Shows
MDRT PodcastSomething I’m always working on in my practiceSuccessful advisors know that they still need to refine and change in order to maintain that success and grow. In this episode, MDRT members share what ongoing efforts they prioritize to ensure that they get better instead of becoming complacent.
You’ll hear from:
MDRT Past President Gregory B. Gagne, ChFC
MDRT First Vice President Clay Gillespie, CIM, CFP
Episode breakdown:
0:25 – Appreciating the peaks by experiencing the valleys
1:55 – Lesser-known ways to maximize your schedule
3:59 – Recognizing the multiple levels of delegation
6:15 – Maintaining perspective whether or not things are going well
7:30 – Remembering how to handle adversity
Listen to the monthly series, MDRT Presents: @m
2025-10-3111 min
MDRT PodcastChanges I made to foster growth in my businessIf reaching new heights requires new strategies, how do advisors make adjustments that translate into consistent success? In this episode, members of the MDRT Executive Committee share how they have reimagined their perspectives and their communication to drive stronger relationships and greater performance.
You’ll hear from:
MDRT President Carol Kheng, ChFC
MDRT First Vice President John F. Nichols, CLU, MSM
Episode breakdown:
0:24 – Continuing to learn while helping others do the same
2:39 – Investing in creating new connections
3:46 – Being service-oriented without wondering if you’ll get anything back
4:34 – Developing relationships through vulnerability
7:30 – Establishing connections in a community
Listen to the monthly series, MDRT P...
2025-05-0109 min
MDRT PodcastWhat you learn after years of working with clients facing retirementWhat language is essential for advisors helping to create a retirement plan for their clients? How can you ensure clients know you are acting in their best interest to protect their assets? In this episode, members of the MDRT Executive Committee share effective techniques they’ve gained from advising countless retirement planning clients.
You’ll hear from:
MDRT Immediate Past President Gregory B. Gagne, ChFC
MDRT Second Vice President Clay Gillespie, CIM, CFP
Episode breakdown:
0:26 – Gaining clients whose previous advisors don’t know how to discuss retirement
2:26 – How education and confidence can overcome age differences between advisors and clients
4:30 – Creating peace of min...
2025-01-2009 minMDRT PodcastMini-episode: The power of accountabilityAs a new year settles in, it’s important to stay focused on your plans and aspirations. In this episode, members of the MDRT Executive Committee share how coaches and other MDRT members provide encouragement while preventing them from losing sight of what they want to achieve.
You’ll hear from:
MDRT President Carol Kheng, ChFC
MDRT First Vice President John F. Nichols, CLU, MSM
Episode breakdown:
0:30 – How a coach can help you in numerous areas of your professional and personal life
1:55 – The difference that comes from having another person journeying with you
3:21 – Achieving Top of the Table with the help and s...
2024-12-1804 min
MDRT PodcastHow to embrace the Whole Person conceptJust because you know the importance of seeking balance in and out of work doesn’t mean that it’s easy to accomplish. In this episode, members of the MDRT Executive Committee share how they make a priority of MDRT’s Whole Person concept and adjust if they are struggling to put their intentions into action.
You’ll hear from:
MDRT President Carol Kheng, ChFC
MDRT First Vice President John F. Nichols, CLU, MSM
Episode breakdown:
0:32 – Looking at different life components like spokes on a wheel
1:42 – Pursuing a feeling of being centered rather than balanced
3:09 – Determining and maintaining your version of a right-fit...
2024-10-0108 min
MDRT PodcastWhat to do and not do for joint workWhile many advisors recognize the benefits of partnering with other professionals to help their clients, doing that successfully often requires practice and adaptation. In this episode, members of the MDRT Executive Committee explain how they have learned to identify and thrive in these collaborative circumstances.
You’ll hear from:
MDRT President Gregory B. Gagne, ChFC
MDRT Secretary Clay Gillespie, CIM, CFP
Episode breakdown:
0:25 – Levelling up by finding a mentor
0:57 – Recognizing when someone else is better at something than you
2:09 – What to do when someone else can be more helpful to your client
2:55 – Serving your clients best by focusing on what’s in your ar...
2024-05-0106 min
MDRT PodcastHow MDRT Executive Committee members start the year off rightHow can you ensure that you have a successful start to 2024? What should you keep in mind throughout the year to maintain consistent success? In this episode, members of the MDRT Executive Committee explain how they prepare for the arrival of January and keep a steady perspective on their processes regardless of the month.
