You might think you need to fire clients who never seem to follow your advice and recommendations. Derek Hagen, CFP, CFA, explains why some clients delay implementation and how you can help motivate them to change their response to stressful situations. 

Listen to the monthly MDRT Podcast series: @mdrt-podcast

From resistance to action: Working with clients who don't implement your advice

A successful rebrand means refreshing your identity, redefining your market presence, and reconsidering your client engagement. Whether you’re considering a total makeover or a subtle refresh, Eile Goh uses real-world examples and actionable insights to take you through the essential steps of effective rebranding.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

Triple-R strategy: Revitalize, reinvent and reimagine your rebranding

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

How much do your self-esteem and self-confidence affect your willingness to go along with or against unethical acts? Bret Hood, MBA, CFE, explains how your unconscious brain performs in hidden ways by altering and transforming your perception of people, rules, advice and ideas. 

Listen to the monthly MDRT Podcast series: @mdrt-podcast



Perception blindness: Why we fail to see what we need to see

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

Can you create compelling podcast content that transforms casual listeners into adoring fans who fuel business growth? Drawing from his experience conducting thousands of interviews across 25 years, Matt K. Halloran shares five interviewing strategies that anyone can master in minutes and will position you to help more clients.

Listen to the monthly MDRT Podcast series: @mdrt-podcast

5 techniques to win more business with a podcast


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

While advisors know how much communication influences relationships, there are almost always opportunities to adjust your language to foster stronger client connections. In this episode, MDRT members share how they have tweaked their choice of words and seen enormous benefits as a result.

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

Episode breakdown:
0:27 – Finding more impactful words than “meeting” and “referral”
2:28 – Utilizing the “killer question” that unlocks great service
4:08 – Checking in with clients to ensure satisfaction and opportunities for improvement
5:14 – How to deepen relationships that bring client connections outside the office
7:45 – Opening the door with high-profile prospects

Listen to the monthly series, MDRT Presents: @mdrtpresents

Small changes in word choice that can have a big impact with clients

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.

At the Annual Meeting, top MDRT members share advice on issues that financial and insurance professionals encounter in their careers.

Contact us at podcast@mdrt.org

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.

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