MDRT Podcast MDRT Podcast

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 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 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

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 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

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