You’ll hear from:
MDRT President Gregory B. Gagne, ChFC
MDRT Secretary Clay Gillespie, CIM, CFP
MDRT First Vice President Carol Kheng, ChFC
MDRT Second Vice President John F. Nichols, CLU, MSM
Episode breakdown:
0:34—Planning for the new year before it starts
2:48—Beginning January with focus and a...
2024-01-0219 min
MDRT PodcastUnique insights about what makes clients open up or shut downEven veteran advisors continually learn new communication techniques in pursuit of making clients comfortable and willing to share their feelings. In this episode, MDRT members identify situations in which clients have been especially open (or had difficulty opening up), and what that taught them for conversations moving forward.
You’ll hear from:
Alessandro M. Forte, DipPFS, CSP
Renee Hanson, CFP, CDFA
Episode breakdown:
0:31—Starting a podcast as a way of sharing memorable client stories
2:24—Discovering people’s universal interest in talking about problems and successes
5:54—Identifying an opportunity to help women in transition
9:10—Learning how to communicate with clients during an awkward m...
2023-12-0112 min
MDRT PodcastHow to make time to give backDo 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 create that time in your schedule
4:09 – Focusing not on growing the flower but on the environment where it grows
7:34 – Becoming energized through work with the Foundation
Listen to the monthly series, MDRT Presents: @mdrtpresents
2021-12-0109 min
MDRT PodcastHow the pandemic changed how I discuss insuranceIn 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 older clients who have lost their jobs
13:44 – Reframing the pandemic as a preview of retirement
16:05 – Figuring out how to explain the benefits of insurance to someone who doesn’t believe in it
Find more resources to help you focus on the here...
2021-07-0123 minMDRT PodcastHow to adapt pre-pandemic approaches to show you careMaybe 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 staff members with current needs
3:27 – Utilizing the engagement of Instagram stories
7:08 – Creating a conversation around pop culture
Find more resources to help you focus on the here and now: rz.mdrt.org/productivity-kit/
Listen to the monthly series, MDRT Presents: @mdrtpresen
2021-04-3009 minMDRT PodcastBecoming a resource to clients and staff when circumstances changeThere 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:
0:34 – Helping clients know about COVID-related coverage and treatment
3:04 – The importance of ensuring that clients are aware of what you can do
4:32 – Creating webinars focused on timely concerns for clients
10:34 – Where that information comes from if it’s not p...
2021-04-0118 min
MDRT PodcastIs it necessary to scare clients about income replacement?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 – Opening the conversation and learning about others they know who have been affected
1:25 – Establishing the implications of not creating this coverage
2:23 – Recognizing the responsibility of the advisor to be bold and ask thought-provoking questions
3:02 – An approach to questioning th...
2021-03-0108 minMDRT PodcastEasily overlooked improvements that have happened during tough timesHave 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 – Developing connections through a new review program
6:33 – Fostering client touchpoints like virtual lunch-and-learns and cookie shipments
11:21 – Enhancing dialogue with clients who are parents of young children
13:22 – Offering to help older clients order food or use Zoom if they need assista...
2021-02-0116 minMDRT PodcastSuccess stories from reopening my office – or keeping it closedAs 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 breakdown:
0:38 – Retraining junior staff to prevent layoffs
2:46 – Ensuring that everyone is able to work virtually
4:42 – Communicating protocols and procedures to clients
7:36 – Learning to be more patient during difficult times
9:30 – Being more productive by staying at home
14:42 – Opening up your market...
2021-01-0416 min
MDRT PodcastMini-episode: Something most advisors struggle with, but I don’tHow 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 all the necessary information
2:02 – Making things simple to enhance relationships and productivity
2:40 – How navigational themes helps clarify ideas for clients
3:16 – The benefit of quick response time
4:29 – If responding quickly makes it harder to detach
Listen to the monthly seri...
2020-10-1505 min
MDRT PodcastDeveloping new ideas for customized service and digital marketingThe 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 information via PowerPoint rather than a folder in person
1:06 – Utilizing video but recognizing when a phone call is preferred
4:04 – How video marketing can drive follow-up conversations with clients
5:27 – Remembering to give clients a choice about how they a...
2020-09-2108 minMDRT PodcastMini-episode: Books that have played an impactful role during challenging timesHave 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 Fox and the Horse”
2:36 – Recognizing the elevated value of “Raising Financially Aware Kids” during the pandemic
3:12 – Why clients can learn from “Walking out of the Financial Maze”
There are many reasons why advis...
