Successful advisors know that they still need to refine and change in order to maintain that success and grow. In this episode, MDRT members share what ongoing efforts they prioritize to ensure that they get better instead of becoming complacent. You’ll hear from: MDRT Past President Gregory B. Gagne, ChFC MDRT First Vice President Clay Gillespie, CIM, CFP Episode breakdown: 0:25 – Appreciating the peaks by experiencing the valleys 1:55 – Lesser-known ways to maximize your schedule 3:59 – Recognizing the multiple levels of delegation 6:15 – Maintaining perspective whether or not things are going well 7:30 – Remembering how to handle adversity Listen to the monthly series, MDRT Presents: @mdrtpresents

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

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

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

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

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

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

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

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

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

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

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

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 Listen to the monthly series, MDRT Presents: @mdrtpresents

If discomfort arises among employees in your office, how do you address and move forward from the situation? In this episode, MDRT members share how they develop a straightforward, successful approach when tense or complicated situations arise. You’ll hear from: Aaron Kane, AFA, B Bus Adam Thomas Rex, AIF, CFP Episode breakdown: 0:29 – Creating an open-door environment to bring up issues as needed 1:28 – Establishing procedures to get every employee on the same page 3:58 – Addressing problems independently while empowering staff members 5:26 – Understanding the different performance expectations for different people in the office 6:46 – Ensuring that employees understand how any changes will benefit them and the clients Listen to the monthly series, MDRT Presents: @mdrtpresents

Just because you know the importance of seeking balance in and out of work doesn’t mean that it’s easy to accomplish. In this episode, members of the MDRT Executive Committee share how they make a priority of MDRT’s Whole Person concept and adjust if they are struggling to put their intentions into action. You’ll hear from: MDRT President Carol Kheng, ChFC MDRT First Vice President John F. Nichols, CLU, MSM Episode breakdown: 0:32 – Looking at different life components like spokes on a wheel 1:42 – Pursuing a feeling of being centered rather than balanced 3:09 – Determining and maintaining your version of a right-fit morning 5:16 – Handling adversity when your processes aren’t working as well 7:12 – Benefiting by resisting the temptation to compare yourself to others Listen to the monthly series, MDRT Presents: @mdrtpresents

What can you do to not just accept new regulations but thrive through adaptation and compliance? In this episode, MDRT members explain how their perspective and ability to take action has led them to turn regulation into opportunity and success. You’ll hear from: Simon D. Lister, Dip PFS Jamie McIntyre, CFP Episode breakdown: 0:34—Focusing on the benefits that come from required additional qualifications 3:10—Why resistance only leads to greater difficulty 5:39—Utilizing regulations as a chance to further define your ideal clientele 7:41—How to create time to meet regulation standards and drive business success 13:15—Turning frustration into empowerment Listen to the monthly series, MDRT Presents: @mdrtpresents

With the many ways an acquisition can go wrong, how can you circumvent these problems in pursuit of success? In this episode, MDRT member D. Kyle Atkins, CFP, CLU, and president of Succession Resource Group David Grau Jr. explain what to avoid and what to do instead to foster more effective decisions and business transitions. Episode breakdown: 0:34 – Why you shouldn’t call the biggest and best clients first 3:01 – Establishing clarity for a valuation 6:05 – Communicating the transition plan to a soon-to-be-retiring advisor 7:57 – Turning preparation and teamwork into success 10:43 – Ensuring that opinions match with facts Listen to the monthly series, MDRT Presents: @mdrtpresents

What questions can lead clients to provide the information that guides your recommendations? What personal experience should you offer to demonstrate how you can help your ideal clients? In this episode, MDRT members share techniques for turning effective communication into strategic financial planning. You’ll hear from: Joseph Tan, ChFC, CLU Abigail Venida Yabot Episode breakdown: 0:26 – Demonstrating authenticity with your target market 2:35 – Determining the right amount of talking and listening with clients 4:16 – Utilizing strong communication to motivate clients to share information 7:02 – Offering personal information to connect experience to expertise 9:08 – Transitioning from reflections to planning that can be both aspirational and practical Listen to the monthly series, MDRT Presents: @mdrtpresents

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

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