MDRT Podcast
The MDRT Podcast features insights and advice from top members of the Million Dollar Round Table, focusing on issues relevant to financial and insurance professionals. This award-winning series offers practical suggestions for career development and client interactions. Each episode draws on the expertise of successful practitioners within the industry, providing educational content for those in the field.
Episodes
Should you be doing more or doing less?
While some advisors pursue work-life balance, others may feel that concept is no longer relevant and need a different way to decide if they are doing too much. In this episode, MDRT member Brendan Clune Walsh and stress physiologist Rebecca Heiss discuss the power of rethinking not just your boundaries between the priorities in your life but when to say yes, not right now, or no.
Episode breakdow
How I advise clients on cryptocurrency
It may be challenging for advisors to help clients navigate the much-debated world of cryptocurrency. In this episode, MDRT members share how much they have encountered this investment strategy and how they discuss it with clients, especially if crypto has been successful for them.
You’ll hear from:
Chi Teng Han, ChFC/S, CIAM
Nadia Wijatno, ChFC, CLU
Episode breakdown:
0:25 – Identifying the unp
How to expand your team to support an acquisition
Whether you are looking to buy or have already acquired a practice, it’s essential to have the right people in place to help you not just grow but thrive. In this episode, MDRT member D. Kyle Atkins, CFP, CLU, and president of Succession Resource Group David Grau Jr. share how to navigate the challenging task of finding the ideal employees to support the future of your business.
Episode breakdown
Making the full-service, family office model accessible to clients
How do you define the services that your practice offers in a way that generates client understanding and engagement? In this episode, MDRT members share how they communicate the components of their business that represent a family office model, and what that means to and for clients.
You’ll hear from:
Tim Bosworth, CFP
Brandon Heckert, AAMS, CFP
Episode breakdown:
0:28 – How to describe exactly
A surprising discovery that’s come from regulation
What communication changes come from adjustments you make to remain compliant? How does that show up for both you and your clients? In this episode, MDRT members share how they identify regulatory requirements and ensure client peace of mind regarding fees.
You’ll hear from:
Simon D. Lister, Dip PFS
Jamie McIntyre, CFP
Episode breakdown:
0:32 – How clients have begun sharing more about their f
How to learn from members who have different specialties
You might think that you can only benefit from connecting with advisors who focus on a similar client base or approach to service. In this episode, members of the MDRT Executive Committee explain why there can be plenty to gain from considering best practices from others, even if there are significant differences in your practice.
You’ll hear from:
MDRT Past President Carol Kheng, ChFC
MDRT Pres
How to cope when you feel overwhelmed
There are countless reasons advisors might struggle to balance all of the tasks in their professional and personal lives. In this episode, MDRT member Brendan Clune Walsh and stress physiologist Rebecca Heiss discuss how to process this type of anxiety and how to turn difficult emotions into calm and productivity.
Episode breakdown:
0:30 – Recognizing warning signs of being overwhelmed and learni
Helping clients plan for a new kind of retirement
As clients now may be more inclined to change jobs, where they live, and more, the approach advisors take in looking toward clients’ futures has changed as well. In this episode, MDRT members explain how they have applied these adjustments to the way they help clients prepare for the needs and goals of their retirement.
You’ll hear from:
Chi Teng Han, ChFC/S, CIAM
Nadia Wijatno, ChFC, CLU
Episod
When emotions have most strongly impacted my work – and how I handle that
All advisors recognize the emotional component of their roles and how that can factor into their support, guidance, and relationships with clients. In this episode recorded in February 2023, MDRT members share memorable experiences when emotions factored into their work and how they handled this both for the clients and for themselves.
You’ll hear from:
Joseph Tan, ChFC, CLU
Abigail Venida Yabot
Something I’m always working on in my practice
Successful advisors know that they still need to refine and change in order to maintain that success and grow. In this episode, MDRT members share what ongoing efforts they prioritize to ensure that they get better instead of becoming complacent.
You’ll hear from:
MDRT Past President Gregory B. Gagne, ChFC
MDRT First Vice President Clay Gillespie, CIM, CFP
Episode breakdown:
0:25 – Appreciating
Small changes in word choice that can have a big impact with clients
While advisors know how much communication influences relationships, there are almost always opportunities to adjust your language to foster stronger client connections. In this episode, MDRT members share how they have tweaked their choice of words and seen enormous benefits as a result.
