Mdrt Podcast

If you are just one of many advisors hosting a large dinner at a restaurant, how do you stand out and actually connect with prospects? In this episode, MDRT members discuss why a smaller, business-free outing or an informative event at a client’s home helps keep better track of the people and conversation. You’ll hear from: Ozer Culhagil, Ph.D. Douglas Anthony Chukwuka Eze Episode breakdown: 0:26 – Replacing dinner seminars with small group meetings 1:39 – What prompted that change in approach 3:28 – Lower risk and higher reward 5:34 – When clients host “financial parties” at their house 10:08 – Repeatable events vs. one-time presentations Listen to the new monthly series, MDRT Presents: @mdrtpresents

Without your help, clients’ children may feel unprepared to discuss their parents’ finances and almost certainly will not become clients of yours. In this episode, James J. Silbernagel, LUTCF, CFP, explains how connecting with his clients’ kids enhances professional and personal relationships and provides essential lessons for multiple generations. Episode breakdown: 0:32 – Don’t just “go where the money is” 1:01 – The value of the family meeting 2:15 – Why power of attorney is crucial 4:12 – Silbernagel’s personal connection Listen to the new monthly series, MDRT Presents: @mdrtpresents

How do you identify the tasks that prevent you or your staff from working most efficiently? In this episode, MDRT members discuss how hiring and delegating enhances the practice’s ability to operate at peak levels. You’ll hear from: Thomas F. Levasseur, CLU, CLTC Jedediah Harrison Levene, CFP, CLU Adam Llewellyn Morse, CFP Episode breakdown: 0:30 – Bringing on an experienced manager 1:39 – Delegate, don’t micromanage 3:33 – Reimagining the schedule for client meetings 4:35 – Keeping staff priorities organized 5:28 – Using technology to improve prospecting 6:46 – Establishing an email diet 7:35 – The benefits of turning off your phone 8:29 – Developing your process and helping clients understand it Listen to the new monthly series, MDRT Presents: @mdrtpresents

Millennial clients may engage with you differently than older clients, and that is certainly true regarding retirement, which may seem a long way away for millennials. In this episode, MDRT members discuss how they illustrate the importance of retirement planning to these clients and how the additional time and information involved impacts their process. You’ll hear from: Travis Manning Angelia Z. Shay, ChFC, CLU Jose Victor Vuilleumier Valdez Episode breakdown: 0:33 – Millennials’ collaborative nature 1:54 – How to focus conversations on showing, not telling 3:33 – Helping clients recognize how quickly time passes 5:15 – If increased client engagement makes advisors’ jobs easier or harder 7:29 – The ever-present importance of simplifying Listen to the new monthly series, MDRT Presents: @mdrtpresents

How likely are potential clients to want your business card, and how likely are they to reach out after receiving it? In this episode, MDRT members discuss establishing connections with prospects and how best to secure the next step in the communication process. You’ll hear from: Michael DeVivo John P. Fisher Dharmesh Goel Episode breakdown: 0:32 – Learning how not to be too aggressive 1:29 – Connecting with the person with or without a card 2:44 – How your website improves upon the business card 4:12 – Get their information, don’t just give out yours 5:33 – The value of asking for permission Listen to the new monthly series, MDRT Presents: @mdrtpresents

Self-evaluation can be difficult, especially when you feel good about the job you’re doing. In this episode, MDRT members discuss how recording themselves and listening to the footage has led to effective adjustments in how they communicate with clients. You’ll hear from: Daniel Evan Jossen, CFP Keunhwa Lori Moon David John Munson Jr. Episode breakdown: 0:35 – Training before the game 1:22 – Establishing the rehearsal process 2:21 – “Watching the game tape” 3:15 – When a presentation goes too fast 4:34 – Identifying flaws in your performance 5:25 – Exchanging words for value 6:01 – Feeling surprised when clients don’t understand 7:40 – Being a financial therapist Listen to the new monthly series, MDRT Presents: @mdrtpresents

For many, retirement is easier said than done, with a lot of uncertainty about what to do and how much it will cost. In this episode, MDRT members discuss how they address the financial challenges of retirement with clients while helping them understand the questions that they should ask themselves. You’ll hear from: Harpreet Atwal Richard Jones, CFP Brent Kimball, ChFC, CFP Michaela Scott, CFP, RICP Episode breakdown: 0:33 – How much money you need vs. how much you think you need 1:24 – Getting people to understand how to think critically about retirement 2:10 – The challenges of comparing one retirement to another 3:44 – A powerful question to ask clients 5:14 – Recognizing where money came from and where it’s going 6:40 – “You’re it for my family” 8:50 – The athletic chief of medicine’s quadruple bypass 11:31 – Helping clients acknowledge the impact of income-debilitating events 13:07- Two spectrums of rewarding experiences with retirement planning Listen to the new monthly series, MDRT Presents: @mdr

Through communication and teamwork, joint work can help advisors be greater than the sum of their parts. In this episode, MDRT members discuss how they have created successful collaborations and learned to avoid personality-driven roadblocks. You’ll hear from: Brian D. Cichy, BS, CLTC Fred O’Connor, ChFC, CFP Episode breakdown: 0:45 - Different paths to success 1:42 - Setting expectations 3:31 - No benefit in bad-mouthing 4:58 - Clicking with the right person 7:16 - Case-by-case basis 8:30 - The danger in overanalyzing 10:30 - Groups vs. partnerships 11:36 - Identifying individual expertise Listen to the new monthly series, MDRT Presents: @mdrtpresents

