdown:
0:29 – Streamlining and automating using technology
2:25 – Utilizing training boards via Zoom to create training manuals
5:03 – Innovating through business planning and new ways to reach clients
9:02 – Increasing social media content, particularly video
10:36 – Determining what information to share in video content
Listen to the monthly series, MDRT Presents: @mdrtpresents
15 min
April 03, 2023 How I match my fact-finding to my target market
How do you gather information from prospects and clients in a way that showcases your own expertise? Should you do advance research? In this episode, MDRT members share their best practices for generating the trust that leads their specific clientele to open up.
You’ll hear from:
Joseph Tan, ChFC, CLU
Abigail Venida Yabot
Episode breakdown:
0:28 – Doing research to find common interests and generate trust
1:31 – Ensuring you prioritize both character and competence
3:01 – Utilizing social media as a guide for prospecting
5:53 – Staying top-of-mind with potential clients who are parents
8:00 – Demonstrating expertise with couples
Listen to the monthly series, MDRT Presents: @mdrtpresents
14 min
March 01, 2023 Generating the right referrals while offering incentives
What can you offer clients as a way to say thank you? What item or event will get them talking about you? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey explain how to successfully utilize gifts – pending compliance approval – and other initiatives to enhance relationships and drive referrals.
Episode breakdown:
0:28 – Matching intangible products with tangible gifts
1:41 – Identifying a range of ways to say thank you – and drive referrals
5:05 – Distinguishing between a gift and a promotional item
8:24 – Creating different opportunities for client appreciation
10:44 – Ensuring that you’re being referred to the right people
Listen to the monthly series, MDRT Presents: @mdrtpresents
16 min
February 01, 2023 Caring for clients who’ve experienced a lifequake
What should you say — or not say — to clients who are especially vulnerable? In this episode, MDRT members explain how they support clients going through particularly challenging times, whether it’s a death, divorce or otherwise.
You’ll hear from:
Alessandro M. Forte, DipPFS, CSP
Renee Hanson, CFP, CDFA
Episode breakdown:
0:32—Learning about the importance of not making assumptions
2:50—Developing a process for working with vulnerable clients
8:26—Adapting to circumstances outside of the norm
9:48—Recognizing that lifequakes can be both big and small
Listen to the monthly series, MDRT Presents: @mdrtpresents
14 min
January 03, 2023 How my staff reviews our performance and pursues efficiency
Every advisor wants to help their team perform at its highest level. But how do you actually do that in the short term and evaluate that in the long term? In this episode, MDRT members share techniques for maximizing the way their practice performs as a team.
You’ll hear from:
Aaron Kane, AFA, B Bus
Adam Thomas Rex, AIF, CFP
Episode breakdown:
0:28–Defining goals and specific ways to execute them
2:52—Creating clarity from a sense of ownership
5:14—Converting in-person meetings to discussions on a virtual whiteboard
7:34—Benefiting from team members setting their own success factors
10:17—Developing a way to evaluate those success factors
Listen to the monthly series, MDRT Presents: @mdrtpresents
15 min
December 01, 2022 Overcoming challenges related to multi-generational referrals
Can you treat an entire family as if they are an individual client? What decisions might be forgotten in how one generation’s decisions impact another’s? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey explain how they navigate relationships among multiple generations.
Episode breakdown:
0:27—Seeing family members as separate clients rather than one unit
1:56—Establishing part of a generational plan that can go overlooked
4:44—Creating a pipeline for a younger client base that’s just as loyal
7:31—Handling a multi-generational referral that may be less than ideal
9:28—Navigating delicate relationships within families
Listen to the monthly series, MDRT Presents: @mdrtpresents
14 min
November 01, 2022 Steps to create consistency through communication and culture
What are the keys to ensuring your team is on the same page? What conflicts can arise without this structure and connection in place? In this episode, MDRT members share how they benefit from a staff that runs on clarity, process and positivity.
You’ll hear from:
Carla Brown, FPFS
Matthew Richard Duffy, LUTCF, FSS
Episode breakdown:
0:26—Learning how staff members like to be communicated with
1:23—Establishing systems so everyone knows what to expect
2:12—When team members aren’t on the same page about communication
4:03—Defining consistency and unity to avoid surprises or tension
6:01—Spotting red flags for a candidate that could be a poor fit with the team
Listen to the monthly series, MDRT Presents: @mdrtpresents
7 min
October 03, 2022 How to monitor and adjust existing relationships with centers of influence
What do you do if a COI hasn’t referred back to you? Or your instinct tells you that this professional relationship might not work out? In this episode, MDRT members share how they check in on their interactions with COIs to ensure the dynamic remains beneficial.
You’ll hear from:
Alessandro M. Forte, DipPFS, CSP
Renee Hanson, CFP, CDFA
Episode breakdown:
0:33—Identifying if a relationship is reciprocal
3:23—Considering the reason to connect with a COI in the first place
5:05—Being honest and transparent about what’s best moving forward
8:00—Likening professional relationships to dating
Listen to the monthly series, MDRT Presents: @mdrtpresents
12 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.