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In this EXCEL Award-winning series, hear thoughts and suggestions from top MDRT members on issues that financial and insurance professionals encounter in their careers. Contact us at podcast@mdrt.org. MDRT diversity statement: https://www.mdrt.org/diversity-statement 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 co ...
 
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show series
 
Maybe you were used to fostering connections entirely in-person with gifts or meals. In this episode recorded in November 2020, MDRT members explain how they were able to convert their previous ideas to work during difficult times.You’ll hear from:Lam Pui KaBrad J. MyersLeena Parwani, MBA, Cert CIIEpisode breakdown:0:30 – Adjusting seasonal traditi…
 
Have you changed your view of your work-life balance? Or of the way you build your clientele and staff? In this episode, MDRT members share the progress they have made, and what it means for their practices.You’ll hear from:Leanne Barbara Bull, Dip FP, CFPDavid Meszaros, CFPParesh B. Shah, CFPEpisode breakdown:0:35 – Reframing how you perceive your…
 
There have been countless unexpected challenges to navigate in the last year, from educating clients about COVID coverage to developing new procedures for remote staff. In this episode, MDRT members share how they have adapted to help clients, team members and themselves succeed in the face of difficulty.You’ll hear from:Lam Pui KaBrad J. MyersLeen…
 
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 FoxxSteven Genoff, CFPBrandon Green, ChFC, CLUDana Mitche…
 
Have you recently started making your own YouTube videos or sending out cookies to clients? In this episode, MDRT members share potentially underrated adjustments they have made that have made a difference during a challenging period.You’ll hear from:Lam Pui KaBrad J. MyersLeena Parwani, MBA, Cert CIIEpisode breakdown:0:34 – Helping a new group of …
 
As the pandemic continues and local governments update their guidance for social distancing, advisors are deciding whether to meet in person with clients or by leveraging technology. In this episode, MDRT members share how they have thrived whether through ongoing virtual work or through establishing in-office options.You’ll hear from:Lam Pui KaBra…
 
How can you connect your own needs and preferences with the clientele you work with? In this episode, MDRT members explain how they prioritize honesty and match what they give with what they get back.You’ll hear from:Terri E. KruegerMark D. Olson, MSFS, CFPAlain PoirierEpisode breakdown:0:31 – Choosing to work with honest people that you like1:56 –…
 
Do you judge people by their appearance or get to know them more deeply than that? Do you meet with clients whose financial circumstances might change for the better? In this episode, MDRT members share how they connected with clients who turned out to have far more assets than initially thought.You’ll hear from:Terri E. KruegerAlain PoirierEpisode…
 
If you’re a great salsa dancer or experienced singer, can that benefit your practice? In this episode, MDRT members share how their personal, potentially unrelated skills have crossed over to become professional assets.You’ll hear from:Xiao ChenChad DemarreMaria Josefa GarciaStacy L. Kahan, CLU, RFCEpisode breakdown:0:35 – Connecting with clients t…
 
How do MDRT members guarantee that clients are prepared or that client surveys will generate positive responses? In this episode, MDRT members explain aspects of their roles that others advisors may find difficult but are a strength for their business. You’ll hear from:Leanne Barbara Bull, Dip FP, CFPDavid Meszaros, CFPParesh B. Shah, CFPEpisode br…
 
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 PFSSofia Dumansky, MBA, LUTCFJonathan…
 
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, FChFPJohn P. EnrightSarah Helen Hogan…
 
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, FChFPJohn P. EnrightSarah Helen Hogan, ACIIEpisode breakdown:0:31 – A surprising …
 
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, ChFCEdward M. Burnett, RIC…
 
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, FChFPJohn P. EnrightSa…
 
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, FChFPJohn P. EnrightSarah Helen Hogan,…
 
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’…
 
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, FChFPJohn P. EnrightSarah Helen Hogan, ACIIEpisode break…
 
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, FChFPJohn P. EnrightSarah Hel…
 
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, CFPMiliana, CFPSherry Lee OngEpisode breakdown:0:30 – Being prepared for a r…
 
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 ByrneDanielle J. Genier, CFP, CLUJonathan Godshall Camacho, LUTCF, MBARandall D. KaufmannEpisode breakdown:0:33 –…
 
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, CFPMiliana, CFPSherry Lee OngEpisode breakdown:0:30 –…
 
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, CFPMiliana, CFPSherry Lee OngEpisode brea…
 
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, CFPMiliana, CFPSherry Lee OngEpisode breakdown:0:30 – The import…
 
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, CFPMiliana, CFPSherry Lee OngEpisode breakdown:0:33 – Helping clients get up to …
 
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, CFPAngelia Z. Shay, ChFC, CLUEpisode breakdown:0:29 – When a family me…
 
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, CFPMiliana, CFPSherry Lee OngEpisode b…
 
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, CLUH. Richard Dobson Jr.J…
 
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…
 
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, CFPDavid …
 
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 overc…
 
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, CLUH. Richard Do…
 
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, C…
 
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, …
 
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, ChFCJean M. Mathieu, CLUDominique SchuhEpisode breakdown: …
 
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. KruegerMark D. Olson, MSFS, CFPAlain PoirierEpisode breakdown:0:26 – What gifts are offe…
 
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 ByrneDanielle J. Genier, CFP, CLUJonathan Go…
 
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 ManningAngelia Z. Shay, ChFC, CLUJose Victor Vuilleumier ValdezEpisode breakdow…
 
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, ChFCEdward M. Burnett, RICPRussell L. Clousing, ChFC, CLUEpisode breakdown:0:32 – Courting early-rising…
 
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, IARShelley MacIntyre, CHSElli …
 
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 PFSSofia Dumansky, MBA, LUTCFJonathan Peter Kestle, CLU, B ComMark D. Olson, MSFS, CFPEpisode breakdown:0:35 – Utilizin…
 
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…
 
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 reso…
 
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 he…
 
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 PFSSofia Dumansky, MBA, LUTCFJonathan Peter Kestle, CLU, B ComMark D. Olson, MSFS, CFP Episode br…
 
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, CLTCFred O’Connor, ChFC, CFPEpisode breakdown:0:34 – Work…
 
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“Sunn…
 
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זכויות יוצרים 2021 | מפת אתר | מדיניות פרטיות | תנאי השירות
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