2020-09-0704 min
MDRT PodcastLessons advisors apply from other roles they’ve hadDo 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 breakdown:
0:33 – Delivering quality time as a professional pilot for businesspeople
2:55 – The universal importance of managing expectations
3:50 – Work ethic gleaned from a rigorous educational program
5:50 – How those lessons were applied as a financial advisor
6...
2020-09-0112 minMDRT PodcastFinding new opportunities to embrace virtual connectionThe 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 – Developing a Zoom happy hour for my clients
2:51 – Turning a quarterly catch-up into a weekly meeting
4:45 – Hearing fantastic feedback from clients about your efforts
5:24 – Reviewing client cases with colleagues and creating motivation
Find more resources to help you focus...
2020-08-2107 minMDRT PodcastSignificant ways I’m adapting to a new normalDuring 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 plan for seminars with webinar marketing
2:38 – Recognizing that it’s better late than never to be active on social media
3:10 – Transferring in-person drawings to drawing on a screen
4:40 – Seeing that you can separate yourself through consis...
2020-08-0710 min
MDRT PodcastHow the MDRT Foundation has impacted meMaybe 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 Kucheria, CFP, LUTCF
Episode breakdown:
0:26 – My biggest memory from more than a decade with the Foundation
1:22 – The first moment when I realized the power of the Foundation
4:07 – How I noticed the impact of the Foundati...
2020-07-3108 minMDRT PodcastMini-episode: Safety protocols to make clients and staff more comfortableHow 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 in-person meetings
1:07 – Additional tweaks made to prioritize safety, including automatic hand sanitizer
2:54 – Investing in continued connection without meeting in person
Find more resources to help you focus on the here and now: rz.mdrt.org/productivity-kit/
Listen t...
2020-07-2204 minMDRT PodcastNavigating difficult situations with clients and staff regarding the virusDuring 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 to quickly identify where the other person is on the spectrum of concern
1:07 – Balancing an individual’s choice with the safety of others and yourself
4:51 – Continuing Zoom meetings even though the office is open
6:02 – Navigating difficult social experiences pertaining to safety
7:18 – Dealing with a...
2020-07-1510 min
MDRT PodcastForecasting client needs as the crisis goes on longerWhat 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 differences in spending and where clients derive their happiness
3:32 – Reframing services and communication to meet clients in their new state of mind
5:07 – Enhancing online prospecting to find more people who need help
Find more resources to help you f...
2020-07-0807 min
MDRT PodcastWhat sets me apart as an advisorDo 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...
2020-07-0115 minMDRT PodcastChanges I’ve made in response to surprising client reactions during crisisEvery 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-k...
2020-06-2606 minMDRT PodcastHow I’m keeping staff engaged while business recoversEven 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 e...
2020-06-1908 minMDRT PodcastThe hardest long-term change to consider in the face of crisisHow 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...
2020-06-1209 minMDRT PodcastWays that I’m looking out for clients during this crisisDo 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: r...
2020-06-0510 min
MDRT PodcastDealing with clients’ other sources of financial inputHow 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 –...
2020-06-0108 minMDRT PodcastLong-term planning I’m doing to prepare myself for a slow recoveryAre 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 affec...
2020-05-2217 min
MDRT PodcastHow going through trying times can lead to new possibilitiesWhat 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 a...
2020-05-1507 minMDRT PodcastCommunicating with almost-retirees when the market tumblesHow 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 avera...
2020-05-0809 minMDRT PodcastA hard lesson I learned about staffingDo 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 pa...
2020-05-0112 minMDRT PodcastHow I’m approaching my biggest challenge during quarantineHow 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 an...
2020-04-2008 minMDRT PodcastMore questions to consider in tumultuous timesHave 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 th...
2020-04-2005 minMDRT PodcastMini-episode: What to say to staff during a period of change and challengeHow 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...
2020-04-1304 minMDRT PodcastReassuring clients in uncertain timesHow 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 a...
2020-04-0314 min
MDRT PodcastWhat advisors and clients don’t discuss enough about business planningDo 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 mem...
2020-03-3107 min
MDRT PodcastMini-episode: Ways that I show gratitude to clientsDo 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
2020-03-1603 minMDRT PodcastSomething I struggle with and how I try to improveWhat 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
Li...