You’ll hear from:
Alessandro M. Forte, DipPFS, CSP
Renee Hanson, CFP, CDFA
Episode breakdown:
0:27 – Finding
How I’m succeeding – and struggling – with AI
With many advisors embracing AI in their practices, several advantages and challenges have emerged along with this rapidly growing technology. In this episode, MDRT members share how AI has factored into their work as an asset or a stressor, and what is on their mind moving forward.
You’ll hear from:
Chi Teng Han, ChFC/S, CIAM
Nadia Wijatno, ChFC, CLU
Episode breakdown:
0:29 – Using AI as anoth
Why you should not just embrace but seek out rejection
Would you ever do something that you expected to fail, just
as a way of teaching yourself that rejection is not something to fear? In this
episode, MDRT member Brendan Clune Walsh and stress physiologist Rebecca Heiss
discuss the logic, options and potential benefits behind this approach of
turning discomfort into confidence.
Episode breakdown:
0:42 – Moving yourself toward confronting what scar
Memorable client experiences related to regulation
What client interactions result from adjustments you’ve made to remain compliant? In this episode, MDRT members share how regulation has led to improved processes and enhanced client relationships.
You’ll hear from:
Simon D. Lister, Dip PFS
Jamie McIntyre, CFP
Episode breakdown:
0:29 – Being driven to discuss your value proposition in more detail
2:16 – Successfully moving to a practice without
How to adjust your practice to accommodate new clients gained in an acquisition
Just because you have expanded your book of business doesn’t mean you’re automatically ready to serve all those clients. In this episode, MDRT member D. Kyle Atkins, CFP, CLU, and president of Succession Resource Group David Grau Jr. explain how to ensure that you can match your service to the needs of people who have just come onboard.
Episode breakdown:
0:27 – Gaining information to help tailor
Changes I made to foster growth in my business
If reaching new heights requires new strategies, how do advisors make adjustments that translate into consistent success? In this episode, members of the MDRT Executive Committee share how they have reimagined their perspectives and their communication to drive stronger relationships and greater performance.
You’ll hear from:
MDRT President Carol Kheng, ChFC
MDRT First Vice President John F. Nich
Experiences that have enhanced how I see the power of insurance
Walking through a claim with clients and their affected family members can provide new perspective for advisors about how their work has enormous impact on the people they serve. In this episode, MDRT members share the interactions that have elevated their understanding about what they do and the clients who benefit.
You’ll hear from:
Joseph Tan, ChFC, CLU
Abigail Venida Yabot
Episode breakdow
Why — and how — you should push your boundaries
Is there a benefit to doing things that scare you? In this episode, Brendan Clune Walsh and stress physiologist Rebecca Heiss discuss the difficulties and advantages of striving for things you sometimes don’t want to do, from a morning trip to the gym to a plunge into freezing cold water.
Episode breakdown:
0:41 – Finding opportunity to do something scary
1:44 – Seeking Type Two Fun instead of w
What you learn after years of working with clients facing retirement
What language is essential for advisors helping to create a retirement plan for their clients? How can you ensure clients know you are acting in their best interest to protect their assets? In this episode, members of the MDRT Executive Committee share effective techniques they’ve gained from advising countless retirement planning clients.
You’ll hear from:
MDRT Immediate Past President Gregory B
Mini-episode: The power of accountability
As a new year settles in, it’s important to stay focused on your plans and aspirations. In this episode, members of the MDRT Executive Committee share how coaches and other MDRT members provide encouragement while preventing them from losing sight of what they want to achieve.
You’ll hear from:
MDRT President Carol Kheng, ChFC
MDRT First Vice President John F. Nichols, CLU, MSM
Episode breakdown
How regulation impacts what I can do with technology
The more advisors utilize video messaging, social media, and other areas of technology, the more they need to make sure they are maintaining compliance. In this episode, MDRT members share how they have benefited from technology in their practice while prioritizing all necessary regulations.
