@
Reaching New Heights of Productivity
A taste of the MDRT Experience
16th April 2012 The Ritz Carlton, DIFC Dubai - U.A.E.
“Are you selling enough critical illness to your Client ?” “Do you wish to double your income ?”
INDEX • AGENDA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4 • MESSAGES . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6-10 • OUR LEADERS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11 • CODE OF ETHICS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12-13 • KNOW YOUR SPEAKERS . . . . . . . . . . . . . . . . . . . . . . . . . 14 - 16 • ABOUT MDRT . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17 • MDRT MEMBERS BENEFITS . . . . . . . . . . . . . . . . . . . . . . . . . . 18 • MDRT MENTORING PROGRAMME . . . . . . . . . . . . . . . . . . . . . 19 • MDRT LEADERS TAKE OFFICE . . . . . . . . . . . . . . . . . . . . . . . . 20 • 2012 MDRT MEETING . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21 • HOW TO APPLY FOR MDRT MEMBERSHIP . . . . . . . . . . . . . . . . 22 • REQUEST FOR MDRT MEMBERSHIP APPLICATION FORM . . . . . . . 23 • 2013 PRODUCTION GOAL . . . . . . . . . . . . . . . . . . . . . . . . 24-25 • LOOKING BACK . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26 • MDRT EXPERIENCE . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27-32 • SALES IDEAS . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 33-34 • MDRT MINUTE . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 35-36 • PGA . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 37 • ZONE 12 MCC COUNTRY CHAIRS . . . . . . . . . . . . . . . . . . . . . . 38
SunitArora, FAIQ CII
MDRT Regional Chair Middle East, Africa, India & Europe (2010-2012)
The MDRT content reproduced in this book is aimed at enlightening the members, non-members and prospective MDRTs of the significance and uses of the Million Dollar Round Table membership, recognized internationally as the standard of sales excellence in the life insurance and financial services business. Have a nice reading.
Cheriyan John
MDRT Country Chair UAE (2011-2012)
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PROGRAMME Dubai MDRT Day
Time Event 08:30 AM - 09:40 AM Registration, Breakfast & Fellowship
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09:40 AM - 09:55: AM
Introduction - Cherian John
09:55 AM - 10:35 AM
Alphonso Franco Thousand Miles Journey begins with a Single Step
10:36 AM - 10:48 AM
Sunit Arora
10:48 AM - 11:29 AM
Corry Collins Life Support
11:29 AM - 11:50 AM
Comfort Break
11:50 AM - 12:05 PM
Zurich Intl.
12:05 PM - 12:20 PM
MDRT Experience - First Time Attendees
12:20 PM - 01:00 PM
Michelle Hoskin Create and Lead a 21st Century Practice
01:00 PM - 02:00 PM
Lunch
02:01 PM - 02:14 PM
Hussain Halabi
02:14 PM - 02:59 PM
Anne-Marie Lee Practice Management from a Practitioners Perspective
02:59 PM - 03:10 PM
MDRT Experience - Annual Meeting Attendees
03:10 PM - 03:35 PM
Comfort Breack
03:35 PM - 04:20 PM
Sales Pannel
04:20 PM - 05:00 PM
Bhupinder Anand Smashing the Glass Window
05:00 PM - 05:10 PM
Recognition
05:10 PM - 05:15 PM
Vote of Thanks & Closing Ceremony
Our Sincere Thanks PLATINUM (Main Sponsor)
GOLD (Supporting Sponsor)
SILVER (Exhibit Sponsor)
MESSAGE BY FIRST VICE PRESIDENT
Jennifer A. Borislow, CLU 2012 President Million Dollar Round Table
Middle East MDRT Day in Dubai. We are grateful to the sponsors and local MDRT members for arranging this meeting, and we appreciate the opportunity to share the benefits of MDRT with current MDRT members and with other financial advisors who might be interested in joining our organization. The meeting’s theme, Raising the Bar: Reaching New Heights of Productivity, reminds us of the importance of viewing our challenges as opportunities to learn. The tests we face make us better people and better advisors. I have been an MDRT member for 24 years, and I have heard many inspiring stories at MDRT meetings — stories that demonstrate how we often find our strengths during tough times. For many of us, the past several years have been challenging — but think of what we have learned and how we use our new insight to help our clients achieve their financial goals and lead better lives. Congratulations to all of the meeting attendees who qualified for and joined MDRT in 2012. For those of you working toward MDRT membership, I hope what you learn at this meeting brings you a few steps closer to reaching your goals and encourages you to join MDRT in the near future. Enjoy yourselves at the meeting; I wish all of you continued success! Sincerely, Jennifer A. Borislow, CLU
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MESSAGE: DVP
Anne-Marie Lee ChFC, CLU Divisional Vice President 2011/2012 MDRT Membership Communications Committee
Warm greetings and congratulations to the MDRT Membership Communications Committee (MCC), for putting together the MDRT Day in Dubai. Headed by our Country Chair for the UAE, Cherian John, and under the guidance of our MCC Regional Chair Sunit Arora, the MCC team in the UAE has worked tirelessly over the last few months, to gain support from companies and to put together an excellent programme for this event. We have not had an MDRT Day in your region for a few years now and we are thrilled to have this opportunity to bring this event back to your industry. On behalf of MDRT, we would like to thank the MCC team for their dedication and passionate belief, that MDRT can make a difference to increasing the level of professionalism in your industry. We would also like to thank all the sponsor companies for giving MDRT the opportunity to present this event to your agents. MDRT’s mission is to help agents from the Financial Services Industry raise their standards of productivity and professionalism. This we have done successfully through the sharing of best practices and ideas from our members and other professional speakers. We also aim to provide a network of like-minded and supportive members who care about the success of all MDRT members. MDRT is a family and we look forward to welcoming more agents from the UAE to join us and let us help you be better agents and better people. We hope that you will take full advantage of the opportunity to learn new ideas at this MDRT Day and more importantly, to adapt them and put them into practice in your own businesses. If you are an aspirant, make sure you network with MDRT members and you need only ask - I am sure our MDRT members would share their experiences with you. On a personal note, thank you for the opportunity to be a part of your programme. I look forward to contributing and meeting new friends from the UAE. Congratulations to a successful MDRT Day 2012!
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MESSAGE: REGIONAL CHAIR
SunitArora, FAIQ CII MDRT Regional Chair Middle East, Africa, India & Europe (2010-2012)
It gives me immense pleasure to inform that we are holding the ‘MDRT Day’ in Dubai. Being a part of the organizing & advising team for the event, we are striving to make this event the Best MDRT Day held in this area till now. The theme ‘Raising the Bar’ is very appropriate for our competitive industry. In the track, field competitions like polevault, high jumps etc., contestants have to jump over the cross bar that gets raised gradually, until one jumper clears & be declared the winner. But, in our industry, it should be a continuous effort to keep on raising the bar without declaring the winner, since ‘sky is the limit’. The MDRT spirit of sharing & caring is being displayed through the immense knowledge & vast experience of the array of Speakers who are going to share their success secrets with all of us. What could be a better venue, to share MDRT success, than in a glamorous and happening place like Dubai? Dubai is the heart of the region, being a meeting point of the Middle East, Asia, Africa& Europe. I am sure, one day Dubai is going to be the epicenter of MDRT activity in this part of the world. As a Regional chair to this area, I wish to encourage MDRT Members & Non-Members to participate, involve, rejuvenate & get motivated. I would like to extend my best wishes to Cherian John & his efficient team for their commitment and hard work.
