MDRT Podcast

By MDRT PodcastBusiness

MDRT Podcast episodes

September 01, 2022 Unique gifts I give high-net-worth clients
If you give a gift to a high-net-worth client, you want to make sure it’s something they actually want — and something they aren’t receiving from everybody else. In this episode, MDRT members explain how they identify what this particular clientele would appreciate from you and how to deliver that with sincerity and impact.
You’ll hear from:
Aaron Kane, AFA, B Bus
Adam Thomas Rex, AIF, CFP
Episode breakdown:
0:25 – Avoiding repetition in gifting
1:54 – Recognizing when high-net-worth clients are charitably inclined
4:43 – Generating client buy-in and fun with regular initiatives
6:06 – Embracing spontaneity for client gifts
Listen to the monthly series, MDRT Presents: @mdrtpresents
10 min
August 01, 2022 How I handled a tough decision in my practice
What did you do when you realized you had to increase accountability in your team? Or go your separate ways from a mentor? Or adjust your role to support a parent? In this episode, MDRT members explain how they dealt with a difficult crossroads in their practice.
You’ll hear from:
Xiao Chen
Chad Demarre
Maria Josefa Garcia
Stacy L. Kahan, CLU, RFC
Episode breakdown:
0:35 – Fixing problems and empowering team members to be both vocal and accountable
2:44 – Discovering and adapting to philosophical differences with a mentor
4:31 – Passing on a steadier role to focus on individual success and family care
6:06 – Learning what opportunities to pass on
Listen to the monthly series, MDRT Presents: @mdrtpresents
11 min
July 01, 2022 Clarifying important information with difficult clients
How do you explain to a client why their coverage was denied? Or to a person close to you that they urgently need more coverage? In this episode, MDRT members explain how they share necessary information to handle challenging conversations.
You’ll hear from:
Yakov Baylis, CLU, ChFC
Edward M. Burnett, RICP
Russell L. Clousing, ChFC, CLU
Episode breakdown:
0:33 – Talking with a client who wants you to accept blame for their coverage being declined
1:44 – Helping clients with a family member who has long created problems for you
3:34 – Explaining the reason for a fee for financial planning
6:03 – Advocating to your own parent about the need for more coverage
Listen to the monthly series, MDRT Presents: @mdrtpresents
9 min
June 01, 2022 When I realized giving is important and how it overlaps with my business
Where do your philanthropic priorities come from, and how do you ensure these are represented in your practice? In this episode, MDRT Foundation board members explain the source of their motivation to give and how they have seen these benefits in the professional world as well as their personal lives.
You’ll hear from:
Adrian P. Baker, DipPFS
Priti Ajit Kucheria, CFP, LUTCF
Episode breakdown:
0:30 – Evaluating a nation by how it helps the next generation
1:01 – Learning to share at a young age
2:51 – Passing along your spirit of giving to family members
3:42 – Representing that generosity in your business
5:29 – Find others who want to answer the question of “What are we here for?”
Listen to the monthly series, MDRT Presents: @mdrtpresents
8 min
May 02, 2022 How I develop camaraderie among staff members
Can the people on your team bond both through celebrating each other and through friendly competition? How do you create closeness virtually? In this episode, MDRT members share their strategies for advancing relationships among the staff.
You’ll hear from:
Aaron Kane, AFA, B Bus
Adam Thomas Rex, AIF, CFP
Episode breakdown:
0:26 – Establishing a team agreement as a springboard to peer recognition
3:17 – Using an employee value proposition just as you would for clients
4:53 – Facilitating a financial dialogue for staff members
7:04 – Driving closeness through competition
8:08 – Creating social events outside and bringing guest speakers inside
9:55 – Working to develop camaraderie with virtual team members
13:34 – Learning about colleagues through personality tests and increased clarity
Listen to the monthly series, MDRT Presents: @mdrtpresents
20 min
April 01, 2022 Turning referrals into reciprocal introductions
Do you know how to ensure the quality of your referrals? How do you maintain reciprocity with those who refer to you? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey share techniques for establishing a productive and positive pipeline of introductions.
Episode breakdown:
0:28 – Understanding the difference between referrals and introductions
2:25 – Incorporating a scorecard into your referral process
4:45 – Establishing the criteria to judge reciprocal relationships
8:42 – Recognizing that the more you give, the more you get back
9:55 – Creating a culture of introductions
Listen to the monthly series, MDRT Presents: @mdrtpresents
13 min
March 01, 2022 A client experience when I didn't know what to do
What do you say if a client complains? Or if you need to help clients understand adjustments that are requested by underwriting? In this episode, MDRT members share times when they weren’t sure how to communicate with clients, and what they did to improve the situations.
You’ll hear from:
Xiao Chen
Chad Demarre
Maria Josefa Garcia
Stacy L. Kahan, CLU, RFC
Episode breakdown:
0:36 – Figuring out how to respond to client complaints
2:08 – Executing conversations about changes necessary for policy approval
5:23 – Ensuring that clients know you take their health seriously
7:44 – Anticipating and reacting to adversity
Listen to the monthly series, MDRT Presents: @mdrtpresents
11 min
February 01, 2022 Finding appropriate ways to discuss insurance at unexpected times
Do you know when you should and shouldn’t try to find new clients – and how to start the conversation when the time is right? In this episode, MDRT members share how they toe that line and make sure to say the right things to the right people.
You’ll hear from:
Carla Brown, FPFS
Matthew Richard Duffy, LUTCF, FSS
Episode breakdown:
0:29 – Appropriately sharing a story if someone mentions a topic related to what you do
1:33 – Unexpectedly coming back with new clients after family events
2:32 – Developing new clients around the campfire
4:01 – Making a priority of working with nice people
Listen to the monthly series, MDRT Presents: @mdrtpresents
8 min
January 03, 2022 A specific challenge I have with a client or staff member
How do you handle difficulties in your practice that come from generational disagreements? Or from clients whose behavior can be draining on you? In this episode, MDRT members share their challenges and strategies to handle them.
You’ll hear from:
Peter Jason Byrne
Danielle J. Genier, CFP, CLU
Jonathan Godshall Camacho, LUTCF, MBA
Randall D. Kaufmann
Episode breakdown:
0:34 – Reconciling generational challenges and client service moving forward
2:11 – Changing processes rather than changing individuals
4:25 – Adapting approaches when working with your spouse
6:32 – Handling clients who refuse to listen to your budget recommendations
10:02 – Maintaining calm when a client becomes overwhelming
Listen to the monthly series, MDRT Presents: @mdrtpresents
16 min
December 01, 2021 How to make time to give back
Do you know how to arrange your schedule to do what you want to do, not just what you need to do? During a conversation at MDRT headquarters before the pandemic, then-MDRT Foundation board members explained how they make their priorities an actual priority.
You’ll hear from:
Elaine Milne, Dip PFS
Ted Rusinoff, CFP
Episode breakdown:
0:31 – Making time for what’s important to you
1:48 – How to create that time in your schedule
4:09 – Focusing not on growing the flower but on the environment where it grows
7:34 – Becoming energized through work with the Foundation
Listen to the monthly series, MDRT Presents: @mdrtpresents
10 min

About MDRT Podcast

From the publisher's feed

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.