Regulation requires us to lead with advice, not products
It was pretty clear from the regulator that they didn’t want product to be the focus of what a financial planner or financial advisor led with. So with that, the...
Tag Archives: mdrt podcast
Top 5 MDRT Podcast episodes of 2024
Every month, the MDRT Podcast delivers insights from members about how they handle challenges and changes in their practice. In 2024, these were the most-listened episodes. Enjoy, and thanks for...
Reframing your thinking to overcome fear about developing COI relationships
There should always be a holistic nature to financial planning. You can either fall into the category of transactional advisors, where you are simply looking to sell a product, or...
Maximize your time and service by focusing on your area of expertise
This is pretty simple for me: My No. 1 prospect is somebody five years from retirement. My No. 1 client is somebody who’s retired. There are a lot of people...
Handling a difference of opinion between a client and their child
A good client of mine wanted me to start working with his son, who was getting ready to graduate from medical school and had basically graduated debt-free because of his...
Look at yourself before you look to a coach
Are you nervous about what a coach might see when exploring what you and your business do well and less well? That’s an effective way of knowing they can help,...
How to start the year off right
We start off January with a fast-paced kickoff meeting where I’ll bring the entire team together and try to accomplish a couple of things. The first is to remind them...
How to minimize staff miscommunication
Have your staff members ever had a misunderstanding about who was responsible for what? Or have you tried to teach a new employee to do something, only to realize you...
What I’ve learned about people from 3 years of podcasting
My podcast was born of a desire to pass on the lovely anecdotes I was discovering when meeting some of my better-known clients. They would often share these amazing stories...
Talk about your profession with the expertise of your hobby
People don’t buy what you say, said Van Mueller, LUTCF, they buy how you say it. A lot of that comes from conviction and confidence, and Mueller, a 35-year MDRT member...
Refining the process of generating Google reviews from clients
We’ve built a cool and better process now around short surveys for clients. Once they do them, I reach out and say, “Hey, do you mind doing us a favor?...
Establishing clarity for acquisition success
What we found from experience, having done one acquisition and working on two others now, is to make sure we’re clear as to what the current owners are trying to...
The benefits of practicing your referral pitch
With referrals, it is about repetition in some ways; you’ve got to just keep asking. You’re going to feel awkward the first few times you do it, so you might...
Communicating two goals for your initial meeting with a prospect
When looking to build relationships with new clients, most advisers make a fundamental mistake: They inadvertently put their prospect in control of the process by adopting an approach that suggests...
Finding a way to appropriately discuss a prospect’s finances
When we go into an appointment, we say, “The quality of my advice depends on the quality of the information you give me. If I’m going to do a global...
