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A t a s t e o f t h e M D R T E x p e r i e n c e
16th April 2012The Ritz Carlton, DIFC
Dubai - U.A.E.
Reaching New Heights of Productivity
“Are you selling enough critical illness to your Client ?” “Do you wish to double your income ?”
@
3
• AGENDA 4
• MESSAGES 6-10
• OURLEADERS 11
• CODEOFETHICS 12-13
• KNOWYOURSPEAKERS 14-16
• ABOUTMDRT 17
• MDRTMEMBERSBENEFITS 18
• MDRTMENTORINGPROGRAMME 19
• MDRTLEADERSTAKEOFFICE 20
• 2012MDRTMEETING 21
• HOWTOAPPLYFORMDRTMEMBERSHIP 22
• REQUESTFORMDRTMEMBERSHIPAPPLICATIONFORM 23
• 2013PRODUCTIONGOAL 24-25
• LOOKINGBACK 26
• MDRTEXPERIENCE 27-32
• SALESIDEAS 33-34
• MDRTMINUTE 35-36
• PGA 37
• ZONE12MCCCOUNTRYCHAIRS 38
INDEX
TheMDRTcontent reproducedinthisbookisaimedatenlight-ening the members, non-mem-bers and prospective MDRTsof the significance and uses oftheMillionDollarRoundTablemembership, recognized inter-nationally as the standard ofsalesexcellenceinthelifeinsur-anceandfinancialservicesbusi-ness Haveanicereading
SunitArora, FAIQ CIIMDRT Regional Chair
Middle East, Africa, India & Europe(2010-2012)
Cheriyan JohnMDRT Country Chair UAE
(2011-2012)
4
PROGRAMME
Dubai MDRT Day Time Event08:30AM-09:40AM Registration,Breakfast&Fellowship
09:40AM-09:55:AM Introduction - CherianJohn
09:55AM-10:35AM Alphonso Franco Thousand Miles Journey begins with a Single Step
10:36AM-10:48AM Sunit Arora
10:48AM-11:29AM Corry Collins Life Support
11:29AM-11:50AM ComfortBreak
11:50AM-12:05PM ZurichIntl
12:05PM-12:20PM MDRTExperience-FirstTimeAttendees
12:20PM-01:00PM Michelle Hoskin Create and Lead a 21st Century Practice
01:00PM-02:00PM Lunch
02:01PM-02:14PM Hussain Halabi
02:14PM-02:59PM Anne-Marie Lee Practice Management from a Practitioners Perspective
02:59PM-03:10PM MDRTExperience-AnnualMeetingAttendees
03:10PM-03:35PM ComfortBreack
03:35PM-04:20PM SalesPannel
04:20PM-05:00PM Bhupinder Anand Smashing the Glass Window
05:00PM-05:10PM Recognition
05:10PM-05:15PM VoteofThanks&ClosingCeremony
PLATINUM (Main Sponsor)
GOLD (Supporting Sponsor)
SILVER (Exhibit Sponsor)
Our Sincere Thanks
66
MESSAGE BY FIRST VICE PRESIDENT
MiddleEastMDRTDayinDubai Wearegratefultothespon-sorsandlocalMDRTmembersforarrangingthismeeting,andweappreciatetheopportunitytosharethebenefitsofMDRTwithcurrentMDRTmembersandwithotherfinancialadvi-sorswhomightbeinterestedinjoiningourorganization
Themeeting’stheme,RaisingtheBar:ReachingNewHeightsofProductivity,remindsusoftheimportanceofviewingour
challenges asopportunities to learn The tests we facemakeusbetter peopleandbetteradvisors I have been an MDRT member for 24 years, and I have heard many inspiringstoriesatMDRTmeetings—storiesthatdemonstratehowweoftenfindourstrengthsdur-ingtoughtimes Formanyofus,thepastseveralyearshavebeenchallenging—butthinkofwhatwehavelearnedandhowweuseournewinsighttohelpourclientsachievetheirfinancialgoalsandleadbetterlives
CongratulationstoallofthemeetingattendeeswhoqualifiedforandjoinedMDRTin2012 ForthoseofyouworkingtowardMDRTmembership,IhopewhatyoulearnatthismeetingbringsyouafewstepsclosertoreachingyourgoalsandencouragesyoutojoinMDRTinthenearfuture
Enjoyyourselvesatthemeeting;Iwishallofyoucontinuedsuccess!
Sincerely,
Jennifer A. Borislow, CLU
Jennifer A. Borislow, CLU2012 President
Million Dollar Round Table
77
MESSAGE: DVP
Warm greetings and congratulations to the MDRT Member-shipCommunicationsCommittee(MCC),forputtingtogethertheMDRTDayinDubai HeadedbyourCountryChairfortheUAE,CherianJohn,andundertheguidanceofourMCCRegional Chair SunitArora, the MCC team in the UAE hasworked tirelessly over the last few months, to gain supportfromcompaniesandtoputtogetheranexcellentprogrammeforthisevent WehavenothadanMDRTDayinyourregionforafewyearsnowandwearethrilledtohavethisopportu-nitytobringthiseventbacktoyourindustry
OnbehalfofMDRT,wewouldliketothanktheMCCteamfortheirdedicationandpas-sionatebelief,thatMDRTcanmakeadifferencetoincreasingthelevelofprofessionalisminyourindustry WewouldalsoliketothankallthesponsorcompaniesforgivingMDRTtheopportunitytopresentthiseventtoyouragents
MDRT’smissionistohelpagentsfromtheFinancialServicesIndustryraisetheirstandardsofproductivityandprofessionalism Thiswehavedonesuccessfullythroughthesharingofbestpracticesandideasfromourmembersandotherprofessionalspeakers Wealsoaimtoprovideanetworkoflike-mindedandsupportivememberswhocareaboutthesuccessofallMDRTmembers MDRTisafamilyandwelookforwardtowelcomingmoreagentsfromtheUAEtojoinusandletushelpyoubebetteragentsandbetterpeople
We hope that you will take full advantage of the opportunity to learn new ideasat thisMDRTDayandmoreimportantly,toadaptthemandputthemintopracticeinyourownbusinesses Ifyouareanaspirant,makesureyounetworkwithMDRTmembersandyouneedonlyask-IamsureourMDRTmemberswouldsharetheirexperienceswithyou
Onapersonalnote,thankyoufortheopportunitytobeapartofyourprogramme IlookforwardtocontributingandmeetingnewfriendsfromtheUAE
CongratulationstoasuccessfulMDRTDay2012!