You’ll hear from:
Simon D. Lister, Dip PFS
Jamie McIntyre, CFP
Episode breakdown:
0:33 – Including risk w
What to do when it’s clear the client-advisor relationship is not a match
At some point, all advisors face the challenging situation of knowing that they aren’t the right person to work with a client. In this episode, MDRT members explain how they recognize the need for this delicate exchange, and how they handle it.
You’ll hear from:
Alessandro M. Forte, DipPFS, CSP
Renee Hanson, CFP, CDFA
Episode breakdown:
0:28 – Establishing expectations for client interactions
2:
How to resolve staff frustration through clear communication
If discomfort arises among employees in your office, how do you address and move forward from the situation? In this episode, MDRT members share how they develop a straightforward, successful approach when tense or complicated situations arise.
You’ll hear from:
Aaron Kane, AFA, B Bus
Adam Thomas Rex, AIF, CFP
Episode breakdown:
0:29 – Creating an open-door environment to bring up issues as need
How to embrace the Whole Person concept
Just because you know the importance of seeking balance in and out of work doesn’t mean that it’s easy to accomplish. In this episode, members of the MDRT Executive Committee share how they make a priority of MDRT’s Whole Person concept and adjust if they are struggling to put their intentions into action.
You’ll hear from:
MDRT President Carol Kheng, ChFC
MDRT First Vice President John F. Nichol
Changes I’ve made to embrace regulation and overcome challenges
What can you do to not just accept new regulations but thrive through adaptation and compliance? In this episode, MDRT members explain how their perspective and ability to take action has led them to turn regulation into opportunity and success.
You’ll hear from:
Simon D. Lister, Dip PFS
Jamie McIntyre, CFP
Episode breakdown:
0:34—Focusing on the benefits that come from required additional quali
What you absolutely should not do in an acquisition
With the many ways an acquisition can go wrong, how can you circumvent these problems in pursuit of success? In this episode, MDRT member D. Kyle Atkins, CFP, CLU, and president of Succession Resource Group David Grau Jr. explain what to avoid and what to do instead to foster more effective decisions and business transitions.
Episode breakdown:
0:34 – Why you shouldn’t call the biggest and best
Unique ways I identify financial solutions for my niche – and how that can help other advisors
What questions can lead clients to provide the information that guides your recommendations? What personal experience should you offer to demonstrate how you can help your ideal clients? In this episode, MDRT members share techniques for turning effective communication into strategic financial planning.
You’ll hear from:
Joseph Tan, ChFC, CLU
Abigail Venida Yabot
Episode breakdown:
0:26 – Demon
Finding and fostering relationships with centers of influence
With so much to consider about identifying and working with centers of influence, what best practices can you follow to create these connections? In this episode, MDRT members share strategies they’ve developed to drive effective relationships with these important professional partners.
You’ll hear from:
Alessandro M. Forte, DipPFS, CSP
Renee Hanson, CFP, CDFA
Episode breakdown:
0:30 – Challeng
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 Gilles
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 opinio
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 questio
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 informa
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 Cla
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, CF
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—Esta
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—E
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
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
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
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 accountabili
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:
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 ge
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 tang
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—Develop
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 th
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
1:5
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
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
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
Epis
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 em
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 yo
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
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 recognit
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 – Incorpora
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 o
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
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 genera
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 cr
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 pr
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 developin
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 abou
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
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 man
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 f
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 o
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
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
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 persp
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:
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 – Open
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 – Devel
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
Episo
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 w
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
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 fo
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 provi
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
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
Mini-episode: Books that have played an impactful role during challenging times
Have you found a book that can make a difference in a client’s life and taken the initiative to share it with them? In this episode, MDRT members explain each of the books they have chosen and the difference that it made.
You’ll hear from:
Catherine Chee Keng Lian, MBA, FChFP
John P. Enright
Sarah Helen Hogan, ACII
Episode breakdown:
0:31 – A surprising coincidence about “The Boy, The Mole, The
Lessons advisors apply from other roles they’ve had
Do the responsibilities of financial advisors have anything in common with a pilot, a student at a demanding school or a parent of four kids? In this episode, MDRT members share how roles that might seem separate from their current work have helped inform the way they run their practice.
You’ll hear from:
Yakov Baylis, CLU, ChFC
Edward M. Burnett, RICP
Russell L. Clousing, ChFC, CLU
Episode bre
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