2020-02-2808 min
MDRT PodcastHow you can simultaneously do good and have fun by getting involved in the MDRT FoundationDo 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 –...
2020-01-3107 min
MDRT PodcastThe unexpected intricacies of using technologyIs 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...
2020-01-0114 min
MDRT PodcastLessons from mistakes in client communicationOccasionally 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-engag...
2019-12-0208 min
MDRT PodcastRetirement topics clients and advisors should talk about moreLife 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 you going to do?”
2:03: Giving tough love to express your concern
3:42: Establishing the importance of strategic preparation
6:43: Helping clients recognize the changes they will experience
8:04: Keeping in mind that each client is different
10:29: Sharing stories about succes...
2019-11-0115 min
MDRT PodcastThe most extreme thing I’ve done for a clientWhat 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 – Memories from the middle of the night
3:09 – “Going anywhere to see anyone”
5:21 – Utilizing vacation time to see clients in person
5:47 – Helping friends through scary and unknown circumstances
7:48 – Making sure every bill gets paid
10:58 – Understanding portability options for group life insurance...
2019-10-0113 min
MDRT PodcastIs it better to push too much or too little?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 benefits of persistence
1:47 – Preferring to avoid confrontation and address a topic later
2:32 – The guidance from remembering that some coverage is better than no coverage
3:19 – Balancing communication by connecting at their level
5:17 – Identifying the privilege of having...
2019-08-3008 min
MDRT PodcastSomething you do that other advisors don’tHow 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
2:21 – The benefits of unique software
4:08 – Gaining prospects from teaching university classes
5:39 – The student/teacher relationship compared to client/advisor relationship
6:44 – Creating your own opportunity on the radio
10:52 – Keeping a moving list of goals on you at all times
1...
2019-08-0119 min
MDRT PodcastAre you keeping your staff both productive and happy?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 Rodriguez, MBA
Episode breakdown:
0:28 – Giving everyone in the office a voice
2:12 – Standardizing the onboarding process
3:26 – Making changes quickly to suit younger team members
5:15 – Dealing with differences in generational communication styles
7:06...
2019-07-0118 min
MDRT PodcastWhat to do when couples disagree about financial decisionsMaybe 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
Steven Genoff, CFP
Brandon Green, ChFC, CLU
Dana Mitchell, CLU, CFP
Episode breakdown:
0:34 – The meaning of “The ping-pong concept”
1:42 – Identifying who the couple’s decision-maker is
2:30 – Why it may help for you to leave the room to...
2019-05-3108 min
MDRT PodcastDetermining what clients do or don’t haveSome 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, CFP, CLU
Jonathan Godshall Camacho, LUTCF, MBA
Randall D. Kaufmann
Episode breakdown:
0:32 – When someone presents as wealthier than they are
2:04 – Establishing trust so a client will share challenges happening in their business
3:44 – When clients aren’t r...
2019-05-0114 min
MDRT PodcastThe wildest client experience I’ve hadWhat 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 figure’s stairs on your bottom
2:25 – When prospects think the state will pay for their insurance
3:15 – When a client’s dog drinks your tea
4:55 – Traversing dangerous conditions, surrounded by wild animals
6:15 – A client choosing between c...
2019-04-0113 min
MDRT PodcastThe professional benefits of prioritizing your personal lifeWith 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 lacking balance
1:36 – Never having to choose between an appointment and your family
2:11 – Why clients respond to you prioritizing your life outside the office
4:26 – How balance can be more difficult when starting later and continui...
2019-03-0107 min
MDRT PodcastMy most difficult income protection clientHow 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 Schochet, CFP
Episode breakdown:
0:34 – The regrets of a client who didn’t believe in insurance
2:22 – How to prevent that result next time
3:35 – The heartbreak of tragic timing
5:05 – A new view of “the ones that got away”
7:29 – C...
2019-02-0112 min
MDRT PodcastWhy it’s OK to tear up your business planThere 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 – Do you have a business plan? Does it change?
3:30 – Why the concept of a business plan can be threatening
5:57 – Why my plan in the last few years would have been torn up annually
7:04 – How my bus...
2019-01-0213 min
MDRT PodcastStories that help explain the need for income replacementMany 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 Mitchell, CLU, CFP
Episode breakdown:
0:36 – How specific stories connect the dots
2:15 – Why you should start with planning, not protection
3:58 – Helping a client when the hypothetical becomes the reality
5:08 – Identifying the threats to a client’s plan
5:45 – How clients reac...
