MDRT Podcast

By MDRT PodcastBusiness

MDRT Podcast episodes

April 01, 2021 Becoming a resource to clients and staff when circumstances change
There have been countless unexpected challenges to navigate in the last year, from educating clients about COVID coverage to developing new procedures for remote staff. In this episode, MDRT members share how they have adapted to help clients, team members and themselves succeed in the face of difficulty.
You’ll hear from:
Lam Pui Ka
Brad J. Myers
Leena Parwani, MBA, Cert CII
Episode breakdown:
0:34 – Helping clients know about COVID-related coverage and treatment
3:04 – The importance of ensuring that clients are aware of what you can do
4:32 – Creating webinars focused on timely concerns for clients
10:34 – Where that information comes from if it’s not part of your expertise
13:29 – Developing new onboarding procedures when the team works remotely
16:48 – Strategies to foster increased virtual communication with new staff
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
19 min
March 01, 2021 Is it necessary to scare clients about income replacement?
Similar to “Goldilocks and the Three Bears,” there are ways to discuss insurance coverage that are too hot, too cold, and just right. In this episode, MDRT members share how they make sure their conversations and questions establish the right tone with clients.
You’ll hear from:
Everett Revere Foxx
Steven Genoff, CFP
Brandon Green, ChFC, CLU
Dana Mitchell, CLU, CFP
Episode breakdown:
0:33 – Opening the conversation and learning about others they know who have been affected
1:25 – Establishing the implications of not creating this coverage
2:23 – Recognizing the responsibility of the advisor to be bold and ask thought-provoking questions
3:02 – An approach to questioning that is too soft
3:52 – An approach to questioning that is too harsh
5:32 – How to ask follow-up questions when you want to know more
7:24 – Why you want the client to see you as a teammate, not an opponent
Listen to the monthly series, MDRT Presents: @mdrtpresents
MDRT is proud to support the Help Protect Our Families initiative: https://www.limra.com/helpprotectourfamilies
9 min
February 01, 2021 Easily overlooked improvements that have happened during tough times
Have you recently started making your own YouTube videos or sending out cookies to clients? In this episode, MDRT members share potentially underrated adjustments they have made that have made a difference during a challenging period.
You’ll hear from:
Lam Pui Ka
Brad J. Myers
Leena Parwani, MBA, Cert CII
Episode breakdown:
0:34 – Helping a new group of people through YouTube videos
2:33 – Developing connections through a new review program
6:33 – Fostering client touchpoints like virtual lunch-and-learns and cookie shipments
11:21 – Enhancing dialogue with clients who are parents of young children
13:22 – Offering to help older clients order food or use Zoom if they need assistance
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
17 min
January 04, 2021 Success stories from reopening my office – or keeping it closed
As the pandemic continues and local governments update their guidance for social distancing, advisors are deciding whether to meet in person with clients or by leveraging technology. In this episode, MDRT members share how they have thrived whether through ongoing virtual work or through establishing in-office options.
You’ll hear from:
Lam Pui Ka
Brad J. Myers
Leena Parwani, MBA, Cert CII
Episode breakdown:
0:38 – Retraining junior staff to prevent layoffs
2:46 – Ensuring that everyone is able to work virtually
4:42 – Communicating protocols and procedures to clients
7:36 – Learning to be more patient during difficult times
9:30 – Being more productive by staying at home
14:42 – Opening up your market area through remote meetings
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
17 min
December 01, 2020 What I do to ensure clients are the right fit
How can you connect your own needs and preferences with the clientele you work with? In this episode, MDRT members explain how they prioritize honesty and match what they give with what they get back.
You’ll hear from:
Terri E. Krueger
Mark D. Olson, MSFS, CFP
Alain Poirier
Episode breakdown:
0:31 – Choosing to work with honest people that you like
1:56 – When you learn that taking on a client was a mistake
3:09 – Being honest when a client is occupying too much of your time
