MDRT Podcast

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...

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...

Do you know how to ensure the quality of your referrals? How do you maintain reciprocity with those who refer to you? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey share techniques for establishing a productive and positive pipeline of introductions. Episode breakdown: 0:28 – Understanding the difference between referrals and introductions 2:25 – Incorporati...

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...

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 re...

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 generatio...

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 crea...

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 probl...

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...

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 w...

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 increas...

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:...

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...

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 old...

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 wh...

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 s...

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 perspec...

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:...

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 – Openin...

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 – Develop...

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...

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...

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...

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...

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...