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MESSAGE: ZONAL CHAIR
Hussein Halabi MDRT MCC Zonal Chair, Middle East and Africa (2010 - 2012)
There is a saying by Albert Einstein, “it is every man obligation to put back into the world at least the equivalent of what he takes out of it�. This is the core spirit of MDRT. MDRT Day in Dubai is all about giving back what we had taken from life and industry towards remaining spirited, receiving the knowledge and networking with the best minds. Raise the bar, yes you can raise bars when you have the determination and the willingness, but you have to execute immediately. The difference between who you are and who you want to be is what you do. I would frankly say listening to the story is not like watching the movie. I wish all the best for this Day and thank you all for making this happen.
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MESSAGE: COUNTRY CHAIR
Cheriyan John MDRT Country Chair UAE (2011-2012)
I don’t have words to express, when this DAY becomes a reality. MCC, UAE is very much thrilled, as Middle East MDRT Day, Dubai takes its first peek at broad daylight. MDRT, which unites everyone under one roof, is a community of excellence that provides a forum for sharing and practicing sales and management techniques. MDRT Annual meeting is recognized as the best of the best and MDRT Day is just a small block on that enormous ice berg. I encourage all of you to raise yourselves to the next level, setting targets for the 2013 MDRT Annual Meeting, Philadelphia. I am sure that all of you will leave this DAY with a new vision and direction in your lives. Implement the ideas you pick up from here, into your own lives and business. Make sure that you practice them well and reap its good fruit, for yourselves and the ones around. I wholeheartedly appreciate the self-less work put in, by the UAE MCC & volunteers. The inputs from our Regional Chair Sunit and Zonal Chair Hussein are unforgettable. Sunit himself took the pain, to visit UAE, not once, but several times,to support us. Without his support, this idea would never have become a reality. I do remember the support from our DVP Anne-Marie Lee, Staff liason Manager Eryn Carter, Precosia and everyone at MDRT. Last but not the least; we do remember our partners Zurich International, MetlifeAlico & LIC International for their encouragement and for holding us high, in our march towards the big Day.
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OUR LEADERS
REGIONAL CHAIR
COUNTRY CHAIRS
Sunit Arora
Cherian John
Peter Fernandes
(2010 - 2012 Regional Chair), (2005 - 2008 Zonal Chair)
(2011 - 2012)
(2010 - 2011)
Sridhar
Hussein Halabi
Harish Mishra
Mandip Pujji
(2009 - 2010)
(2010 - 2012)
(2009 - 2010)
(2008 - 2009)
PHOTOGRAPHS OF PAST MDRT DAYS
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Code of Ethics With notes for greater understanding and careful application. Members of the Million Dollar Round Table should be ever mindful that complete compliance with and observance of the Code of Ethics of the Million Dollar Round Table shall serve to promote the highest quality standards of membership. These standards will be beneficial to the public and the insurance and financial services profession. 1. Always place the best interests of your clients above your own direct or indirect interests. a. Conduct a thorough and appropriate fact finding.
e. Learn to listen and communicate effectively.
f. Keep your promises. Deliver what you promise in a timely manner.
g. Prepare applications and new account forms honestly and completely.
h. Be aware of industry issues, trends and standards.
i. Be aware of pending legislation and its possible effects on the products you recommend and your clients’ financial plans.
j. Be aware of tax and legal issues affecting the products you recommend.
3. Hold in strictest confidence, and consider as privileged, all business and personal information pertaining to your clients’ affairs.
b. Strive to achieve the client’s personal and financial goals.
c. Recommend only the products and features best suited to your client’s needs.
d. Do not select the product with an eye to the compensation earned.
a. Never reveal a client’s name or a personal situation without permission from the client.
e. Recommend no more premium than the client is reasonably able to pay based on a complete fact finding.
b. Protect client files and client records with regard to confidentiality.
c. Assure that your staff maintains client confidentiality.
f. When the recommended product is part of an overall business or personal plan, persist to assure implementation and completion of the plan.
4. Make full and adequate disclosure of all facts necessary to enable clients to make informed decisions.
2. Maintain the highest standards of professional competence and give the best possible advice to clients by seeking to maintain and improve professional knowledge, skills and competence.
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well-versed in those products.
a. Be mindful that quality is a process, not an achievement.
b. Pursue continuing education both formally and through private study.
c. Know all of the features of the products you recommend.
d. Comment on competitor’s products only if
a. Complete a thorough and appropriate fact finding.
b. When making recommendations, explain the reasons for the recommendations and avoid the extremes of exaggeration or oversimplification.
c. Provide prospects with the facts about the products and strategies available to them so they can make an informed decision. Clients must always have full understanding of recommendations why. Simple disclosure is not enough.
d. Make every effort to determine the prospect’s risk tolerance and tailor your recommendations accordingly.
e. Make every effort to communicate to the prospect the potential for loss, as well as the potential for gain, in any product or strategy employed.
f. Disclose and explain the footnotes and explanations on all illustration material. Only use materials that are understandable and meet compliance regulations. g. Keep your client informed of changing circumstances that bear upon the product or plan.
5. Maintain personal conduct which will reflect favorably on the insurance and financial services profession and the Million Dollar Round Table.
a.
Speak only the truth regarding persons, products or companies. If you can’t say something positive, say nothing.
b. Avoid company and agent bashing.
c. Do not engage in illegal or unethical behavior inside or outside of the business practice.
d. Avoid the appearance of impropriety.
e. Avoid adverse publicity.
f. Do not attack a person’s character.
6. Determine that any replacement of an insurance or financial product must be beneficial for the client.
a. Conduct a thorough and appropriate fact finding.
b. Be mindful that a “beneficial” replacement is more than equal.
c. Make a complete comparison between the tobe-replaced product and the proposed product.
d. Be aware of and adequately disclose the existence and effect of surrender charges and sales loads, including contingent deferred and back-end loads.
e. Compare guarantees with the client.
f. Never cancel the original policy until the new policy is issued and accepted.
g. Inform the client of the significance of the suicide and incontestability clauses.
h. Always consider the client’s need for additional, as opposed to replacement, coverage.
i. Consider all alternatives to policy replacement.
j. Central to ethical replacement is thorough disclosure and client understanding of the nature of the transaction and the reasons for it.
k. Comply scrupulously with disclosure and filing requirements of all jurisdictions.
l. Know and comply with the laws and regulations of all applicable jurisdictions regarding replacement.
m. Consider the effect of replacement on the client’s overall business or personal financial and estate plan.
