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Some clients overspend so people will perceive them as being successful. Others may be reluctant to share the truth about their financial situation. How do you find out what clients actually have and how you can help? In this episode, MDRT members share techniques that have helped them better understand what client assets really look like.

You’ll hear from:
Peter Jason Byrne
Danielle J. Genier, CFP, CLU
Jonathan Godshall Camacho, LUTCF, MBA
Randall D. Kaufmann

Episode breakdown:
0:32 – When someone presents as wealthier than they are
2:04 – Establishing trust so a client will share challenges happening in their business
3:44 – When clients aren’t respectful or forthcoming
5:31 - Meeting with someone who needs to cut back on spending
7:18 – Feeling surprise when prospects have no planning in place
12:44 – Clients who feel responsibility toward finances but don’t know what they have

Do you provide unique gifts to fit your clients’ interests? Do you hold them accountable to their goals? In this episode, MDRT members share some ways in which they make themselves stand out to their clients.

You’ll hear from:
Peter Jason Byrne
Danielle J. Genier, CFP, CLU
Jonathan Godshall Camacho, LUTCF, MBA
Randall D. Kaufmann

Episode breakdown:
0:33 – The benefit of branded teddy bears
3:11 – Calling clients to sing “Happy birthday” to them
4:27 – Having clients identify their interests to utilize as gift opportunities
6:37 – Holding clients accountable as a means to ensure success
10:58 – Inviting clients to send postcards from their dream vacation spot

Occasionally you don’t choose the right words with clients, whether it’s because of something you wish you said or something you wish you didn’t. In this episode, MDRT members share times when the conversation did not go well and how they adapted their approach moving forward.

You’ll hear from:
Peter Jason Byrne
Danielle J. Genier, CFP, CLU
Jonathan Godshall Camacho, LUTCF, MBA
Randall D. Kaufmann

Episode breakdown:
0:31 – Do not say anything unless you’re sure your client is pregnant
1:03 – When a young advisor learns to treat every client with respect
2:56 – Making sure not to make assumptions about less-engaged clients
5:24 – The complexities of family businesses
7:11 – Struggling to recover from a faux pas

Genier believes that holding clients accountable to their retirement goals is key to achieving them. She shares the process she uses with her clients to ensure their financial goals become reality.

How do you handle difficulties in your practice that come from generational disagreements? Or from clients whose behavior can be draining on you? In this episode, MDRT members share their challenges and strategies to handle them.

You’ll hear from:
Peter Jason Byrne
Danielle J. Genier, CFP, CLU
Jonathan Godshall Camacho, LUTCF, MBA
Randall D. Kaufmann

Episode breakdown:
0:34 – Reconciling generational challenges and client service moving forward
2:11 – Changing processes rather than changing individuals
4:25 – Adapting approaches when working with your spouse
6:32 – Handling clients who refuse to listen to your budget recommendations
10:02 – Maintaining calm when a client becomes overwhelming

Simple events to engage clients.

What is your process for learning unexpected information about people’s finances?

Laying to rest unnecessary tasks increases Genier's time and helps with compliance.

MDRT members discuss the importance of holding clients accountable to their goals.

Four MDRT members explain how they resolved personnel problems.