How do advisors confront difficult situations in terms of interacting with others? In this episode, MDRT member Douglas B. Miller, CLU, CFP, discusses communication challenges and how to benefit from increased clarity and accountability. Episode breakdown: 0:23 – The patience to understand clients’ hesitation 1:09 -- Leading them to a decision 1:52 - Working with people who think differently 3:10 - Making communication more concise 4:57 - Competition with search engines 6:13 - Are clients receiving enough coverage through their employer? 7:50 - When you shouldn’t do something you love 9:40 - Acknowledging a mistake to a client 10:48 - Gaining trust through accountability Listen to the new monthly series, MDRT Presents: @mdrtpresents

How do you identify the opportunities for improvement in your business, and how do you hold yourself accountable? In this episode, MDRT members talk about how coaches have helped their business, and how they determined who those guides should be. You’ll hear from: Clay Gillespie, CFP, CIM Daniel O’Connell, MBA Episode breakdown: 0:24 – Why do you use a coach? 1:14 – How do you pick a coach? 2:41 – What changes have you seen as a result? 4:01 – The challenge of self-awareness 5:41 – Aligning with the right person 7:08 – What are you worried about? 8:13 – Did the coach’s findings surprise you? 9:17 – The power of accountability Listen to the new monthly series, MDRT Presents: @mdrtpresents

How well does everyone in your office communicate, and how does this affect the performance of the business? In this episode, MDRT members discuss how setting up procedures to establish understanding and maintain positivity elevates their practice. You’ll hear from: Aaron Soto Alvarez Dennis Wayne Bell, CFP, CHS Stuart J. Birkel Beth Lachance Hesson, CFP, CLU Listen to the new monthly series, MDRT Presents: @mdrtpresents

There are many ways to reach Top of the Table-level production. In this episode, MDRT members discuss how they’ve been able to qualify for Top of the Table annually, often as a result of recognizing client needs that aren’t being served. You’ll hear from: Alison Murdock Van Mueller, LUTCF James J. Silbernagel, LUTCF, CFP Part 2: How to grow beyond Top of the Table https://soundcloud.com/mdrt-podcast/part-2-how-to-grow-beyond-top-of-the-table Listen to the new monthly series, MDRT Presents: @mdrtpresents

No matter what your level of production, you can do other things to benefit your clients and yourself. In this episode, MDRT members address how they’ve expanded beyond Top of the Table by continuing to learn, educate and volunteer. You’ll hear from: Alison Murdock Van Mueller, LUTCF James J. Silbernagel, LUTCF, CFP Part 1: The decision that got me to Top of the Table https://soundcloud.com/mdrt-podcast/part-1-the-decision-that-got-me-to-top-of-the-table Listen to the new monthly series, MDRT Presents: @mdrtpresents

You often can’t predict when a client will have a major impact on your practice. In this episode, MDRT members recall how certain clients have inspired growth through both success and adversity. You’ll hear from: Michael DeVivo John P. Fisher Dharmesh Goel Listen to the new monthly series, MDRT Presents: @mdrtpresents

Do you have systems in place to ensure that you and your colleagues approach work positively and productively? In this episode, MDRT members discuss how they make motivation a priority. You’ll hear from: Liru Chang, MBA Thomas F. Levasseur, CLU, CLTC Jedediah Harrison Levene, CFP, CLU Adam Llewellyn Morse, CFP Listen to the new monthly series, MDRT Presents: https://soundcloud.com/mdrtpresents

How can advisors make a strong entrance into the financial services industry, and how can they grow after they’ve been there for a while? In this episode, MDRT member Mark Neufeld, CFP, shares his advice for overcoming roadblocks and developing new business practices, including business continuation. Listen to the new monthly series, MDRT Presents: https://soundcloud.com/mdrtpresents

What questions should you ask, and what information should you provide in your first meeting with a client? In this episode, MDRT members discuss their best practices for that introductory conversation. You’ll hear from: Liru Chang, MBA Roy Hall Kobus Kleyn, CFP Scott S. Paterick, CLU, ChFC

Facebook, LinkedIn, other or none of the above? In this episode, MDRT members discuss how they use social media to help their practice, and recognizing that clients and advisors always have their phones on them. You’ll hear from: Robert Anthony Gillespie, CLU ChFC Ali Hashemian, CFP MBA LaTasha Wilson

Occasionally it becomes clear that a client-advisor relationship is not going well. In this episode, MDRT members discuss how to address this with clients and make changes that will help everyone involved. You’ll hear from: Peter Jason Byrne Joel Phillip Campbell Yuka Nakahara-Goven, MBA CLU Simon D. Lister, Dip PFS Gino Saggiomo, CFP

There are many reasons why clients may feel reluctant toward purchasing financial services products. In this episode, MDRT members address how they talk through these concerns. You’ll hear from: Qi Bin Robert N. Garneau, CLU, ChFC William Marvin Richardson III, CLU, CFP Theodore S. Rusinoff, CFP