7. Abide by and conform to all provisions of the laws and regulations in the jurisdictions in which you do business.
a. Make every effort to know the laws and regulations and keep abreast of their changes in the various jurisdictions in which you do business.
b. Maintain proper licensing.
c. Recommend only approved products and have written confirmation of such approval. Verbal approval will not protect you if it is inaccurate.
d. Do not sign anyone else’s name or initials.
e. Be conscious of premium taxes and anti-rebate laws, conforming to governmental regulations with regard to each.
f. Sign and date applications honestly and accurately. g. Honor contractual and moral obligations with all insurance and financial companies.
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Know Your Speaker ALPHONSO FRANCO RHU, RFC, RCIS, DTM Canada One of the world’s leading authorities on Critical Illness Insurance, Alphonso was the 2006 Chairman of the Top of the Table. A writer and publisher, he is the author of the Critical Vision System, the world’s first manual on Critical Illness Insurance and the lead author of RHU(Registered Health Underwriter) and RCIS(Registered Critical Insurance Specialist) Designations. Alphonso is also the founder and creator of the World Critical Illness Insurance Conferences, he is a Life and Qualifying member of MDRT with 13 TOT and 14 COT honours. He has served 2 times as a Divisional Vice President of MDRT; he currently serves as an Ambassador of MDRT. Alphonso has authored the bestselling book” 99 Critical Ideas for Sales Professionals” and has co-authored a book on Critical Illness Insurance with Dr. Marius Barnard, the creator of Critical Illness Insurance. The great Mehdi Fakarzadeh calls Alphonso the “King of Critical Illness Insurance “and Dr. Marius Barnard calls him the “Doctor of Critical Illness insurance” Alphonso is a Jesuit educated linguist with an ability to speak 11 languages. He lives in Victoria, Canada along with his wife Wendy Schulz and their two sons Trenton and Jamison who are 16 and 12 years old respectively.
Anne-Marie Lee ChFC, CLU, Singapore Anne-Marie is the 2012 DVP & MDRT Ambassador; spoke in various MDRT platforms - Annual Congress, MDRT Echoing, LUA Thailand MDRT Promotion and other Sales Congresses, Indonesian MDRT Day, IFPAS Annual Congress and No-Fuss-No-Frills Workshop, AIA Guangdong - MDRT Workshop, Other company workshops. She is a 14 years MDRT member, 2010 Zone Chair for South East Asia, and current Divisional Vice President and MDRT Ambassador. She will share her MDRT Experience – this covers how she came into the business, why MDRT and how MDRT has helped her to remain successful and why she is committed to serving.
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BhupinderAnand ACII, Dip. PFs, U.K. London November 1993 – Present Award winning Independent Financial Adviser, twice awarded ‘IFA of the Year’, number one out of 30,000 and rated Evening Standard ‘Best IFA in the Capital’. We specialise in a unique process for our clients, known as ‘Wealth Architecture’. We help to design our clients’ future financial home, which represents their future dreams and aspirations and then source the very best financial furniture for them. We remain very much focussed on the relationship and constantly seek unusual and creative solutions to traditonal problems. Bhupinder is also a globally renowned motivational speaker and trainer, including audiences of 7,500 in Los Angeles and 7,000 in Tokyo.
Corry Collins CLU, RHU, CFP, CHFC Canada Corry Collins is a financial planner in Halifax, Nova Scotia. He is a Qualifying member of MDRT, has hosted Top of the Table, spoken at the Million Dollar Round Table, and is Chair of the Halifax Taste of MDRT conference. He is assistant chair of the Program Development Committee for the 2008 MDRT meeting. He is the current Zonal Chair for Canada. Corry is Owner of Living Benefits Atlantic, a financial planning firm for physicians. The most interesting thing about Corry’s speaking career is that it happened by accident. You see his professional designations as C.L.U., C.H.F.C. and RHU are ironically in the area of insurance. It was his own physician clients who saved his life, and now he talks about it.
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Michelle Hoskin London
Michelle Hoskin is well known for her endless enthusiasm and energy, infectious personality and unique outlook on what she describes as a “magical industry�. Michelle has 13 years experience working with the UK’s leading and most successful practices, and is internationally recognised as the font of knowledge and the leading expert in identifying best practice standards of operation. She delivers innovative solutions proven to eliminate the debilitating challenges faced by financial services professionals every day. As a regular speaker at seminars and workshops, she stimulates and inspires her audiences with the ideas and insights that she shares with them.
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About MDRT Founded in 1927, the Million Dollar Round Table (MDRT), The Premier Association of Financial Professionals, is an international, independent association of nearly 36,000 of the world’s leading life insurance and financial services professionals from more than 430 companies in 78 countries. MDRT members demonstrate exceptional professional knowledge, strict ethical conduct and outstanding client service. MDRT membership is recognized internationally as the standard of sales excellence in the life insurance and financial services business.
Mission To be a valued, member-driven, international network of leading insurance and investment financial services professionals/advisors who serve their clients by exemplary performance and the highest standards of ethics, knowledge, service and productivity.
History In 1927, 32 extraordinary life insurance producers, each of whom had sold at least $1 million of life insurance, dreamed of a forum dedicated to fostering a high-standard, professional approach to life insurance sales and service. Founded on the belief that growth is a result of exchanging ideas, the concept was: “To receive, individuals must give.” Out of this dream emerged MDRT – an international, independent association that represents the world’s best sales professionals in the life insurance-based, financial services industry. MDRT, a positive influence in the life insurance industry, has developed a rich tradition of sharing knowledge for the benefit of clients, prospects, producers and companies.
Code of Ethics MDRT members should be ever mindful that complete compliance with and observance of the Code of Ethics of the Million Dollar Round Table shall serve to promote the highest quality standards of
membership. These standards will be beneficial to the public, and the insurance and financial services profession.
Strategic Plan MDRT has a strategic plan that it follows when developing new programs and benefits for its members. The strategic plan contains nine goals and objectives to guide the organization in helping its members better serve their clients and learn from one another.
Executive Committee MDRT is governed and managed by a five-member Executive Committee duly elected each year by the MDRT membership.
Court of the Table and Top of the Table Court of the Table and Top of the Table serve as additional incentives for members to increase their levels of production. Court of the Table members must earn three times the MDRT base production requirement, and Top of the Table members must earn six times the base production requirement. Both Court of the Table and Top of the Table members can take advantage of additional member benefits provided exclusively to them.
Annual Meeting The MDRT Annual Meeting has been described as a one-of-a-kind event, unrivaled in the world of business. Every year, approximately 4,000 of the world’s top producers gather in a spirit of camaraderie for one of the greatest gatherings of financial services professionals in the world. Annual Meeting attendees are exposed to some of the finest and most innovative sales ideas in the life insurance-based, financial services business. The meeting offers about 100 speakers during its motivational Main Platform presentations, educational Focus Sessions and insightful breakfast and evening sessions. And, perhaps most importantly, members can network with other top financial services professionals from around the world, building friendships that last a lifetime. Top of the Table Annual Meeting
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The purpose of the Top of the Table Annual Meeting is to provide an annual educational meeting for the exchange of advanced sales ideas and for the development of interpersonal relationships among leading financial producers who are Top of the Table members. During the four-day meeting, about 40 professional, nonmember and Top of the Table member speakers discuss subjects of vital concern to those in the life insurance and financial services industry.