2018-11-3008 min
MDRT PodcastWhat advisors wish they knew soonerHave 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
Episode breakdown:
0:26 – The expenses of divorce
1:13 – Adjusting your approach to help clients prevent problems
2:29 – Are you being as comprehensive as you can?
4:47 – Learning to ask more questions
5:43 – Let the clients provide the answers
6:24 – Make sure to relax
Liste...
2018-11-0109 min
MDRT PodcastWhat to do when client information catches you off-guardWhat 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 Munson Jr.
Episode breakdown:
0:28 – An unexpected revelation from longtime clients
2:54 – The lesson learned and next steps in planning
4:01 – How to avoid this happening again
5:23 – Reviewing client’s previously established plans you think should change
9:00 – Dealing with relations...
2018-10-0111 min
MDRT PodcastHow to spot a good business idea and what to do with itShould 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
3:18 – Prioritizing incremental changes and assessing risk
5:48 – Is it foolish to take action on an idea as soon as possible?
7:22 – Why you should listen to people you disagree with
10:30 – Recent changes advisors have made
Listen to the new monthly series...
2018-08-3115 min
MDRT PodcastWhen advisors can motivate clients to stop smokingDo 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. insurance definition of “casual smoker”
2:18 – What clients have to do first
2:57 – Being aware of how clients see themselves
4:00 – Delaying a policy until a client is smoke-free
5:24 – When advisors wind up getting clients to stop smoking
Listen to the new monthly series, MDRT...
2018-08-0108 min
MDRT PodcastHow I knew my business plan had to changeWhether 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 technology to increase communication
3:05 – Addressing clients’ concerns during a global data breach
3:42 – The benefit of sharing staff members’ success with clients
4:23 – Improving the process of wealth transfer
Listen to the new monthly series, MDRT Presents: @mdrtpresents
2018-07-0206 min
MDRT PodcastA mistake I made in discussing income replacement coverageDo 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 Genoff, CFP
Brandon Green, ChFC, CLU
Dana Mitchell, CLU, CFP
Episode breakdown:
0:27 – You can’t discuss if you don’t ask
2:01 – Are clients ever reluctant to show you their policies?
2:53 – Avoiding yes/no questions
4...
2018-06-0107 min
MDRT PodcastThe differences and universalities of a family businessA 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
Episode breakdown:
0:28 – The extra layer of feelings with family
0:54 – Showing non-related staff there are still opportunities for growth
1:56 – What it was like to be a non-family member in a family business
3:43 – Envisioning when parents/mentors/colleagues retire
6:10 – The structural l...
2018-05-0110 min
MDRT PodcastThe value of dropping in unannounced with business ownersIf 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 stopping by
1:22 – Creating opportunities in the community
2:08 – Making time now or finally planning some later
3:29 – Business owners understand persistence
4:21 – Do you do this for everyone or just particular clients?
Listen to the new monthly seri...
2018-04-0206 min
MDRT PodcastHow to avoid prospects just looking for a free mealIf 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...
2018-03-0117 min
MDRT PodcastImproving your time managementHow 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 ser...
2018-01-0212 min
MDRT PodcastHow to talk to millennials about retirementMillennial 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 imp...
2017-12-0109 min
MDRT PodcastTake prospecting beyond the business cardHow 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 P...
2017-11-0206 min
MDRT PodcastWhat you learn from listening to recordings of yourselfSelf-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: @md
2017-10-0210 min
MDRT PodcastHow to get clients to think and talk about retirementFor 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 q...
2017-09-0116 min
MDRT PodcastHow to make joint work work for youThrough 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
2017-07-3115 min
MDRT PodcastPart 1: The decision that got me to Top of the TableThere 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
2017-04-0310 min
MDRT PodcastPart 2: How to grow beyond Top of the TableNo 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
2017-04-0308 min
MDRT PodcastComplying and determining fees based on the DOL fiduciary ruleIn the final episode of the three-part podcast series, MDRT members discuss how the upcoming Department of Labor regulation will be enforced and how to establish value in a fee-based practice.
You’ll hear from:
John F. Nichols, MSM, CLU
Simon John Gibson, DipPFS
Juli McNeely, CFP, CLU
Susan Catherine Paterson, FChFP
Episode 2: https://soundcloud.com/mdrt-podcast/preparing-for-the-dol-fiduciary-rule
Episode 1: https://soundcloud.com/mdrt-podcast/global-producers-discuss-the-dol-fiduciary-rule
This MDRT Podcast series won a 2017 EXCEL Award, presented by the Association Media and Publishing for excellence and leadership in nonprofit association media, publishing, marketing and communications.
