Mdrt Podcast

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

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

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

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

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

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 Fox and the Horse” 2:36 – Recognizing the elevated value of “Raising Financially Aware Kids” during the pandemic 3:12 – Why clients can learn from “Walking out of the Financial Maze” There are many reasons why advisors might have wanted to share reading 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

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 breakdown: 0:33 – Delivering quality time as a professional pilot for businesspeople 2:55 – The universal importance of managing expectations 3:50 – Work ethic gleaned from a rigorous educational program 5:50 – How those lessons were applied as a financial advisor 6:50 – How raising four kids translates to prioritizing and managing multiple challenges 8:18 – Knowing when there is and isn’t time for friendly chatter 10:11 – Identifying focus time in school or at the office 11:12 – Recognizing that you don’t always have to take every call Listen to the monthly series, MDRT Presents: @mdrtpresents

The pandemic has inspired advisors to innovate a variety of touchpoints with clients, staff and friends in the financial services profession. In this episode, MDRT members discuss the benefits of Zoom happy hours, increasing the frequency of meeting with your peer group and more. You’ll hear from: Catherine Chee Keng Lian, MBA, FChFP John P. Enright Sarah Helen Hogan, ACII Episode breakdown: 0:30 – Developing a Zoom happy hour for my clients 2:51 – Turning a quarterly catch-up into a weekly meeting 4:45 – Hearing fantastic feedback from clients about your efforts 5:24 – Reviewing client cases with colleagues and creating motivation 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

During a crisis, advisors are seeing that they must make big changes in their practice, particularly when it comes to marketing and presenting to clients. In this episode, MDRT members share the adjustments they’ve made and the benefits they have seen as a result. You’ll hear from: Catherine Chee Keng Lian, MBA, FChFP John P. Enright Sarah Helen Hogan, ACII Episode breakdown: 0:27 – Replacing a plan for seminars with webinar marketing 2:38 – Recognizing that it’s better late than never to be active on social media 3:10 – Transferring in-person drawings to drawing on a screen 4:40 – Seeing that you can separate yourself through consistency 6:52 – Realizing that what you post on social media must change 8:41 – Embracing the power of sharing video content 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

Maybe it’s seeing the opportunities and memories created for people around the world. Maybe it’s recognizing your perspective on the world has changed. In this episode, two MDRT members who currently serve on the MDRT Foundation Board of Trustees share how they have seen a difference in their lives through volunteering with the MDRT Foundation. You’ll hear from: Adrian P. Baker, DipPFS Priti Ajit Kucheria, CFP, LUTCF Episode breakdown: 0:26 – My biggest memory from more than a decade with the Foundation 1:22 – The first moment when I realized the power of the Foundation 4:07 – How I noticed the impact of the Foundation on my life 5:07 – Recognizing the ability to change lives around the world 5:58 – When the people in my life take notice of my involvement 6:51 – Expanding my awareness on a global level Listen to the monthly series, MDRT Presents: @mdrtpresents

How can you acknowledge and adjust your office and your communication to deal with concerns related to the pandemic? In this episode, MDRT members share changes they are making and strategies for showing that health and safety are a top priority. You’ll hear from: Catherine Chee Keng Lian, MBA, FChFP John P. Enright Sarah Helen Hogan, ACII Episode breakdown: 0:25 – Communicating changes made for in-person meetings 1:07 – Additional tweaks made to prioritize safety, including automatic hand sanitizer 2:54 – Investing in continued connection without meeting in person 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

During these unusual times, how will you handle potentially awkward conversations regarding safety? In this episode, MDRT members share how they are dealing with the complicated feelings and physical challenges involved in communicating with clients as some offices reopen. You’ll hear from: Catherine Chee Keng Lian, MBA, FChFP John P. Enright Sarah Helen Hogan, ACII Episode breakdown: 0:32 – How to quickly identify where the other person is on the spectrum of concern 1:07 – Balancing an individual’s choice with the safety of others and yourself 4:51 – Continuing Zoom meetings even though the office is open 6:02 – Navigating difficult social experiences pertaining to safety 7:18 – Dealing with a wide spectrum of behavior regarding the threat of the virus 9:26 – Staying humble and adapting your client service to each person 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

What are you doing to plan for what clients will be thinking and worrying about as these difficult times continue? In this episode, MDRT members share what they anticipate from clients moving forward and how they will help meet those needs. You’ll hear from: Anant Jain, AFP, CFP Miliana, CFP Sherry Lee Ong Episode breakdown: 0:30 – Being prepared for a rise in depression 1:18 – Recognizing differences in spending and where clients derive their happiness 3:32 – Reframing services and communication to meet clients in their new state of mind 5:07 – Enhancing online prospecting to find more people who need help 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