MDRT Experience The purpose of this event is to bring MDRT’s Annual Meeting experience to producers in other countries. This event, modeled after MDRT’s prestigious Annual Meeting, delivers cutting-edge sales techniques and ideas, technical information and motivational concepts for those in the life insurance and financial
services business. The MDRT Experience is open to both MDRT members and nonmembers.
MDRT Foundation The MDRT Foundation is the philanthropic arm of MDRT. Since its formation in 1959, the MDRT Foundation has granted more than USD 26 million to charitable organizations serving people in 67 countries and all 50 U.S. states. The MDRT Foundation awards grants to charitable organizations that are empowering people in need in MDRT member communities worldwide. The grants given by the MDRT Foundation are distributed to organizations in which members have a vested interest. Grant recipients have either been endorsed by an MDRT member or receive money in honor of a member’s volunteerism.
MDRT Members Benefits Your MDRT Benefits Your MDRT membership doesn’t just signify achievement and prestige — MDRT helps you become a better producer by connecting you to the greatest resources, solutions and minds in the business. Some of the many MDRT member advantages and benefits include: Promote Your Practice: Find ideas, methods and tools you can use to promote your practice and your MDRT membership in the Members Only section of www.mdrt.org under Tools.
Online Tools Webinars: Read the MDRT e-Newsletter for details about upcoming free, educational webinars, and check out the library of archived seminars in the Members Only section under Tools. MDRTV: Member testimonials, Annual Meeting highlights, members sharing ideas and MDRT programs are among the videos featured on MDRT’s video-based website. Boomertirement: The Boomertirement program
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provides tools to help you better serve your baby boomer clients. Strategy briefs, podcasts, client fact sheets and outreach tools are available on www. boomertirement.com. Membership Directory: Connect with other members by visiting www.mdrt.org and clicking on Membership Directory in the Members Only section. Proceedings: Relive your favorite Annual Meeting speakers or learn more about the topics you might have missed by checking out the archived Proceedings in the Members Only section under Library.
Publications Round the Table magazine: MDRT’s official publication offers sales ideas, member profiles, practice management tips, business solutions, news about MDRT events and more. Whole Person: The Whole Person concept was established to remind you to keep balance in your life. Personal Development and Leadership MDRT Foundation: MDRT’s philanthropic arm provides a vehicle for members to join in philanthropic activities along with fellow professionals.
Mentoring: As a member, you have the capacity to help others attain MDRT membership. Mentoring not only helps the aspirant, but has also been shown to boost the mentor’s productivity. Speakers Bureau: The MDRT Speakers Bureau is an online listing of MDRT member speakers used by companies and associations to find speakers for upcoming meetings. For more information on these and other MDRT
member benefits, visit www.mdrt.org. MDRT MEMBER BENEFITS “Through my involvement in the Million Dollar Round Table, I have had many mentors who led me down my career path, and I continue to succeed because of the lessons gleaned from those individuals.” Walton W. Rogers CLU, ChFC, 2009 MDRT President and 36-year MDRT member
MDRT Mentoring Program About Mentoring Involvement in a mentoring program provides an opportunity for career exploration and leadership. As a mentor, you’ll not only help a professional new to the industry but also build upon your existing skills as a producer and achieve new success. The Million Dollar Round Table (MDRT) Mentoring Program provides counseling, guidance and encouragement from a committed MDRT member mentor to an aspiring MDRT qualifier. The two work together to advance the aspirant to MDRT-level productivity and attain MDRT membership. In turn, the Mentoring Program re-motivates financial services professionals, inspiring them to increase their own productivity and further their careers.
New – MDRT Mentoring Program MDRT is embarking on a new, more efficient and more effective mentoring program. It is easy to use with enhanced opportunities and more. Highlights: • No enrollment fee • Quick and easy enrollment process for mentor and aspirant n Online enrollment and NO paper forms n No manager required for the mentoring team n Open enrollment period with no time limit • Reduced production requirements to attend the MDRT Annual Meeting n Now only 50 percent of the MDRT member production requirement is needed to attend
the first time To attend the second time, 80 percent of the MDRT member production requirement is needed • No monthly production reporting required • Enroll at www.mdrt.org
n
Benefits: What are the benefits for the Mentor? • MDRT research shows that members who have participated in mentoring have experienced an increase in production during participation in the program • Renewed enthusiasm for your business • Exposure to new prospects and markets • The opportunity to find a junior partner or successor • Recognition at the MDRT Annual Meeting What are the benefits for the Aspirant? • A fast track to MDRT membership • Enhanced efficiency and productivity • An opportunity to learn from one of the best in the insurance and financial services industry “Through my involvement in the Million Dollar Round Table, I have had many mentors who led me down my career path, and I continue to succeed because of the lessons gleaned from those individuals.” Walton W. Rogers CLU, ChFC, 2009 MDRT President and 36-year MDRT member
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MDRT 2012 Leaders Take Office
2012 MDRT Executive Committee
President
Immediate Past President
CLU
CLU, ChFC
Jennifer A. Borislow
Second Vice President
Michelle L. Hoesly CLU, ChFC
Julian H. Good
First Vice President
D. Scott Brennan
Secretary
Caroline Banks
June 10 - 13 2012
HOW TO APPLY FOR MDRT MEMBERSHIP MDRT Membership is an investment in your ca-
download.asp to send to the companies you do
reer development. Less than 1 percent of producers
business with.
worldwide qualify for MDRT membership which is a coveted career milestone that signifies excellence
4. Once you receive the completed certifying letter,
and brings deserved recognition. To qualify, pro-
send them with your personalized 2013 Mem-
spective members must adhere to the highest ethi-
bership Application form to MDRT along with
cal standards and meet specific production require-
the membership dues postmarked on or before
ments, which are adjusted annually.
March 1, 2013 to avoid late-filing fee. (Membership fee for MDRT Member $550; COT $600 and
Please check the production goals for 2013 member-
for TOT $1,100) Late filing fee for applications
ship and follow the six steps:
postmarked after March 1, 2013 is $200.
1. Visit www.mdrt.org and request for an applica-
5. You can pay your dues at MDRT’s secure online
tion form online or if you are a current or former
payment site at https://ihs.mdrt.org/member-
MDRT member, download an application form;
shipdues or by cheque payable to MDRT or an
or simply complete the request for application
international bank draft (must be in US $ drawn
provided (next page) and send via fax, email or
on US bank)
post. 6. Send your completed and signed application in 2. A personalized 2013 Membership Application
original – including dues and any additional
form will be sent to you by mail or via e-mail
information – registered air mail, certified mail
after November 1, 2012. If you have not received
or courier service to MDRT Headquarters at 325,
your application, please contact the Member-
West Touhy Avenue, Park Ridge, IL 60068 USA.
ship Department at +1(847)518-8921 or member-
(Fax/email applications will not be accepted)
ship@mdrt.org. Please check the following link for more information 3. You can begin the membership process by com-
and Q&A.
piling your certifying letters immediately. You
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may download a certifying letter at http://
http://www.mdrt.org/membership/Application-
www.mdrt.org/membership/certifyingletter-
Process.asp
Request for Membership Application Form THIS IS NOT AN APPLICATION
Available November 1 of the production year
Please print or type the information requested below. SS#/SI#/ID#
Prefix: ❑ Mr. ❑ Ms. ❑ Mrs.
