Mdrt Podcast

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, CFP, CDFA Episode breakdown: 0:31—Starting a podcast as a way of sharing memorable client stories 2:24—Discovering people’s universal interest in talking about problems and successes 5:54—Identifying an opportunity to help women in transition 9:10—Learning how to communicate with clients during an awkward moment 10:49—Seeing the benefits of vulnerability during conversations Listen to the monthly series, MDRT Presents: @mdrtpresents

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—Establishing a process to generate Google reviews from clients 4:46—Building Zoom rooms and investing in technology Listen to the monthly series, MDRT Presents: @mdrtpresents

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—Establishing both clarity and cultural fit 5:11—Asking questions and listening, just as you would with a client 7:44—Adapting when a seller changes their mind about something Listen to the monthly series, MDRT Presents: @mdrtpresents

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—Identifying your goals and finding your right-fit client 4:17—Developing a process and practicing it enough to be successful 5:53—Learning from the world’s best athletes Listen to the monthly series, MDRT Presents: @mdrtpresents

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 2:41 – Recognizing the impact of unselling 4:17 – Serving as the “prudent mom” for clients 7:38 – Learning retirement lessons from a colleague’s experience 11:36 – Becoming a godparent to clients’ children Listen to the monthly series, MDRT Presents: @mdrtpresents

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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