MDRT Podcast

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,...

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 in...

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 Fo...

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 breakd...

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...

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 pl...

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...

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 i...

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 t...

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 differe...

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 –...

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...

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 procedu...

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 v...

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 pe...

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 thems...

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 read...

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 –...

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, CLT...

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 break...

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...

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 breakdow...

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,...

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,...

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 yo...