At some point, all advisors face the challenging situation of knowing that they aren’t the right person to work with a client. In this episode, MDRT members explain how they recognize the need for this delicate exchange, and how they handle it.

You’ll hear from:
Alessandro M. Forte, DipPFS, CSP
Renee Hanson, CFP, CDFA

Episode breakdown:
0:28 – Establishing expectations for client interactions
2:36 – Developing the skill of knowing when to walk away
4:33 – Having the hard conversation with clients about not being a good fit
6:25 – Identifying communication preferences to improve interpersonal dynamics
8:45 – Fostering positive outcomes while indicating that something isn’t working
13:31 – Determining if the advisor or the client will be making the rejection 

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What to do when it’s clear the client-advisor relationship is not a match

The more advisors utilize video messaging, social media, and other areas of technology, the more they need to make sure they are maintaining compliance. In this episode, MDRT members share how they have benefited from technology in their practice while prioritizing all necessary regulations.

You’ll hear from:
Simon D. Lister, Dip PFS
Jamie McIntyre, CFP

Episode breakdown:
0:33 – Including risk warnings while utilizing the benefits of communicating via video
3:10 – Using technology to help set expectations with clients
4:29 – Knowing that regulators don’t want advisors to lead messaging with products
6:30 – How regulators monitor social media activity
7:05 – The importance of keeping records of everything that’s done
9:31 – How regulation impacts the quantity and quality of advisors

Listen to the monthly series, MDRT Presents: @mdrtpresents

How regulation impacts what I can do with technology

As 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 support of other MDRT members
m

Listen to the monthly series, MDRT Presents: @mdrtpresents

Mini-episode: The power of accountability

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

What client interactions result from adjustments you’ve made to remain compliant? In this episode, MDRT members share how regulation has led to improved processes and enhanced client relationships.

You’ll hear from:
Simon D. Lister, Dip PFS
Jamie McIntyre, CFP

Episode breakdown:
0:29 – Being driven to discuss your value proposition in more detail
2:16 – Successfully moving to a practice without commissions
5:21 – Why charging fees leads to more understanding and more referrals
8:50 – Creating deeper relationships with clients who feel you’re in the journey with them
11:57 – How to tell when a client relationship has strengthened
16:04 – When regulations foster regular clarity, connection, and accountability
18:29 – Applying insights from other countries’ regulations

Listen to the monthly series, MDRT Presents: @mdrtpresents

Memorable client experiences related to regulation


Would you ever do something that you expected to fail, just
as a way of teaching yourself that rejection is not something to fear? In this
episode, MDRT member Brendan Clune Walsh and stress physiologist Rebecca Heiss
discuss the logic, options and potential benefits behind this approach of
turning discomfort into confidence.

Episode breakdown:
0:42 – Moving yourself toward confronting what scares you
2:34 – Creating a game of how many times you can hear no in
one day
5:38 – How to know how far to take the concept of seeking
rejection
7:35 – Learning to recognize and understand your stress
responses
10:45 – Focusing on the cost of inaction and the best that
can happen, not the worst

Listen to the monthly series, MDRT Presents: @mdrtpresents

Why you should not just embrace but seek out rejection

With many advisors embracing AI in their practices, several advantages and challenges have emerged along with this rapidly growing technology.  In this episode, MDRT members share how AI has factored into their work as an asset or a stressor, and what is on their mind moving forward.

You’ll hear from:
Chi Teng Han, ChFC/S, CIAM
Nadia Wijatno, ChFC, CLU

Episode breakdown:
0:29 – Using AI as another assistant to help with preparation, scheduling, and more
1:53 – Recognizing that if you can do it, someone else can too
4:19 – Hoping that clients realize AI cannot provide the same service as human advisors
6:46 – How AI comes up during client conversations
7:18 – Figuring out how to add value alongside what AI can do

Listen to the monthly series, MDRT Presents: @mdrtpresents

How I’m succeeding – and struggling – with AI

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 when it’s clear the client-advisor relationship is not a match

MDRT Podcast