Mdrt Podcast

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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://

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

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

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

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