MDRT Podcast

MDRT Podcast

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.

Episodes

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

October 1, 2025 • 10 mins
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...
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How I’m succeeding – and struggling – with AI

September 1, 2025 • 10 mins
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 preparati...
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Why you should not just embrace but seek out rejection

August 1, 2025 • 12 mins
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 ho...
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Memorable client experiences related to regulation

July 1, 2025 • 25 mins
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 fee...
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How to adjust your practice to accommodate new clients gained in an acquisition

June 2, 2025 • 17 mins
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...
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Changes I made to foster growth in my business

May 1, 2025 • 9 mins
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...
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Experiences that have enhanced how I see the power of insurance

March 13, 2025 • 9 mins
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 ...
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Why — and how — you should push your boundaries

February 15, 2025 • 16 mins
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 h...
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What you learn after years of working with clients facing retirement

January 19, 2025 • 9 mins
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 Pres...
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Mini-episode: The power of accountability

December 17, 2024 • 4 mins
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 i...
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How regulation impacts what I can do with technology

December 16, 2024 • 12 mins
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 benefit...
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What to do when it’s clear the client-advisor relationship is not a match

November 6, 2024 • 16 mins
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 knowin...
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How to resolve staff frustration through clear communication

October 15, 2024 • 8 mins
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 ...
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How to embrace the Whole Person concept

October 1, 2024 • 8 mins
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: 0:3...
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Changes I’ve made to embrace regulation and overcome challenges

September 2, 2024 • 18 mins
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...
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What you absolutely should not do in an acquisition

August 1, 2024 • 12 mins
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 c...
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Unique ways I identify financial solutions for my niche – and how that can help other advisors

July 1, 2024 • 13 mins
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 tar...
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Finding and fostering relationships with centers of influence

June 3, 2024 • 22 mins
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...
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What to do and not do for joint work

May 1, 2024 • 6 mins
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...
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How I navigate awkward conversations with clients

April 1, 2024 • 12 mins
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...
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