Mdrt Podcast

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

What are you adjusting in terms of your technology or communication during this difficult period? Are you helping clients recognize how essential it is to prepare for the unexpected? In this episode, MDRT members share how they are taking setbacks and turning them into opportunities. You’ll hear from: David Eric Appel, ChFC, CLU H. Richard Dobson Jr. Julianne Hertel, CLTC Episode breakdown: 0:26 – Office processes that can become more refined during difficult times 1:15 – Examining your communication style with clients regarding mortality 2:51 – Taking this time to reflect and make sure all necessary coverages are in place 3:45 – Communicating the proactive nature of planning and protecting 6:05 – How insurance companies are adapting to current challenges 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 show pre-retiree clients that you have helped them prepare for the current climate? What analogies will help clarify your point and put people at ease? In this episode, MDRT members share how they are talking with clients to make sure they see that a falling market doesn’t mean they are in trouble. You’ll hear from: David Eric Appel, ChFC, CLU H. Richard Dobson Jr. Julianne Hertel, CLTC Episode breakdown: 0:31 – Reiterating to clients that you have been planning for this 2:58 – An opportunity to zero in on clients’ asset mix 3:36 – Why you should be wary about the law of averages 5:41 – An example from what my mother wonders about the market 7:37 – The importance of reviewing what clients have and why 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 adapt your communication based on how different staff members receive it? What happens if employees misunderstand something about your plan for them? In this episode, MDRT members address difficult realizations they have had with their team and how they work to prevent future challenges. You’ll hear from: Leanne Barbara Bull, Dip FP, CFP David Meszaros, CFP Paresh B. Shah, CFP Episode breakdown: 0:29 – Adapting to different sensitivities among staff members 1:35 – Discovering that a potential successor/family member has different expectations than you do 2:30 – Sorting out clarity about salary opportunities 6:24 – Avoiding the problem of over-promising 9:39 – Making changes to avoid repeating past mistakes Listen to the monthly series, MDRT Presents: @mdrtpresents

How do you help yourself right now if you are a social person used to having a lot of in-person appointments? Or you want to help friends and family but can’t? In this episode (recorded before stay-at-home orders went into effect), MDRT members explained what they have struggled with during the current global crisis and what they have done to overcome these challenges. You’ll hear from: David Eric Appel, ChFC, CLU H. Richard Dobson Jr. Julianne Hertel, CLTC Episode breakdown: 0:29 – Finding new ways to interact when you’re a social person 1:45 – Overcoming the feeling of being powerless with friends and family 3:12 – Utilizing new opportunities to get out and do something 3:48 – Establishing new perspective on a calendar without in-person appointments 7:09 – Counteracting your own concerns by making comfort calls to clients 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 considered how the current crisis will affect various deadlines? Have you thought ahead to how your business will adapt when people are back in the office? In this episode, MDRT members address a variety of issues worth thinking about during this unexpected and challenging situation. You’ll hear from: David Eric Appel, ChFC, CLU H. Richard Dobson Jr. Julianne Hertel, CLTC Episode breakdown: 0:27 – Paying attention to deadline extensions 1:16 – Considering how to get back to business when quarantines end 2:01 – Determining how to continue as if nothing has changed 3:36 – Contextualizing this event in the history of difficult times 4:23 – Acknowledging the impact of the presidential election and related tax laws 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 should advisors get their teams on the same page while many are working out of the office? What do staff members need from you? In this episode (recorded before stay-at-home orders went into effect), MDRT members shared how they have communicated internally during this recent period of unexpected adjustments. You’ll hear from: David Eric Appel, ChFC, CLU H. Richard Dobson Jr. Julianne Hertel, CLTC Episode breakdown: 0:30 – Communicating expectations right away 1:09 – Creating a practice based on being flexible 2:10 – Setting up necessary technology for team members 3:11 – Being understanding about staff concerns 3:45 – The importance of leading by example Find more resources to help you focus on the here and now: https://rz.mdrt.org/productivity-kit/ Listen to the monthly series, MDRT Presents: @mdrtpresents