The Million Dollar Round Table® (MDRT) does not guarantee the...
2016-07-2526 min
MDRT PodcastPreparing for the DOL fiduciary ruleIn the second episode of a three-part podcast series, MDRT members discuss the way businesses adjust as a result of regulation and how advisors should start getting ready for the change.
You’ll hear from:
John F. Nichols, MSM, CLU
Simon John Gibson, DipPFS
Juli McNeely, CFP, CLU
Susan Catherine Paterson, FChFP
Episode 3: https://soundcloud.com/mdrt-podcast/complying-and-determining-fees-based-on-the-dol-fiduciary-rule
Episode 1: https://soundcloud.com/mdrt-podcast/global-producers-discuss-the-dol-fiduciary-rule
This MDRT Podcast series won a 2017 EXCEL Award, presented by the Association Media and Publishing for excellence and leadership in nonprofit association media, publishing, marketing and communications.
The Million Dollar Round Table® (MDRT) does not guarantee the...
2016-07-2025 min
MDRT PodcastGlobal producers discuss the DOL fiduciary ruleIn the first episode of a three-part podcast series, MDRT members discuss the reasons behind the upcoming DOL fiduciary rule, and its expected impact on advisors and clients.
Episode 2: https://soundcloud.com/mdrt-podcast/preparing-for-the-dol-fiduciary-rule
Episode 3: https://soundcloud.com/mdrt-podcast/complying-and-determining-fees-based-on-the-dol-fiduciary-rule
You’ll hear from:
John F. Nichols, MSM, CLU
Simon John Gibson, DipPFS
Juli McNeely, CFP, CLU
Susan Catherine Paterson, FChFP
This MDRT Podcast series won a 2017 EXCEL Award, presented by the Association Media and Publishing for excellence and leadership in nonprofit association media, publishing, marketing and communications.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax...
2016-07-1126 min
MDRT PodcastStand out to clientsEvery advisor seeks to connect with clients, whether with designations, direct relationships or finding a target market. In this episode, MDRT members discuss how to set themselves apart.
You’ll hear from:
Victoria Joy Avedesian
Elizabeth Grigourian
Daxesh Maniar, MBA, CFP
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any...
2016-07-0113 min
MDRT PodcastHow to find the right staff memberIs the best person for the team someone exactly like you or just someone who believes in the business? In this episode, MDRT members share their insights on staffing.
You'll hear from:
Nguyen Le
Crawford McGill, CFP AAMS
Renato Alarcon
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any n...
2016-06-0106 min
MDRT PodcastEpisode 5: Differentiating your agency to attract the right advisorsMDRT brings you the Agency Principal Series, a five-episode podcast series recorded at NAILBA 34 for agency principals and advisors. Industry leaders share their perspectives on the state of the business, leaving you with takeaways to thrive in the changing landscape. In this final episode, learn about the importance of a value proposition in the independent space.
Panelists include:
• Moderator: James Douglas Pittman, CLU, CFP, MDRT Second Vice President
• Brian Winikoff – President and CEO, Crump Life Insurance Services
• Ben Nevejans – President, LifePro Financial Services Inc.
• Victoria “Tori” Van Dusen-Roos – Principal and Head of Operations, Diversified Brokerage Services Inc.
• Ryan Pinney – Vice President, Sales and M...
2016-05-0910 min
MDRT PodcastMeet the Nominee: Regina BedoyaFor Regina Bedoya, CLU, ChFC, a 23-year MDRT member from Juno Beach, Florida, work in the financial services industry has a spiritual touch. In this episode, get to know this year’s Executive Committee Nominee and listen to her techniques for putting clients at ease.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to...
2016-05-0209 min
MDRT PodcastEpisode 4: Training and technology know-howMDRT brings you the Agency Principal Series, a five-episode podcast series recorded at NAILBA 34 for agency principals and advisors. Industry leaders share their perspectives on the state of the business, leaving you with takeaways to thrive in the changing landscape. In this episode, learn how to improve your advisors' bottom line by helping them stay up to date with technology and training.
Panelists include:
• Moderator: James Douglas Pittman, CLU, CFP, MDRT Second Vice President
• Brian Winikoff – President and CEO, Crump Life Insurance Services
• Ben Nevejans – President, LifePro Financial Services Inc.
