MDRT

While 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 area of expertise
3:40 – Creating a process to systematize what you do best
4:57 – Setting expectations with clients at the beginning of your relationship

Listen to the monthly series, MDRT Presents: @mdrtpresents

What to do and not do for joint work

What 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 mind through established processes
5:37 – Using long-term-care insurance and thoughtful planning to prevent financial disaster
7:29 – Providing honest, direct information without taking the easy way out

Listen to the monthly series, MDRT Presents: @mdrtpresents

What you learn after years of working with clients facing retirement

Is there a benefit to doing things that scare you? In this episode, Brendan Clune Walsh and stress physiologist Rebecca Heiss discuss the difficulties and advantages of striving for things you sometimes don’t want to do, from a morning trip to the gym to a plunge into freezing cold water. 

Episode breakdown:
0:41 – Finding opportunity to do something scary
1:44 – Seeking Type Two Fun instead of what’s comfortable
3:03 – Learning how to get through something that’s recommended but challenging
 4:41 – Teaching your brain to adapt and be motivated toward difficult situations
10:15 – How to know how to make Type Two Fun work for you and do what you think you can’t
14:11 – Pushing yourself to imagine and pursue bigger goals and higher performance

Listen to the monthly series, MDRT Presents: @mdrtpresents

Why — and how — you should push your boundaries

Walking through a claim with clients and their affected family members can provide new perspective for advisors about how their work has enormous impact on the people they serve. In this episode, MDRT members share the interactions that have elevated their understanding about what they do and the clients who benefit.
 
You’ll hear from:
Joseph Tan, ChFC, CLU
Abigail Venida Yabot
 
Episode breakdown:
0:28 – Being reminded about the importance of coverage and planning
3:57 – Turning difficulty into clarity and strengthened protection
5:38 – Advocating for clients to protect their staff
8:19 – Applying coverage options for different populations

Listen to the monthly series, MDRT Presents: @mdrtpresents

Experiences that have enhanced how I see the power of insurance

If 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 Presents: @mdrtpresents

Changes I made to foster growth in my business

Just because you have expanded your book of business doesn’t mean you’re automatically ready to serve all those clients. In this episode, MDRT member D. Kyle Atkins, CFP, CLU, and president of Succession Resource Group David Grau Jr. explain how to ensure that you can match your service to the needs of people who have just come onboard.

Episode breakdown:
0:27 – Gaining information to help tailor events around new clients’ hobbies
2:18 – The process of collecting and utilizing those details
3:57 – Why you need to distinguish a client experience from a service model
7:13 – Categorizing clients with more positive labels
9:01 – Creating experiences even for lower-tier clients
11:45 – The challenge of communicating embedded opportunity to a seller
12:32 – Figuring out what’s most important to learn about new clients
15:53 – Applying that to due diligence about your next purchase

Listen to the monthly series, MDRT Presents: @mdrtpresents

How to adjust your practice to accommodate new clients gained in an acquisition

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 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. Examples are for educational purposes only. Copyright Million Dollar Round Table.

What to do and not do for joint work

MDRT Podcast