How can emails establish necessary connection with clients when they are concerned about changes in the market and the world? How can you make sure your important messaging connects with people? In this episode, MDRT members share how they have reached out to ease client fears during a stressful time for everyone. You’ll hear from: David Eric Appel, ChFC, CLU H. Richard Dobson Jr. Julianne Hertel, CLTC Episode breakdown: 0:30 – Creating different emails for client base and centers of influence 2:50 – The impact of utilizing a strategic subject line 3:54 – Three things to convey in emails to investment clients 4:57 – Do’s and don’ts for advisors and clients when times are tough 8:52 – How video messages can be especially comforting 10:26 – Using a can of tuna fish to add perspective 13:02 – Preparing clients years before a market crash 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 your clients and staff know about your succession plan? How do you take steps to improve communication about issues like valuation and efficiency? In this episode, MDRT members discuss oversights and solutions to improving the plan for their practice. You’ll hear from: Andrew C. Lord, CLU, ChFC Jean M. Mathieu, CLU Dominique Schuh Episode breakdown: 0:28 – Addressing clients’ questions about your succession plan 1:40 – Taking steps to identify formal valuations of your practice 2:06 – Utilizing metrics to determine your efficiency 2:54 – A great under-utilized valuation technique 3:40 – What I’ve done to better address these issues 4:33 – Communicating contingency plans with staff 5:59 – Identifying how individual staff members fit into the plan Listen to the monthly series, MDRT Presents: @mdrtpresents

Do you give clients gifts based on their personal interests? Or create special items that feel right for your practice? In this special mini-episode, MDRT members explain some of the offerings they use to demonstrate their appreciation. You’ll hear from: Terri E. Krueger Mark D. Olson, MSFS, CFP Alain Poirier Episode breakdown: 0:26 – What gifts are offered for new clients 1:04 – Creating your own wine and labeling it with your practice 1:48 – A mix special events and corresponding gifts 2:16 – Documenting client interests and providing gifts accordingly Listen to the monthly series, MDRT Presents: @mdrtpresents

What do you do when you realize you’re over-explaining things to your staff? Or putting your marketing efforts in the wrong place? In this episode, MDRT members share their own challenges (including hiring) and what they have done to resolve them. You’ll hear from: Terri E. Krueger Mark D. Olson, MSFS, CFP Alain Poirier Episode breakdown: 0:26 – Discovering the limitations of different forms of advertising 2:20 – Coping with difficulties hiring and managing staff 3:57 – When you realize you’re doing too much explaining 4:58 – How to adjust and prevent that from happening 6:22 – Coming to a better understanding about the right amount of communication Listen to the monthly series, MDRT Presents: @mdrtpresents

Do you know what’s involved in MDRT Gives Day? Or how to sign up to participate in a service project? In this episode, two MDRT members who currently serve on the MDRT Foundation Board of Trustees share what you need to know about the MDRT Foundation and how you can help yourself and the causes you care about through your efforts. You’ll hear from: Elaine Milne, Dip PFS Ted Rusinoff, CFP Episode breakdown: 0:31 – Many ways to get involved 1:12 – The combination of camaraderie and generosity 1:47 – What you can do right now to get involved 2:28 – The basics of requesting a grant 3:12 – How we got involved 6:12 – Why you shouldn’t be intimidated to volunteer Listen to the monthly series, MDRT Presents: @mdrtpresents

Is your CRM helping you or just causing frustration? Have you used technology to identify which client is the most profitable based on the time you spend on them? In this episode, MDRT members share their experience with technology and lessons gained while going from implementation to maximization. You’ll hear from: Xiao Chen Chad Demarre Maria Josefa Garcia Stacy L. Kahan, CLU, RFC Episode breakdown: 0:33 – The vision required to grow 2:23 – Utilizing technology to save time, not waste it 3:42 – The progressive adoption of e-signatures 5:37 – The new information you need to gather 8:29 – Navigating the challenges of a meeting that doesn’t take place in person 11:06 – Coaching clients through a phone application 13:32 – The importance of knowing your client well Listen to the monthly series, MDRT Presents: @mdrtpresents

Occasionally you don’t choose the right words with clients, whether it’s because of something you wish you said or something you wish you didn’t. In this episode, MDRT members share times when the conversation did not go well and how they adapted their approach moving forward. You’ll hear from: Peter Jason Byrne Danielle J. Genier, CFP, CLU Jonathan Godshall Camacho, LUTCF, MBA Randall D. Kaufmann Episode breakdown: 0:31 – Do not say anything unless you’re sure your client is pregnant 1:03 – When a young advisor learns to treat every client with respect 2:56 – Making sure not to make assumptions about less-engaged clients 5:24 – The complexities of family businesses 7:11 – Struggling to recover from a faux pas Listen to the monthly series, MDRT Presents: @mdrtpresents