MDRT Podcast

By MDRT PodcastBusiness

MDRT Podcast episodes

November 01, 2021 A time when I failed with a client
Not every client takes your advice or puts a plan in place when they need it. In this episode, MDRT members share difficult experiences and what they learned for next time.
You’ll hear from:
Yakov Baylis, CLU, ChFC
Edward M. Burnett, RICP
Russell L. Clousing, ChFC, CLU
Episode breakdown:
0:33 – When a client rejects or misuses your advice
3:21 – What I changed to prevent future recurrence of problems
4:08 – When tragedy follows inaction
6:25 – Learning not to respond to a challenging email so quickly
9:35 – How different forms of communication relate to documentation
Listen to the monthly series, MDRT Presents: @mdrtpresents
14 min
October 15, 2021 Best practices to generate referrals through events
How do you make sure you are conducting yourself appropriately with clients and prospects at events? How do you adjust your approach between in-person and virtual events? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey share how you can utilize a variety of events to expand your practice.
Episode breakdown:
0:32 – Benefiting from virtual events and developing business friendship
2:45 – Establishing comfort levels for an event
5:02 – Nuances involved in managing these relationships
8:20 – Remembering to have patience and build trust
11:32 – The benefit of small events vs. large events
15:48 – Learning from mistakes at past events
18:45 – Applying these lessons to virtual events
26 min
October 01, 2021 How to be referred to more high-net-worth clients
If you want a particular type of referrals, first you need to make sure your clients know who those people are. Then you need to follow through and take time to establish relationships. In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey share how you can meet and work with more clients in the high-net-worth space.
Episode breakdown:
0:27 – Being selective about who you ask for HNW referrals
3:50 – The importance of the phrase “The timing isn’t right”
5:05 – Refining the process of identifying your ideal client
6:32 – Adjusting your language as you gain experience
8:56 – A surprising experience with a referral
10:52 – Making sure valued clients don’t think you don’t want to work with them anymore
Listen to the monthly series, MDRT Presents: @mdrtpresents
15 min
September 15, 2021 Social media lessons to drive prospecting
How do you ensure that the right people are seeing what you post on social media? Should you be sharing information about your products, your team, or your family? In this episode, MDRT members share the digital changes that have helped connect with new clients.
You’ll hear from:
Carla Brown, FPFS
Matthew Richard Duffy, LUTCF, FSS
Episode breakdown:
0:27 – Adjusting strategy on Facebook to increase exposure
3:21 – Driving engagement through posts about your team
6:18 – How to evaluate what is and isn’t working
Listen to the monthly series, MDRT Presents: @mdrtpresents
10 min
September 01, 2021 Best practices for consistent production
How do you ensure your practice is running smoothly throughout the year? Do you gather feedback from clients, and what do you do with that information? In this episode, MDRT members share changes they have made to ensure consistency in their business.
You’ll hear from:
Carla Brown, FPFS
Matthew Richard Duffy, LUTCF, FSS
Episode breakdown:
0:27 – The benefits of bringing in an operations manager
2:16 – Avoiding inconsistency with an intake form and a survey
5:41 – The value of using a follow-up questionnaire
6:43 – Changes made to improve and learn from the survey
9:16 – Determining that the operations manager was helping establish consistency
Listen to the monthly series, MDRT Presents: @mdrtpresents
11 min
July 30, 2021 Adapting to new and surprising circumstances with staff
In the last year, many advisors have had to embrace virtual options that they never considered before. In this episode, MDRT members share how they adapt to continuing changes to ensure not just that their practice is running smoothly but that their team members are happy as well.
You’ll hear from:
Carla Brown, FPFS
Matthew Richard Duffy, LUTCF, FSS
Episode breakdown:
0:35 – Changing from all face-to-face to all virtual
1:50 – The benefits of asking staff "What do you like least about your job?"
3:51 – How to decide between standardized vs. customizable policies for clients and staff
5:20 – When something mandatory becomes merely encouraged
7:40 – Determining what is and isn't OK when someone works from home
9:27 – How hiring changes when it doesn't matter where staff is located
Listen to the monthly series, MDRT Presents: @mdrtpresents
11 min
July 01, 2021 How the pandemic changed how I discuss insurance
In a different world, there are different ways to approach the way you communicate with clients about their coverage. In this episode, MDRT members share how they have adjusted discussions of unemployment, retirement and more.
You’ll hear from:
Lam Pui Ka
Brad J. Myers
Leena Parwani, MBA, Cert CII
Episode breakdown:
0:34 – A difficult lesson about non-disclosure cases
7:22 – Revising plans for older clients who have lost their jobs
13:44 – Reframing the pandemic as a preview of retirement
16:05 – Figuring out how to explain the benefits of insurance to someone who doesn’t believe in it
Find more resources to help you focus on the here and now: rz.mdrt.org/productivity-kit/
Listen to the monthly series, MDRT Presents: @mdrtpresents
24 min
June 01, 2021 Moments when clients have shown unexpected appreciation
You probably aren’t anticipating that clients will go out of their way to make sure that you are properly compensated. In this episode recorded before the pandemic, MDRT members share times when they have been taken aback by gratitude from clients.
You’ll hear from:
Leanne Barbara Bull, Dip FP, CFP
David Meszaros, CFP
Paresh B. Shah, CFP
Episode breakdown:
0:36 – When clients insist to pay even when you’ve offered them a free meeting
2:14 – Making a priority of clients who are invested in you
4:50 – The surprise of clients being concerned about your finances
7:48 – Receiving unexpected praise and engagement from new clients
9:54 – The importance of aligning your fees with the value you deliver
10:43 – The impact of video testimonials from appreciative clients
Listen to the monthly series, MDRT Presents: @mdrtpresents
14 min
April 30, 2021 How to adapt pre-pandemic approaches to show you care
Maybe you were used to fostering connections entirely in-person with gifts or meals. In this episode recorded in November 2020, MDRT members explain how they were able to convert their previous ideas to work during difficult times.
You’ll hear from:
Lam Pui Ka
Brad J. Myers
Leena Parwani, MBA, Cert CII
Episode breakdown:
0:30 – Adjusting seasonal traditions to maintain connections
1:11 – Helping staff members with current needs
3:27 – Utilizing the engagement of Instagram stories
7:08 – Creating a conversation around pop culture
Find more resources to help you focus on the here and now: rz.mdrt.org/productivity-kit/
Listen to the monthly series, MDRT Presents: @mdrtpresents
10 min
April 15, 2021 Mini-episode: How I’ve grown recently
Have you changed your view of your work-life balance? Or of the way you build your clientele and staff? In this episode, MDRT members share the progress they have made, and what it means for their practices.
You’ll hear from:
Leanne Barbara Bull, Dip FP, CFP
David Meszaros, CFP
Paresh B. Shah, CFP
Episode breakdown:
0:35 – Reframing how you perceive your work and your time off
1:17 – A new perspective while operating independently
1:54 – Benefiting from a bigger pool of applicants to your team
Listen to the monthly series, MDRT Presents: @mdrtpresents
4 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.