• Victoria “Tori” Van Dusen-Roos – Principal and Head of Operations, Diversified Brokerage Services...
2016-04-1410 min
MDRT PodcastPositioning fair compensation with clientsProducers around the world have transitioned to a fee-for-service model, often as a result of their local regulatory environment. In this episode, listen in as five MDRT members from four different countries discuss the topic of compensation and how to initiate the discussion with clients.
You'll hear from:
• Diane L. McCurdy, CFP, EPC
• Steven P. Arengo, CFP, AIF
• Simon John Gibson, Dip PFS
• Stephen Kagawa, FSS, LUTCF
• Roy Hall
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal p...
2016-04-0110 min
MDRT PodcastEpisode 3: Predicting the future of financial servicesMDRT brings you the Agency Principal Series, a five-episode podcast series recorded at NAILBA 34 for agency principals and advisors. Industry leaders share their perspectives on the state of the business, leaving you with takeaways to thrive in the changing landscape. In this episode, we discuss how to support advisors as entrepreneurs by anticipating industry changes.
Panelists include:
• Moderator: James Douglas Pittman, CLU, CFP, MDRT Second Vice President
• Brian Winikoff – President and CEO, Crump Life Insurance Services
• Ben Nevejans – President, LifePro Financial Services Inc.
• Victoria “Tori” Van Dusen-Roos – Principal and Head of Operations, Diversified Brokerage Services Inc.
• Ryan Pinney – Vice President, Sales and Marketing, P...
2016-03-1806 min
MDRT PodcastAgency Principal Series: Episode 2Episode 2: Today’s landscape and its impact on agent productivity
MDRT brings you the Agency Principal Series, a five-episode podcast series recorded at NAILBA 34 for agency principals and advisors. Industry leaders share their perspectives on the state of the business, leaving you with takeaways to thrive in the changing landscape. In this episode, hear how important it is to identify and adopt tools, technology and processes that will help advisors work more effectively and efficiently.
Panelists include:
• Moderator: James Douglas Pittman, CLU, CFP, MDRT Second Vice President
• Brian Winikoff – President and CEO, Crump Life Insurance Services
• Ben Nevejans – President, LifePro Financial Se...
2016-02-0810 min
MDRT PodcastAgency Principal Series: Episode 1Agency Principal Series
Episode 1: How Industry Changes Influence Business Practices of Agency Principals and Advisors
MDRT brings you the Agency Principal Series, a five-episode podcast series recorded at NAILBA 34 for agency principals and advisors. Industry leaders share their perspectives on the state of the business, leaving you with takeaways to thrive in the changing landscape.
Panelists include:
• Moderator: James Douglas Pittman, CLU, CFP, MDRT Second Vice President
• Brian Winikoff – President and CEO, Crump Life Insurance Services
• Ben Nevejans – President, LifePro Financial Services Inc.
• Victoria “Tori” Van Dusen-Roos – Principal and Head of Operations, Diversified Brokerage Services Inc.
• Ryan Pinney – Vice President, Sales and Marketing, P...
2016-01-0716 min
MDRT PodcastJumping Into Things: Alison MurdockAlison Murdock traveled the world at the age of 15. As an adult, she moved between completely different careers, all before settling in as a Top of the Table level producer. How did she get here? This and more in the newest episode of the MDRT Podcast.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, p...
2016-01-0511 min
MDRT PodcastTop of the Table: W. J. RossiTop of the Table is home to only the highest producing MDRT members. This year, W.J. Rossi looks to lead the division to new heights, while focusing on those that helped get him there.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. C...
2015-11-0206 min
MDRT PodcastGetting into the BusinessMDRT members are some of the most successful producers in the field. But everyone had to get started somewhere, and for most, it wasn't on top of the industry.
On today's episode, hear from newer MDRT members on how they got their start, and what they had to struggle through before reaching MDRT. Jeanmarie Elizabeth Kricher; Vasilios K. Danas, ChFC, CLU; Alla Kushnir, CLU; Ella Ligay, LUTCF
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal p...
2015-10-0109 min
MDRT Podcast2016 MDRT President: Brian D. Heckert, CLU, ChFCThe 2016 MDRT President, Brian D. Heckert, CLU, ChFC, is from a small town in Illinois that you've probably never heard of. This didn't stop him from reaching the top of the world's premier financial services association. Hear how his time on the Executive Committee has changed him, and how MDRT gave him the opportunity to help people across the globe.
