MDRT Podcast

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...

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 ad...

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 b...

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 breakd...

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...

Life changes a ton in retirement. Are you talking with clients about finding purpose during these years? In this episode, MDRT members share how they help clients understand the overlooked aspects of retirement they need to think about in advance. You’ll hear from: Travis Manning Angelia Z. Shay, ChFC, CLU Jose Victor Vuilleumier Valdez Episode breakdown: 0:24: “You want to retire at 55; what are...

What do you do when clients need you to travel great distances or be there for them in profound, indefinite ways? In this episode, MDRT members share the circumstances that prompted them to rise to the occasion. You’ll hear from: Yakov Baylis, CLU, ChFC Edward M. Burnett, RICP Russell L. Clousing, ChFC, CLU Episode breakdown: 0:32 – Courting early-rising clients in the waste-hauling business 1:58...

It isn’t always easy to know what approach to take with clients who aren’t sure what they want. In this episode, MDRT members explain why they would rather risk overplaying or underplaying their communication, and the client responses they have seen as a result. You’ll hear from: Michael Bibb, BA, DipPFS “Sunny” Jae Lee, IAR Shelley MacIntyre, CHS Elli Schochet, CFP Episode breakdown: 0:33 – The b...

How do you foster your own strategies and expertise, and how do you communicate that to clients? In this episode, MDRT members share what makes them unique and how it benefits their practice. 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: 0:35 – Utilizing specialized knowledge of the tax code 2:2...

How do you maintain harmony among a staff that comprises different ages and responsibilities? What do you do if you realize you don’t want an in-house staff at all? In this episode, MDRT members discuss how they manage their teams and ensure their staff is best suited to the needs of the business (and vice versa). You’ll hear from: Adam Blumberg, CLU, CFP Matthew Joseph Murphy, EPC Ana Sofia Rodri...

Maybe parts of a family unit have different views of their expenses. Maybe they don’t have the same understanding of what you’ve presented. Either way, how do you navigate a meeting in which clients are arguing with each other? In this episode, MDRT members share strategies to manage these situations and ensure that everyone reaches a positive resolution. You’ll hear from: Everett Revere Foxx Stev...

Some clients overspend so people will perceive them as being successful. Others may be reluctant to share the truth about their financial situation. How do you find out what clients actually have and how you can help? In this episode, MDRT members share techniques that have helped them better understand what client assets really look like. You’ll hear from: Peter Jason Byrne Danielle J. Genier, CF...

What would you do if a client’s dog starting drinking your tea? Believe it or not, an MDRT member had this experience. In this episode, members share how they handled unusual circumstances and what they learned. 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: 0:33 – Sliding up a prominent media fi...

With so many demands in your work, how and when can you make sure that family responsibilities take precedence? In this episode, MDRT members share how they have found balance in and out of the office and the surprising results they have seen with clients. You’ll hear from: Brian D. Cichy, BS, CLTC Fred O’Connor, ChFC, CFP Episode breakdown: 0:34 – Working tirelessly to begin your career and lacki...

How do you ensure the best protection for your clients if they dispute the value of insurance? Or if timing or withheld information prevents a policy from moving forward? In this episode, MDRT members share memories of the most memorable and challenging clients when it comes to protecting their income. You’ll hear from: Michael Bibb, BA, DipPFS “Sunny” Jae Lee, IAR Shelley MacIntyre, CHS Elli Scho...

There are many professional and personal reasons a business plan may change over the years. Yet it can be scary to write down the plan and scarier to adjust it. In this episode, MDRT members explain how they have benefited from identifying their approach and tweaking it over time. You’ll hear from: Adam Blumberg, CLU, CFP Matthew Joseph Murphy, EPC Ana Sofia Rodriguez, MBA Episode breakdown: 0:25...

Many clients think that nothing bad will ever happen to them, or simply that they’re healthy enough not to need certain coverage. In this episode, MDRT members explain how sharing stories about clients who have experienced something unexpected helps clients and prospects recognize the need for income protection. You’ll hear from: Everett Revere Foxx Steven Genoff, CFP Brandon Green, ChFC, CLU Dana...

Have you always helped clients as much as possible? When did you realize how communication impacts the service you provide and the information you gather? In this episode, MDRT members share changes they have made in their practice from lessons that, if possible, they would have learned earlier. You’ll hear from: Harpreet Atwal Rick Jones, CFP Brent Kimball, ChFC, CFP Michaela Scott, CFP, RICP Epi...

What happens when an established client surprises you with previously undisclosed debt, or when you have to give a client difficult news about a policy someone else set up for them? In this episode, MDRT members discuss how they have adapted when startling information is revealed and adjusted their communication moving forward. You’ll hear from: Daniel Evan Jossen, CFP Keunhwa Lori Moon David John...

Should you take a big swing when trying something new or be more measured? In this episode, MDRT members address the strategies they have considered and what they have learned about the best route to implementation. You’ll hear from: Clay Gillespie, CFP, CIM Daniel O’Connell, MBA Episode breakdown: 0:28 – Unexpected benefits from social media 2:34 – Why some advisors don’t utilize media as much 3:...

Do clients understand how smoking may impact their insurance coverage? How can you approach these conversations? In this episode, MDRT members discuss how they educate their clients and also how their meetings can inspire them to change their behavior. You’ll hear from: Michael Bibb, BA, DipPFS “Sunny” Jae Lee, IAR Shelley MacIntyre, CHS Elli Schochet, CFP Episode breakdown: 0:29 – Client vs. insu...

Whether it is new regulations, advancements in technology or changing client concerns, there can be plenty of reasons to adjust your business plan. In this episode, MDRT members discuss why they have updated their plan and how they know it’s working. You’ll hear from: Andrew C. Lord, CLU, ChFC Jean M. Mathieu, CLU Dominique Schuh Episode breakdown: 0:27 – Adapting to regulation 2:05 – Using techno...

Do you review clients’ plans if they say they already have income replacement? Do you not only ask about their coverage but frequently review it to make sure the policies match up with client needs? In this episode, MDRT members discuss errors they have made in how they have approached income replacement and the benefits of learning from these mistakes. You’ll hear from: Everett Revere Foxx Steven...

A family business involves different emotions between coworkers and potentially a different kind of teamwork. In this episode, MDRT members discuss the benefits and challenges of this type of practice, and the importance of paying attention to the goals and perspectives of non-related staff as well. You’ll hear from: Adam Blumberg, CLU, CFP Matthew Joseph Murphy, EPC Ana Sofia Rodriguez, MBA Episo...

If you’re struggling to set up an appointment with a client, is it a good idea to stop by their place of business? In this episode, MDRT members discuss how even unexpected in-person communication can help your relationships with clients progress in ways that follow-up emails can’t. You’ll hear from: Brian D. Cichy, BS, CLTC Fred O’Connor, ChFC, CFP Episode breakdown: 0:28 – Explaining why you’re...