4 agreement

Buying a practice requires research, communication, and much, much more. In this episode, MDRT member D. Kyle Atkins, CFP, CLU, and president of Succession Resource Group David Grau Jr. explain essential ways for you to set the course for business acquisition success.

Episode breakdown:

0:35–Dedicating the necessary time for each step in the process
2:55—Developing simplicity and know-how
3:18—Establishing both clarity and cultural fit
5:11—Asking questions and listening, just as you would with a client 
7:44—Adapting when a seller changes their mind about something

Listen to the monthly series, MDRT Presents: @mdrtpresents

Expert insights about what to do in an acquisition

Even the most successful advisors continue to embrace change and create excitement for the future. In this episode, MDRT members share what they’re innovating and how these ideas will enhance their business.

You’ll hear from:
Aaron Kane, AFA, B Bus
Adam Thomas Rex, AIF, CFP

Episode breakdown:
0:27—Developing adjustments for a new office 
2:02—Creating marketing around a major milestone
3:12—Establishing a process to generate Google reviews from clients
4:46—Building Zoom rooms and investing in technology

Listen to the monthly series, MDRT Presents: @mdrtpresents

Something coming up that I’m excited about in my practice

Even 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 moment
10:49—Seeing the benefits of vulnerability during conversations

Listen to the monthly series, MDRT Presents: @mdrtpresents

Unique insights about what makes clients open up or shut down

How 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 fast pace
6:43—Avoiding a sense of starting over as the year begins
8:26—Applying learning from January 2023 to January 2024
15:39—Remembering to make thoughtful decisions in January

Listen to the monthly series, MDRT Presents: @mdrtpresents

How MDRT Executive Committee members start the year off right

What can advisors do to confirm that clients are not just listening but processing the information that has been discussed? In this episode, MDRT members share communication techniques that help keep everyone on the same page and prevent confusion or frustration on either side.

You’ll hear from:
Joseph Tan, ChFC, CLU
Abigail Venida Yabot

Episode breakdown:

0:22 – Presenting an amount of information that won’t overwhelm clients
3:12 – Maintaining clarity by giving clients three types of advice 
6:36 – Creating trust to drive understanding when it feels like clients aren’t listening
8:20 – Recognizing when something is missing from the client’s ability to move forward
10:19 – Making sure to give clients ownership over their decisions

Listen to the monthly series, MDRT Presents: @mdrtpresents

How I ensure that clients understand their finances

How do you streamline the many challenges that occur as a business is acquired? In this episode, MDRT member D. Kyle Atkins, CFP, CLU, and president of Succession Resource Group David Grau Jr. share techniques they’ve learned to help minimize roadblocks and pursue success and happiness between buyer and seller.

Episode breakdown:

0:38 – Steps to simplify both quantitative and qualitative questions
3:07 – Best practices to retain clients after an acquisition
5:23 – How to figure out challenging timelines regarding payment
8:43 – Learning from internal and external acquisitions
10:12 – Considering certain compromises because of the size of a practice

Listen to the monthly series, MDRT Presents: @mdrtpresents

Smoothing out some complexities of business transition

What do you say when clients want you to resolve family conflict or say something that they are struggling to communicate? In this episode, MDRT members share how they maintain harmony, professionalism, and service when faced with some potentially uncomfortable situations.

You’ll hear from:
Aaron Kane, AFA, B Bus
Adam Thomas Rex, AIF, CFP

Episode breakdown:
0:24 – Handling a difference of opinion between parents and their child
3:11 – Being asked to encourage someone toward retirement
6:50 – Determining how to reset client relationships
9:41 – Developing two different models of service

Listen to the monthly series, MDRT Presents: @mdrtpresents

How I navigate awkward conversations with clients

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

With so much to consider about identifying and working with centers of influence, what best practices can you follow to create these connections? In this episode, MDRT members share strategies they’ve developed to drive effective relationships with these important professional partners.

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

Episode breakdown:

0:30 – Challenges involved in utilizing centers of influence to find the right clients
1:20 – Determining what value you can provide to centers of influence
3:35 – Reframing your thinking to overcome fear about developing COI relationships 
7:24 – The benefits of distributing an At-A-Glance card
10:11 – Developing additional educational materials for both clients and COI
11:46 – Creating new opportunities to develop clarity and relationships with COI
14:08 – Establishing the importance of you and COIs staying present in each other’s lives
16:07 – Creating a strong sense of reputation and reciprocity
19:44 – Documenting your recommended COIs to clients

Listen to the monthly series, MDRT Presents: @mdrtpresents

Finding and fostering relationships with centers of influence

There are many professional and personal reasons a business plan may change over the years. Yet it can be scary to write down the plan and scarier to adjust it. In this episode, MDRT members explain how they have benefited from identifying their approach and tweaking it over time.

You’ll hear from:
Adam Blumberg, CLU, CFP
Matthew Joseph Murphy, EPC
Ana Sofia Rodriguez, MBA

Episode breakdown:
0:25 – 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 business plan today is different than it used to be
8:31 – The importance of recognizing from the start that you’re a business owner
10:11 – If your business plan never changes, you’re doing something wrong
11:46 – “If it’s not broke, break it”

Listen to the new monthly series, MDRT Presents: @mdrtpresents

Why it’s OK to tear up your business plan

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.

Why it’s OK to tear up your business plan

MDRT Podcast

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