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How do you build trust with clients and get past a broken dynamic between financial advisors and clients? Watch an MDRT book club discuss that with Stephen Kagawa, FSS, LUTCF, a Top of the Table qualifier and author of "Aloha Financial Planning." Also in the book club are David C. Blake; John J. Demboski, CFP; Julianne Hertel, CLTC; Joshua Ketchie, CPA; Thomas F. Levasseur, CLU, MS Ed; Mike S. Ross; Ted Rusinoff; and Donald J. White Jr., CLU, ChFC. MDRT members can see a summary of the discussion [https://rz.mdrt.org/video/understanding-the-dynamic-between-client-and-financial-advisor/]. Find out more about book clubs at mdrt.org/bookclub [https://www.mdrt.org/bookclub/].

The soft skills in the financial service industry plays a very crucial and important role for our branding and client services.

Is there a different way to look at working with clients or marketing ideas? After reading “Eyes Wide Open” by Isaac Lidsky and talking with the author in their book club, four MDRT members shared their life and career-enhancing ideas. Watch Terri Krueger, Alison Murdock, Ted Rusinoff and Brendan Walsh to see more. MDRT members can see the full version of the discussion [https://rz.mdrt.org/video/mdrt-book-clubs-chat-with-an-author/] with Lidsky. Find out more about book clubs at mdrt.org/bookclub [https://www.mdrt.org/bookclub/].

Isaac Lidsky, an actor, entrepreneur and attorney who is also blind, wrote the book “Eyes Wide Open.” After two MDRT book clubs read the book, he virtually visited with them to discuss concepts in his book, such as how past experiences and emotions impact how we see the world more than our physical vision. Lidsky shares how to move past paralyzing fear and faulty leaps of logic. Don’t miss the conversation. Watch this MDRT members-only exclusive video. Learn more about book clubs [https://www.imdrt.org/blog/books-impact-book-club/]. Watch a five-minute discussion of key takeaways in Expanding your perspective [ https://rz.mdrt.org/video/expanding-your-perspective/].

Staying successful means learning new ideas, such as how to acquire new habits, and surrounding yourself with people striving to do the same. MDRT book clubs achieve both. Hear from MDRT members Dana Mitchell, CFP, CLU; R.J. Kelly, RICP, MSFS; and Adrian George, CFP, TEP, about some of their favorite books and the ideas from those books that made an impact on them professionally. Find out more about book clubs at mdrt.org/bookclub [https://www.mdrt.org/bookclub/].

You may want to retire the terms “senior citizen,” “elderly” and “retirement” from your vocabulary, especially when talking to people in their 60s and beyond. Just because you know someone’s age doesn’t mean you know their goals and plans. Find out how you can connect better with clients as you listen to members of an MDRT book club discussing in-depth the “third age” with the authors of "What Retirees Want." MDRT members can see the full version of the discussion [https://rz.mdrt.org/video/a-chat-authors-retirees-want/ ]. Find out more about book clubs at mdrt.org/bookclub [https://www.mdrt.org/bookclub/].

Retirement is changing for your clients. Clients in the last few decades of their lives may want something different than past generations. They may want to be addressed differently and live their lives differently. Don't assume you know what clients want only based on their age. Members of an MDRT book club have an in-depth discussion with the authors of "What Retirees Want." Find out more about book clubs at mdrt.org/bookclub [https://www.mdrt.org/bookclub/].

Clients can overspend, or turn to other possibly harmful behaviors, when they're stressed. Two financial therapists talk to Juli McNeely about how you can compassionately and respectfully talk to your clients about that.

How do you get clients to see you as an expert when they might have family members or friends close to them offering advice as well? In this episode, MDRT members share how they separate their knowledge from the input of armchair advisors.

You’ll hear from:

Travis D. Manning, CLU, CFP
Angelia Z. Shay, ChFC, CLU

Episode breakdown:

0:29 – When a family member with limited information considers themselves an expert
2:51 – Differentiating academic knowledge from practical knowledge
4:08 – Helping the client understand and own their decisions, not just let you decide for them
5:12 – Explaining coverage even when clients don’t want to know
6:48 – Being intuitive when you need to invite someone else into the discussion

There are times when stress and anxiety, which can be caused by a financial or family crisis, can be too much for clients or even your team members and co-workers. Two financial therapists discuss ways you can refer them to mental health professionals.