First (Given) Name
Middle Name
Designations (Maximum of two)
Name Preference
Sex: ❑ M ❑ F
Last (Family) Name
Personal Company Name Insurance Company Affiliation Mailing Address City Office Tel. Home Tel. Office Fax
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Year
Association Broker/Dealer Have you ever been approved for MDRT? ❑ Yes ❑ No How did you hear about MDRT? Mail or fax this form to:
Million Dollar Round Table Attn: Membership Department 325 West Touhy Avenue • Park Ridge, IL 60068 USA Telephone: 847.692.6378 • Fax: 847.518.0697 E-mail: membership@mdrt.org • Web site: www.mdrt.org
Completed membership application must be mailed to MDRT postmarked on or before March 1. Applications postmarked after March 1 will be subject to a late fee. If the above information has been faxed to MDRT, DO NOT MAIL THE ORIGINAL FORM. This form may be reproduced if additional copies are required.
23
24
72,875
97,167
121,458
145,750
170,042
194,333
218,625
242,917
267,208
291,500
March
April
May
June
July
August
September
October
November
December
874,500
801,625
728,750
655,875
583,000
510,125
437,250
364,375
291,500
218,625
145,750
1,749,000
1,603,250
1,457,500
1,311,750
1,166,000
1,020,250
874,500
728,750
583,000
437,250
291,500
583,000
534,417
485,833
437,250
388,667
340,083
291,500
242,917
194,333
145,750
97,167
1,749,000
1,603,250
1,457,500
1,311,750
1,166,000
1,020,250
874,500
728,750
583,000
437,250
291,500
48,583
48,583
February
145,750
145,750
24,292
January
72,875
Court of the Table Premium
Court of the Top of the Month MDRT Table Table My MDRT Commission Commission Commission Commission Premium
3,498,000
3,206,500
2,915,000
2,623,500
2,332,000
2,040,500
1,749,000
1,457,500
1,166,000
874,500
583,000
291,500
498,800
457,233
415,667
374,100
332,533
290,967
249,400
207,833
166,267
124,700
83,133
41,567
Top of the Table My MDRT Premium Premium Income
1,496,400
1,371,700
1,247,000
1,122,300
997,600
872,900
748,200
623,500
498,800
374,100
249,400
124,700
Court of the Table Income
Following are monthly goals in United Arab Emirates dirhams to keep you on track for the 2013 Million Dollar Round Table, Court of the Table and Top of the Table. Track your progress toward 2013 membership during the 2012 production year.
2013 MDRT Goals Based on 2012 Production
2,992,800
2,743,400
2,494,000
2,244,600
1,995,200
1,745,800
1,496,400
1,247,000
997,600
748,200
498,800
249,400
Top of the Table Income
My ncome
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MDRT EXPERIENCE & ANNUAL MEETING ATTENDEES SHARING THEIR MDRT EXPERIENCE FIRST TIME ATTENDEES (EXPERIENCE MEETING) RUBY BANARJEE
From 9th to11th February I attended the MDRT Experience Meet at Bangkok. It is difficult to summarize my experience from the meeting in words; as such meetings can only be experienced in person. However, I shall try to briefly cover the 3 major benefits experienced. Motivational- This beyond a shadow of doubt was the most motivational meeting of my life. To meet legends from the industry, to share their experiences and to under-
stand their challenges created a whole new vision for me. Apart from the monetary benefits these leaders are shining role models that lead well balanced lives, and are making a profound difference in the lives of countless people. Educational- There was tremendous knowledge imparted not only from the speakers but also from the various attendees. These individuals have struggled with the same challenges that I did (Rejection, postponements, dwindling list of prospects etc). Their suggestions, knowledge and experiences were deeply educational. Relational- The relationships created in the short time have created a special bonding. I feel that to be part of the MDRT group is indeed a unique privilege and is worth putting in all the effort to qualify every single year.I would like to encourage all members of this industry to make an effort to attend this meeting. It is certainly WORTH it!!
VILAS MAHADIK I found MDRT experience meeting was worth to attend because of so many reasons & few of them are as follows 1) Association of successful in surance industry professionals 2) Strengthen the belief system about this profession by looking at more than four thousand professionals at the event. 3) Listening the Successful speakers knowledge & experience in the industry. 4) Enjoying each & every moment of the meeting as the attendee as well as got the chance to become volunteer & serve the event. Few sales Ideas what I picked up from the meetings are as follows a) Weekly 15 meetings will guarantees the success in this business Because of this my thought process changed
& I am more focused on meeting the people & least bother about the outcomes because it’s guaranteed. b) I bought the sales tools like books & CD’s which are motivating me day in & day out. c) Memories of MDRT Experience is helping come out of frustration & negativity and work hard to achieve the desired success.
Overall it’s great MDRT experience to share with my colleagues & friends to motivate them & share the importance of MDRT. Whomever missed this event really missed a lot & it’s true investment on our own business development. I raised my bars in terms of vision & sales targets in this business. I found the concept introduced by MDRT ie. Whole person is very good & getting good results to balance my family, professional & social life along with the health. Because of this meeting I took the decision of attending each & every MDRT meeting with good qualifications & always keep my bars raising with commitment & passion.
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JAWAD SIDDIQUE As a professional Associate Financial Planner from Australia, I have always wanted to associate myself with the prestigious Million Dollar Round Table (MDRT) as it prides in being a premier resource for ideas, education and motivation by representing the pinnacle of financial planning advisers around the globe. I took personal initiative in my professional development by attending MDRT Experience meeting held in Bangkok, Thailand from 9th to 11th February 2012. It proved to be one best thing that has happened to my career after becoming a centurion with in the first 8 month in UAE. MDRT experience surpassed my anticipation when I rubbed my shoulders with the top industry producers and Millionaires. It has also well exceeded my expectations by far as I gained access to a wealth of unbelievable resources and practice building ideas for my professional growth and successful career. It was amazing to see the top producers and motivational speakers openly sharing their trade secrets and business success formulas. I met like minded successful practitioners from around the
world, 4000 under one roof all eager to learn, share and exchange innovative ideas, best practices, lateral thinking and social networking. I have realised the importance of mentors in my professional life who shine like guiding stars in the dark hours. I have invested to further my career to an all new height through motivational videos, books, and best selling ethical practices taught by the top industry producers. These codes of ethics truly reflect in my increased sales as well as a role model for the team of professional financial advisors that I lead by example. MDRT is helping me increase and improve my productivity, client service retention and wealth management activities. MDRT offers an insightful Free Magazine “Round the Table� available at http:// www.roundthetable.org/ with free access to archive magazine issues as well. MDRT platform has allowed me the opportunity to learn from the best in the industry. They provide excellence in practice management, cutting edge sales ideas, whole person quality of life, motivation and inspiration. At MDRT not only I will receive the highest level of recognition and affirmation for my professional achievements but will also grow as a person to enjoy a more meaningful life.