To learn more about Heckert, read the September/October 2015 issue of Round the Table. (http://edition.pagesuite-professional.co.uk/launch.aspx?&pnum=30&pbid=4f1eacca-06b3-4733-b368-631bd792059a)
The Million Dollar Round Table® (MDRT) does not guarantee t...
2015-09-0110 min
MDRT PodcastSwitching to a Fee-Based PracticeRegulation is something that affects everyone, eventually. Across the global financial services profession, the creation of fee-based practices — born out of increased government regulations — has changed the way the public views advisors, for the better. Hear four MDRT members, David Braithwaite, Dip PFS, Bradley J. Flick, Will Richardson, CLU, CFP, and Mathew Thomas Fogarty, CFP, Dip FP, discuss what drove them to fees and why they’ve never looked back.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and...
2015-08-2421 min
MDRT PodcastLive from the Annual Meeting: Your best ideasWith the 2015 MDRT Annual Meeting wrapping up, we talked to some members about the best ideas they've heard over the past week.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2015 Million Dollar Round Table.
2015-06-1803 min
MDRT PodcastLive from the Annual Meeting: Idea ExchangeMain Platform took a back seat to specialized programming on Tuesday here at the MDRT Annual Meeting. Members had their choice of sessions to attend, including idea exchanges being conducted in a variety of languages. We sat in on the English speaking session to grab some ideas, here are some of our favorites.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local i...
2015-06-1603 min
MDRT PodcastLive from the Annual Meeting: Sharing ideasAt all times, MDRT members can find another member sharing some of their best ideas in the ConneXion Zone. We stopped by to grab a few from speakers and attendees in today's episode.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Copyright 2015 Million D...
2015-06-1504 min
MDRT PodcastLive from the Annual Meeting: RegistrationRegistration at the 2015 MDRT Annual Meeting is underway, and the energy in the room is palpable, We talked to a few members to find out why they're here in New Orleans, and what they're hoping to walk away with.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new s...
2015-06-1403 min
MDRT PodcastLive from the Annual Meeting: MDRT Foundation service projectOn day one of the 2015 MDRT Annual Meeting, MDRT Foundation volunteers helped St. Bernard Project repair homes throughout New Orleans. We talked to a few members to find out why they were there and how they were helping the community.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any n...
2015-06-1303 min
MDRT PodcastDavid Appel: Planning for yourself is planning for your familyDavid Appel, CLU, ChFC, was a successful, healthy producer in his early 30s. He was an MDRT member. Clients were flowing in the door. Everything was going according to plan... until it wasn't.
Hear excerpts from his 2012 Annual Meeting presentation and thoughts from him today as he shares the challenges he faced, and how he learned that planning for yourself is square one.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, p...
2015-05-2211 min
MDRT PodcastSuccession Planning: How to Add Value to Your PracticeYou may be just entering the field. You may feel no need to develop a succession plan. But ensuring the long life of your business and the protection of your clients begins now. Hear four MDRT members discuss how they are currently adding value to their business, and the steps you should take to do so as well.
For more info on business continuation planning, please visit http://www.imdrt.org/decision/index.php.
Featured in this episode are Jedediah Harrison Levene, CFP, CLU, Mark Berube, James Alex and Sarah J. Kaelberer, CFP, ChFC.
This example is for educational purposes...
2015-03-1618 min
MDRT PodcastI'm Not Retiring: How to Get Started Succession PlanningAt the 2014 MDRT Top of the Table meeting, Leon L. Levy, CLU, RHU, told attendees he's not planning on retiring, ever. For many MDRT members, succession planning, retirement, and similar phrases all carry with them such weight. It's not easy to leave a business you built behind. Hear three members like you discuss what's on their mind as they enter into trying to ensure the life of their practices, and give tips for how to best navigate this process.
To hear more from the Top of the Table panel discussion at the top of the episode, please visit www.mdrtresourcezone...
2015-02-0915 minMDRT PodcastBuilding a BusinessAll entrepreneurs want to build a business they're proud of. This, however, is easier said than done. From staffing to technology, there are a lot of difficult decisions to take into consideration. Hear MDRT members Simon John Gibson, Dip PFS, Gregory B. Gagne, ChFC and Clay Gillespie, CFP, CIM, share how they've built their businesses and what things they think you should be concentrating on.
The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in y...
2015-01-0257 min