Establishing a team agreement to drive peer recognition
With a coach’s help, we’ve done a lot of work around team culture in the last couple years. One of the big things we did was set up a team...
Tag Archives: mdrt podcast
Using a scorecard to enhance your referral process
I was getting introductions, but they weren’t to the right people. So, I created a scorecard and gave it to all the people who refer introductions to me. This took...
Figuring out how to respond to client complaints
When a client calls to complain and is really irate, you’re taken aback. It’s like, Now what do I do? Almost to a point where you start doubting yourself. And then you go back and review: “OK, this was done.” But at...
How to appropriately bring up what you do in a social setting
If I’m at a social gathering, I’m never going to bring our products or services into that conversation. But if somebody mentions investments or insurance or anything like that, if they...
When clients seem unable to budget
We’re a very process-driven practice, and we do budget sessions with clients. I’d say 85%-90% of clients accept the budget process and thrive on it once they get rolling on...
Top 5 MDRT Podcast episodes of 2021
Every month, the MDRT Podcast delivers insights from members about how they handle challenges and changes in their practice. In 2021, these were the most-listened episodes. Enjoy, and thanks for...
Making time for what’s important to you
Finding time for everything you want to do is often easier said than done. During a recording of the MDRT Podcast, two MDRT Foundation supporters explained how they align their...
Applying on-the-job lessons to your own family
I had a young client who lived in a bad neighborhood on the South Side of Chicago, Illinois, USA. He was the one person who was successful in the family....
Appropriate procedures when invited to a client event
If you ever get invited to a client’s personal event, one thing you want to do is check with your client and say, “I appreciate this; I’m looking forward to the event. Some people may...
A simple way to target your referrals
One of the big things we do every year is review our process and look at who our ideal client is. Then we add 10% or 20% each year to what our ideal client looks like. Then...
How to work a room with confidence
Confidence is at the core of professional presence. It is being comfortable in your own shoes. Many of us have experienced the dazzling impact of working with a consummate professional or watching...
Encouraging clients to post about you on social media
I’m not from this community. We’ve been here about 14 years, so when we got here, I didn’t know anybody. It’s taken time, but once you build those relationships in...
Why I found consistency by hiring an operations manager
My best practice that I’ve implemented within the last 12 months was bringing in an operations manager. Prior to that, I was running the business, writing the business and pretty much doing everything around the business to keep...
The benefits of asking staff ‘What do you like least about your job?’
We had hired a new receptionist a couple of months ago, and it didn’t work out. She wasn’t cut out for office work, and we had to let her go. After we...
Adjusting retirement planning for older clients who lose their jobs
We have a client who is very specialized in what she does who lost her job. Great news for her: She was a good saver. But at the same time, we had her on...