2000 MDRT Annual Meeting Attendees
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ANNUAL MEETING ATTENDEES VERONICA ALVA Eleven years ago, when I joined this industry,my senior Manager (Regional Sales Manager Mr.Maurice Srrao) mentioned to me about MDRT conference and the requirement to attend this conference.And the requirement then was Dhs 314,000.At that time,the maximum annual premium I could manage to get was not more than Dhs 10,000.Hence I thought to myself,qualifying for MDRT is not my cup of tea.It will take at least another 10 years,to qualify for my first MDRT conference.As the days were passing,I watched my senior Manager(who was then already 10 year MDRT member) working towards achieving his goal with so much ease.He was always full of positive thoughts and always had so much belief in himself.I
GREG PONONSKI Attending the MDRT convention allows an Adviser to see how the giants in our business succeed from all around the world. At my second meeting I asked all of them that I could, what one thing (if you had to choose just one) made the difference to your business? Most of the answers were “Being in a Study Group”, as it provides a platform to share ideas on a regular basis with your peers. Actual Client problems can be solved when others give you ideas you didn’t think of. That’s the great thing about our profession - no secrets as what works for me may not work for you, but if it does; better to copy than to reinvent the wheel. So I started one of the most successful ones in the Midlands in the UK 17 years ago, which is still going today, even though I left England in 2005!
MANDIP PUJJI When I attended my first MDRT meeting in 2000, I had no idea how my life would be transformed. I didn’t even know what to expect. I was awed to see 8500 of
saw his Positive Mental Attitude which made it so easy for him to qualify for yet another MDRT.And that made me work even more harder and finally I too qualified for my 1st MDRT meeting in the second year of my joining itself which was in 2002.I was so excited to attend the 2003 annual MDRT meeting.Finally the day came and I arrived there.I couldn’t believe my eyes.The entire area, where the conference takes place was mind blowing.I saw several thousands of qualifiers coming together under one roof from all over the world.And there happens only positive talks.Whoever you meet,they are so happy to share their success stories.Once you attend,you will not stop going there again & again.Yes,it happened with me.This year I’m going to attend my 10th year MDRT meeting as a qualifying Life Member.AND THAT IS THE MAGIC,which turns your life as well as your people’s,client’s and whoever you are associated with.BE THERE TO EXPERIENCE THE MAGIC. the worlds top financial advisors in one location, sharing ideas and helping each other to achieve their goals, without the threat of competition. The Top of the Table producers and the legends of our industry were chatting with all the new comers and giving us so much respect as if we were veterans like them. Some of the ideas I learnt in that meeting, I still use till today. In every meeting that I have attended in the past 11 years , I have always managed to pick up an idea which I apply to my business. As an example, in one meeting I learnt a great way to increase business by 25% on the spot. When a client has been accepted at standard rates, you go back to him and tell him that his health is so good that the insurance company has offered him a 25% extra cover without any further medicals. (of course this applies to high level covers where the client has done all the possible medicals). Chances are your client will accept and you would have generated a quick 25% increase without much effort !! MDRT membership and attending the meetings have been one of the best business investments that I have made.
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RICKSON D’SOUZA I’ve been a member with MDRT since 2003 but only attended my first meeting in Denver in 2007 and I’ve been going there ever since. I can’t imagine not attending a meeting simply because of the ideas & inspiration I’ve got by going there over the last 5 years. Just catching up with the best of the best from our industry who are willing to share what got them there is an opportunity that I couldn’t pass up. In the span of those 4-5 days you literally get hundreds
AJITH S. AILANI - 14 MDRT, 2 COT, 1 TOT MY OBSERVATION AT MDRT IS THAT ALL TOP ACHIEVERS ARE DREAMERS. THEY ARE PASSIONATE ABOUT THEIR WORK. THEY NEVER TAKE EYE OFF THEIR GOALS, SEE MORE PEOPLE, CREATE CENTRES OF INFLUENCE, CONSTANTLY UPDATE THEIR KNOWLEDGE AND DON’T WASTE THEIR TIME. EVERY MINUTE MUST HELP IN THEIR MARCH TOWARDS SUCCESS.
SHAHZAD KAISER DURRANI
Member COT & Life Member Attending Million Dollar Round Table Annual meetings, experiencing the magic happening on the main platform is one of the goal of my life, sine 1999 when I had qualify MDRT membership first time and now when I am planning to attend my 12th MDRT Annual meeting, I feel the same passion, enthusiasm, thrill and excitement in me, it’s easier to be successful if you ‘re not bombarded by temptations, if you ‘re trying to reduce your credit-card debit, then take only cash with you when shopping “it relieves you of the burden of exercising self-control”. MDRT is a prestigious membership for the people they are in the service Industry especially Insurancebusiness, if you really think you have the willpower to move mountains than you should
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of ideas thrown at you from probably the most unassuming people. You need to find that one idea that can work for you and transform your business. The one idea that I took back from MDRT is to buy your own products. If you believe in what you are selling your customers then you should buy it too. The conviction & confidence that comes from buying into your own products and services is unimaginable. For the last 5 years or more most of my clients have been buying exactly what I have bought. This has increased business for me considerably.
try for the MDRT Membership – I believe when you Qualify and attend 2012 MDRT Annual Meeting you will be proud, you will be trilled and amazed to see yourself in between the world best “Fortune Sellers.”
ASHOK ZARDANA I have been attending the MDRT for over 20 years and every year it’s a new experience for me. I have made some friends for life because of the MDRT. When I was with AIG-ALICO I used to qualify for their conventions and considered myself a superstar, till Keith Jansen, my colleague, spoke to me about the MDRT. When I attended my first conference I realized I was a small producer, it broadened my horizons. Meeting and interacting with industry giants like Ben Feldman, John Savage and Norman Levene helped motivate me, sparked ideas and brought a freshness to the way I worked and conducted my business. Then I qualified for the ToT and I thought to myself, now I am a star. When I attended my first TOT I once again realized that I am a small speck amongst giants. The MDRT I firmly believe is a must-attend for all of us in the Insurance profession. It will help you in your practice, inspire and motivate you and can change your outlook to life. Think big. Serve your clients well, business will follow.