3:49 – Adding questions to identify potential red flags in a client
5:18 – Adjusting your approach when clients are reluctant to provide the information you need
Listen to the monthly series, MDRT Presents: @mdrtpresents
8 min
November 16, 2020 Mini-episode: My client’s surprise wealth
Do you judge people by their appearance or get to know them more deeply than that? Do you meet with clients whose financial circumstances might change for the better? In this episode, MDRT members share how they connected with clients who turned out to have far more assets than initially thought.
You’ll hear from:
Terri E. Krueger
Alain Poirier
Episode breakdown:
0:28 – When clothes don’t match up with savings
1:59 – Looking beyond the surface for information that other advisors miss
2:53 – Less-than-ideal location becomes home to big winners
Listen to the monthly series, MDRT Presents: @mdrtpresents
5 min
November 02, 2020 My hidden talent and why it helps my business
If you’re a great salsa dancer or experienced singer, can that benefit your practice? In this episode, MDRT members share how their personal, potentially unrelated skills have crossed over to become professional assets.
You’ll hear from:
Xiao Chen
Chad Demarre
Maria Josefa Garcia
Stacy L. Kahan, CLU, RFC
Episode breakdown:
0:35 – Connecting with clients through dancing and food
2:15 – Singing for clients after appearing on the Chinese version of “American Idol”
5:18 – Utilizing a knack for being very persistent
9:03 – The talent of being able to read people well
Listen to the monthly series, MDRT Presents: @mdrtpresents
16 min
October 15, 2020 Mini-episode: Something most advisors struggle with, but I don’t
How do MDRT members guarantee that clients are prepared or that client surveys will generate positive responses? In this episode, MDRT members explain aspects of their roles that others advisors may find difficult but are a strength for their business.
You’ll hear from:
Leanne Barbara Bull, Dip FP, CFP
David Meszaros, CFP
Paresh B. Shah, CFP
Episode breakdown:
0:31 – Ensuring that clients provide all the necessary information
2:02 – Making things simple to enhance relationships and productivity
2:40 – How navigational themes helps clarify ideas for clients
3:16 – The benefit of quick response time
4:29 – If responding quickly makes it harder to detach
Listen to the monthly series, MDRT Presents: @mdrtpresents
6 min
October 01, 2020 How advisors overcome staffing challenges
What do you do if employees don’t work out the way that you expect? What’s the lesson from a staff member who doesn’t know to put a stamp on a letter? In this episode, MDRT members explain difficulties they have encountered and what they have gained from these experiences.
You’ll hear from:
David Braithwaite, Dip PFS
Sofia Dumansky, MBA, LUTCF
Jonathan Peter Kestle, CLU, B Com
Mark D. Olson, MSFS, CFP
Episode breakdown:
0:27 – Refining the job description to find the right person to replace departing staff
1:57 – Realizing the problems caused by continually extending a staff member’s probationary period
4:08 – Improving team camaraderie by removing a problem employee
4:33 – Learning that not everyone knows what you think they know
6:38 – When a new hire seems great but turns out not to be so great
8:39 – Adapting to things that aren’t done the way a team member says they are
10:36 – Changes being made to ensure hiring success in the future
Listen to the monthly series, MDRT Presents: @mdrtpresents
12 min
September 21, 2020 Developing new ideas for customized service and digital marketing
The pandemic has created new opportunities to tailor your approach with each client and prospect. In this episode, MDRT members share how they make sure that communication on video, on the phone and, if possible, in person matches the wants and needs of the client.
You’ll hear from:
Catherine Chee Keng Lian, MBA, FChFP
John P. Enright
Sarah Helen Hogan, ACII
Episode breakdown:
0:31 – Delivering information via PowerPoint rather than a folder in person
1:06 – Utilizing video but recognizing when a phone call is preferred
4:04 – How video marketing can drive follow-up conversations with clients
5:27 – Remembering to give clients a choice about how they are served
7:18 – Thriving through a willingness to change and adapt
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
9 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.