Do you provide unique gifts to fit your clients’ interests? Do you hold them accountable to their goals? In this episode, MDRT members share some ways in which they make themselves stand out to their clients. You’ll hear from: Peter Jason Byrne Danielle J. Genier, CFP, CLU Jonathan Godshall Camacho, LUTCF, MBA Randall D. Kaufmann Episode breakdown: 0:33 – The benefit of branded teddy bears 3:11 – Calling clients to sing “Happy birthday” to them 4:27 – Having clients identify their interests to utilize as gift opportunities 6:37 – Holding clients accountable as a means to ensure success 10:58 – Inviting clients to send postcards from their dream vacation spot Listen to the monthly series, MDRT Presents: @mdrtpresents

Every client is different – how will you adapt if one catches you off-guard regarding their coverage, or in their openness to refer you during a challenging period? In this episode, MDRT members explain how they are making adjustments to meet each client’s needs. You’ll hear from: Anant Jain, AFP, CFP Miliana, CFP Sherry Lee Ong Episode breakdown: 0:30 – Connecting clients’ plans with a time when they’re especially needed 1:45 – Acclimating to receiving unexpected referrals 3:36 – Communicating with clients who can’t sleep because of financial worries 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

Even during a crisis, it is important to make sure your team feels that your practice is a place where they are valued and can grow. In this episode, MDRT members share what they are doing to ensure their staff members remain connected to the business during difficult times. You’ll hear from: Anant Jain, AFP, CFP Miliana, CFP Sherry Lee Ong Episode breakdown: 0:32 – Adapting quickly to new procedures and communication 1:48 – Finding ways to pay more, not less 2:37 – Assigning fun activities to increase team member engagement 3:45 – Changing job descriptions to help staff adjust to new responsibilities 5:46 – Looking out for professional growth and emotional health 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 will you adjust your practice to recognize clients’ lowered cash flow and new challenges for staff? In this episode, MDRT members identify the most difficult elements on their minds for the long-term, and what they’re doing to plan for the changes. You’ll hear from: Anant Jain, AFP, CFP Miliana, CFP Sherry Lee Ong Episode breakdown: 0:30 – The importance of connecting with other advocates to vouch for you 2:07 – Adapting to clients’ decreased cash flow and future planning 4:46 – Gaining new perspective on your staff 6:31 – Dealing with the idea that this could be the new normal 8:01 – Choosing to be proactive 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

Do clients need help becoming tech-savvy or figuring out where to shop during this time of unexpected challenges? In this episode, MDRT members share how they have helped clients in new ways as the world adapts to a difficult situation. You’ll hear from: Anant Jain, AFP, CFP Miliana, CFP Sherry Lee Ong Episode breakdown: 0:33 – Helping clients get up to speed regarding technology 3:35 – Sharing personal advice instead of seeking any sales 5:37 – Maintaining a positive attitude for people who are struggling 8:31 – Developing better conditions for Zoom calls to enhance client communication 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 do you get clients to see you as an expert when they might have family members or friends close to them offering advice as well? In this episode, MDRT members share how they separate their knowledge from the input of armchair advisors. You’ll hear from: Travis D. Manning, CLU, CFP Angelia Z. Shay, ChFC, CLU Episode breakdown: 0:29 – When a family member with limited information considers themselves an expert 2:51 – Differentiating academic knowledge from practical knowledge 4:08 – Helping the client understand and own their decisions, not just let you decide for them 5:12 – Explaining coverage even when clients don’t want to know 6:48 – Being intuitive when you need to invite someone else into the discussion Listen to the monthly series, MDRT Presents: @mdrtpresents

Are you doing things every day to improve yourself and the situation for your clients? What strategies have you developed that you won’t implement until later on? In this episode, MDRT members share the adjustments they’ve made to set themselves up for success in the long-term. You’ll hear from: Anant Jain, AFP, CFP Miliana, CFP Sherry Lee Ong Episode breakdown: 0:31 – Making a daily habit of reading about how to improve your closing 2:14 – Connecting with clients to help them with philanthropy 4:30 – Creating a study group to enhance development 7:24 – Going back to basics while being conscientious of those who are most affected 9:58 – Differentiating between active businesses and inactive businesses 10:54 – Preparing to make loans available to those who need them 11:44 – Being part of a group that helps promote each other’s businesses 15:00 – Connecting the crisis to the need for protection and finding solutions for financial challenges Find more resources to help you focus on the here and now: rz.mdrt