MOURICE SERRAO
Maurice Serrao 20 years MDRT 1996 C Zonal Chair for Middle East
“Raise The Bar”
My first MDRT annual meeting in 1990 in San Francisco changed my life and helped me to Raise the Bar in my Profession and personal life.MDRT annual meeting is the Best Forum for Motivation, Education and Inspiration.If you want to survive in our Industry one needs to qualify for MDRT and attend annual meeting and taste MDRT. Once you taste MDRT you will never give up, that’s what takes me to annual meetings last 20 years.Attendees are energized and Batteries get charged with those real life experiences and we go and perform once again.In my very first meeting I learnt “How to build my Nest” prospecting, collect 5 Referrals after every sale. Prospecting is a continues process the moment you stop prospecting everything stops in our Business.I learnt about “Whole person concept” which helped me to Raise the Bar further in my life.Annual meetings teaches you to work with Positive Mental Attitude (PMA) under any circumstances. In my fist meeting I was told MDRT’S are “ The Best of Best” , “Champion of Champions” and “Cream of Cream” of our Industry. And I took the Oath to be there and this is the best Business.In 1996 UAE, MDRT bar was Raised with the first ever visit of MDRT President Reginald Rabjohns. I urge you to make best use of this meeting and take home Loads of ideas and hope to see you next year in Philadelphia, Pennsylvania.
HARISH MISHRA Everyone comes to Middle East to with a dream to make money; I also came from India and have joined such a noble profession. In this kind of profession people can make better future for themselves and for society by financial planning. It is proud to be a renowned family member of MDRT. Everyone needs money at every step / age of life but mainly the money is required for Child Education, Medical , Retirement, Business through this profession we can guide our client to reach their financial goals. Every consultant should qualify for MDRT and attend an annual meeting. Those who are new in this field and can’t qualify for MDRT they can attend MDRT experience in Hyderabad, India Feb 21 – 23 in 2013. Share this Every client...... yes, education cost money, but what about the coast of no education ?
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AVITA JAIN
I strongly recommend everyone to attend the Annual Million Dollar Round Table Conference, if they possibly can. I am a proud 10 year MDRT member. The first meeting I attended was in Las Vegas in 2003 which gave me a complete new direction in my life. Every meeting just reinstates facts which sometimes get left behind in our hectic schedules. The Magical MDRT experience, as rightly said, is all about raising your standards and attitude higher. It insists to take pride in our job, ensuring self development, elevating spirits and positive thinking ultimately helping us to grow. MDRT pulls out a lot of emotions, which sometimes gets lost within us, like love, responsibility and most importantly, being human. Only then one can realize how much one has and how much one can do. In a nutshell, you come back as a better person, better partner and a better parent resulting in higher levels of income, happiness and satisfaction.
SANJAY TOLANI Do you want to be more successful and be recognized for the success? To continue to be at the Top of the game; taping into a knowledge bank is very important. MDRT is that Knowledge Bank. MDRT has helped me to grow my business over time and also be recognized among my peers as an outstanding financial professional. Identifying new ways to develop our career and growing to the next level of our profession is one of the many benefits of joining MDRT. Today being a Top of the Table Member allows me to be recognized as the Best of the Best; to reach this level of excellence took over 4 years of dedication to this profession and with the support of MDRT made the process faster. MDRT is the catalyst in the process of achieving ones dreams and aspirations, may it be professionally or personally. Each meeting has allowed my business to grow significantly. The only question which remains is how successful you want to be and do you want to be recognized for the efforts you
have put into being successful? If yes, the answer is to be a member of MDRT.
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Sales Ideas Pig Close A few years ago I was referred to a farmer who was building a massive new barn to raise pigs. He needed insurance to cover his mortgage on the building. We discussed the different types of insurance available, and the uses and benefits of each. It became obvious that he had more needs, and that they were more permanent than just the term of the loan, and that he really needed permanent insurance. But like any good businessman he wanted to keep his costs down, so he was leaning towards the term coverage, which would cost $5,000 a year less. We debated the merits and costs of both types, and it was obvious I wasn›t winning the argument for the plan that he really needed. Finally I asked if we could change the subject. I wanted to talk about his new barn. I asked him to describe what it was going to be like. He lit right up, drawing a sketch of a barn with 4 big rooms. He described how baby piglets would be raised in one room, then moved to the next area for further growth, etc, and later to the 3rd , and finally emerging from the 4th room, to be sent off to market as fattened hogs. I was amazed by all of this and asked him how many pigs a year he would raise in this new operation. He said that it was designed to move 5,000 pigs a year from start to finish. I told him that if he could give me a dollar a pig, he could have the whole life. He got out a pencil and paper, scratched out his costs for feed, and heat, taxes and electricity, etc., and figured out that he had a spare dollar of mark-up per unit, and that he could well afford to allocate it to his life insurance.
That was over 10 years ago, and not only is the policy still in force, but he has since bought more, and he has never questioned his original decision. (The mortgage has been paid off for a while, but as his business grew, so did his needs.) Michael H.J. Evers, CLU CHFC
My
Strength Is Relationship Building
Sandi Saksena Dubai United Arab Emirates Know your strengths and build on them. My strength is relationship building. It comes to me very naturally and I have used this to grow my business. • First, I always let my client speak more than I do. I am always attentive and show interest in what they have to say. If I don’t agree, I will still never be confrontational. • When I speak, it is with empathy and understanding. • I always get to know the spouse and other family members. • I never fail to complement or commend them on their or their family’s achievements. The rapport I have been able to establish with my clients has them coming back to me for more business, and leads to new prospects. Because of this, I feel great that I have not had to act in a way in which I am not comfortable. Bottom line, look for your strengths and hone them. Don’t pretend or act out of character because others will see through the act.
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Become a Better Leader
Top 10 Practice Management Tips
Randy R. Kilgore, CLU, RHU Colorado Springs, Colorado, USA What do your clients need? What does your family need? What does your community need? What does your church need? What does our political system need? The answer is one word: leadership. Leadership is what is so hard to find in each of these areas today.
Ralph Antolino Jr., J.D., CLU Columbus, Ohio, USA
Statistics from a Gallup poll show that workers today need good leadership at every level. The worker needs a better manager, the manager needs a better vice president and they need better presidents. Jim Collins, in his book Good to Great, outlines the traits of a level-5 leader. These are the traits our clients are looking for in us. If we could all be level-5 leaders, our business would out-perform our peer group. So my sales idea for you is to become a better leader. You can go to classes started by NAIFA. This course is called LILI: leadership in life institute. The curriculum was developed from books by Stephen Covey, John Maxwell and Jim Collins. If you read some or all of these books, you will learn to look at yourself and see what type of leaders you are now and see how you can get better. You learn to relate to people and how to react to certain situations. This idea will make you money and will make you more successful. Stephen R Covey: The Seven Habits of Highly Effective People John Maxwell: The 21 Irrefutable Laws of Leadership Developing the Leaders Around You Jim Collins: Good to Great – Built to Last Kouzes and Posner: Credibility
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10- People: You win with people. Your clients, colleagues, suppliers and fellow association members are all direct and indirect members of your team. Take good care of them and they will take good care of you! 9- Smile: It increases your face value and that of others around you. 8- Enthusiasm: Act enthusiastic and you will be and feel enthusiastic. Make it a special habit to do this, particularly when you don’t feel like it. 7- Goals: Lifetime, yearly, monthly, weekly and especially daily goals will keep you focused and motivated. Put them in writing and share them with others. 6- Physical health: Take good care of your body. Without good physical health, it is extremely challenging to manage all you need to manage to succeed in this business. 5- Education and experience: Is your 10 years of experience the same year repeated 10 times, or have you compounded your experience 10 times? There is a difference. Take stock of what you know and build upon it. We need to be perpetual students to add value to our clients and continue to earn our keep. 4- Prospect: Keep your prospecting antenna up and tuned in. The major difference between an MDRT member and a Top of the Table member is the quantity and quality of their prospects. 3- Confidence: Nurture it, leverage it, borrow it from others, but most importantly, protect it. With confidence, just about anything is possible. Without it, you fail 2- Persistence: Most Top of the Table members were overnight successes after 10 or more years in the business. Never ever give up. 1- Attitude: Remember that everything in your practice starts and stops with your attitude. Master the subject of emotional intelligence.
Getting a Commitment in the First Meeting Traditional selling models focus on a prospect’s pain and fears, or simply disturb them into making a decision. If your sales process instead focuses on empowering the prospect to make decisions and remain in control, it could shorten your process and improve your ability to close and to build long-term, profitable relationships. The following three parts of the sales process provide practical steps to put your prospects in a position to buy while feeling confident about moving forward. Distinguish yourself and your approach Make a strong and lasting first impression. Avoid overwhelming prospects with information in the first meeting, and allow them to share their thoughts and ask questions. Getting them to open up depends on your being seen as trustworthy, caring, and ready and able to help them address their issues. Think about your language and how you want to position yourself. Just remember to make sure they feel like it’s all about them. Demonstrate a clear process for driving results Clients want results. By showing prospects that you have a well-defined approach and process that allows them to make decisions, you will build their confidence in you. Following is an example of a four-phase process that demonstrates how we can help clients achieve the results they want: Discovery: Identify vision and goals to gain clarity around the current gaps. Creative solutions: Collaborate and discuss solutions to close indentified gaps. Strategy deployment: Implement the solutions specifically designed to close the gaps necessary to accomplish goals. Results management: Establish a plan to manage and sustain the desired results. Provide prospects an easy opportunity to say yes Providing prospects with an easy opportunity to say yes and to commit to moving forward is an overlooked element of any good sales process. First, define what you’re trying to close. Simply call the fact-finding meeting exactly what it is, or come up with a creative name for it. Naming the meeting allows you to set an expectation around it; it can be your natural closing point. Next, create a simple agreement outlining what will occur in your second meeting. It should include the date and time of the meeting, specific discussion points, any documents you would like to receive ahead of time and any reports that might be generated from the meeting. You should also provide a space for a signature. The prospect’s signature is a good way to get a commitment. Defining your second meeting, outlining what they can expect, and asking them to sign as an acknowledgment of their commitment to you will have a dramatic impact on your engagements. Todd Fithian is a 20-year veteran of the financial services industry, having followed in the footsteps of three generations. As managing partner of The Legacy Companies, Fithian’s primary focus is helping financial professionals optimize the way in which they profitably attract, engage and retain clients for life. His client list includes insurance companies and practitioners throughout the U.S., Canada and Australia. Fithian is the co-author of “The Right Side of the Table: Where Do You Sit in the Minds of the Affluent?” His entire 2011 Annual Meeting presentation is available at www.mdrtpowercenter.org. Million Dollar Round Table Phone: +1.847.692.6378 | Fax: +1.847.518.8921 | Website: www.mdrt.org
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Moving to the Next Level of Success Everybody talks about growing their business, but not everybody follows through. Many have the skills, talent and money to grow their business, yet still do not. How is that possible? You’ve brought your business this far; the following questions can help you determine your path toward the next level. How Did You Get Here? What Has Made You Successful? Imagine you are asked to introduce yourself to another MDRT member, providing the following information: your name, where you are from, a short description of your business and two to three things that got you to MDRT. Now imagine that the person you introduced yourself to is then asked to introduce you to a group of people. Although the introductions were nice, it’s likely that no one shared any of the critical keys to success that were instrumental in qualifying you for MDRT. It is important that you invest time thinking about your formula for success to date. Some or all of this formula may be critical to future growth and success. So take a few moments to write down your thoughts on what has made you successful. What is your mindset? What are your habits and disciplines? Whom do you spend time with? Who or what energizes you to do what you have done? How or what have you invested in your business that got you here? Why are you in this business? Why will you stay in this business? The Power of No! What I have learned over the years is that, for many people, planning is the process of making lists—long lists of things they are going to do, or hope to do. Rarely do planning exercises include a process where the individual, team or company makes a declaration of what they will no longer do. It is important to take a hard look at your business and make the decision to stop doing the things that no longer work for you. It’s a simple concept, but rarely done. Use some or all of the following provocative questions to make up your own list of “no’s.” What will you no longer do? What have been some of your biggest mistakes? Who or what has held you back? Who or what kills your energy and enthusiasm? What no longer serves you? Once you’ve considered the answers to these questions, you’ll be better prepared to take the next steps: Where do you want to go from here? What will you build? Why will you build it? How will you build it? What results must you achieve in order for you to have a significant return on your investment? May the journey be stimulating, challenging, and rewarding. James T. Horan, Jr. is the founder and president of The One Page Business Plan Company, an international and consulting firm specializing in planning and performance management systems based on the Amazon best-selling book series, “The One Page Business Plan.” The American College recently adopted the plan’s financial services edition as the required textbook for all of its practice development courses. Horan’s entire Annual Meeting presentation is available at www.mdrtpowercenter.org. Million Dollar Round Table Phone: +1.847.692.6378 | Fax: +1.847.518.8921 | Website: www.mdrt.org
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PGA : The path to leadership Sign up today to be future leader of MDRT Have you ever wondered how you could be a part of an MDRT Executive Committee? Or, how you can join the Annual Meeting Program Development Committee (PDC) and meet famous speakers? It all starts in one place: the Annual Meeting Program General Arrangements (PGA) Task Force. MDRT committee members, Chairs of finance committees, executive committee, Presidents, all began as a PGA volunteers. PGA is the path to leadership at MDRT and provides you with great opportunities. You’ll get all the perks that come with being a leader of one of the most prestigious financial services organizations in the world. Anyone attending Annual Meeting can sign up for PGA.
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Zone 12 MCC Country Chairs Meeting - Dubai
Annual Meeting MDRT - Atlanta
2011 - 2012 MEMBERSHIP COMMUNICATION COMMITTEE (MCC), UAE
Anne-Marie Lee
Divisional Vice President
Sunit Arora
Hussein Halabi
Regional Chair
M. T. Santohsh
Shivaji Bajchi
Sujit Croos
Kirthi Mehta
Rickson D’sa
Sayed Anwar
Area Chair
Company Chair
Cherian John
Zonal Chair
Company Chair
Company Chair
Company Chair
Area Chair
Country Chair
Sheshad Durrani Company Chair
Avita Jain
Company Chair
Nafeesa Hussain Company Chair
Chitra D.
Company Chair