Anne-Marie Lee ChFC, CLUDivisional Vice President
2011/2012 MDRT Membership Communications Committee
88
Itgivesmeimmensepleasure to informthatweareholdingthe ‘MDRT Day’ in Dubai Being a part of the organizing &advisingteamfortheevent,wearestrivingtomakethiseventtheBestMDRTDayheldinthisareatillnow
Thetheme‘RaisingtheBar’isveryappropriateforourcom-petitive industry In the track, field competitions like pole-vault,highjumpsetc ,contestantshavetojumpoverthecrossbarthatgetsraisedgradually,untilonejumperclears&bede-
claredthewinner But,inourindustry,itshouldbeacontinuousefforttokeeponraisingthebarwithoutdeclaringthewinner,since‘skyisthelimit’
TheMDRTspiritofsharing&caringisbeingdisplayedthroughtheimmenseknowledge&vastexperienceofthearrayofSpeakerswhoaregoingtosharetheirsuccesssecretswithallofus
Whatcouldbeabettervenue,toshareMDRTsuccess,thaninaglamorousandhappen-ingplacelikeDubai?Dubaiistheheartoftheregion,beingameetingpointoftheMiddleEast,Asia,Africa&Europe Iamsure,onedayDubaiisgoingtobetheepicenterofMDRTactivityinthispartoftheworld AsaRegionalchairtothisarea,IwishtoencourageMDRTMembers&Non-Memberstoparticipate,involve,rejuvenate&getmotivated IwouldliketoextendmybestwishestoCherianJohn&hisefficientteamfortheircommitmentandhardwork
MESSAGE: REGIONAL CHAIR
SunitArora, FAIQ CIIMDRT Regional Chair
Middle East, Africa, India & Europe(2010-2012)
99
MESSAGE: ZONAL CHAIR
ThereisasayingbyAlbertEinstein,“itiseverymanobligationtoputbackintotheworldatleasttheequivalentofwhathetakesoutofit” ThisisthecorespiritofMDRT MDRTDayinDubaiisallaboutgivingbackwhatwehadtakenfromlifeandindustrytowardsremainingspirited,receivingtheknowledgeandnetworkingwiththebestminds
Raise thebar,yesyoucanraisebarswhenyouhavethede-terminationandthewillingness,butyouhavetoexecuteim-
mediately Thedifferencebetweenwhoyouareandwhoyouwanttobeiswhatyoudo Iwouldfranklysaylisteningtothestoryisnotlikewatchingthemovie
IwishallthebestforthisDayandthankyouallformakingthishappen
Hussein HalabiMDRT MCC Zonal Chair,
Middle East and Africa(2010 - 2012)
1010
Idon’thavewordstoexpress,whenthisDAYbecomesareal-ity MCC,UAEisverymuchthrilled,asMiddleEastMDRTDay,Dubaitakesitsfirstpeekatbroaddaylight
MDRT,whichuniteseveryoneunderoneroof,isacommunityofexcellencethatprovidesaforumforsharingandpracticingsalesandmanagementtechniques
MDRTAnnual meeting is recognized as the best of the bestandMDRTDayisjustasmallblockonthatenormousiceberg Iencourageallofyoutoraiseyourselvestothenextlevel,settingtargetsforthe2013MDRTAnnualMeeting,Phila-delphia
IamsurethatallofyouwillleavethisDAYwithanewvisionanddirectioninyourlives Implementtheideasyoupickupfromhere,intoyourownlivesandbusiness Makesurethatyoupracticethemwellandreapitsgoodfruit,foryourselvesandtheonesaround
Iwholeheartedlyappreciatetheself-lessworkputin,bytheUAEMCC&volunteers Theinputs from our Regional Chair Sunit and Zonal Chair Hussein are unforgettable Sunithimselftookthepain,tovisitUAE,notonce,butseveraltimes,tosupportus Withouthissupport,thisideawouldneverhavebecomeareality IdorememberthesupportfromourDVPAnne-MarieLee,StaffliasonManagerErynCarter,PrecosiaandeveryoneatMDRT Lastbutnottheleast;wedorememberourpartnersZurichInternational,MetlifeAlico&LICInternationalfortheirencouragementandforholdingushigh,inourmarchtowardsthebigDay
Cheriyan JohnMDRT Country Chair UAE
(2011-2012)
MESSAGE: COUNTRY CHAIR
1111
OUR LEADERS
PHOTOGRAPHS OF PAST MDRT DAYS
COUNTRY CHAIRS
Cherian John(2011 - 2012)
Sunit Arora(2010 - 2012 Regional Chair),
(2005 - 2008 Zonal Chair)
Harish Mishra(2009 - 2010)
Sridhar(2009 - 2010)
Peter Fernandes(2010 - 2011)
Mandip Pujji(2008 - 2009)
Hussein Halabi(2010 - 2012)
REGIONAL CHAIR
12
Withnotesforgreaterunderstandingandcarefulapplication
MembersoftheMillionDollarRoundTableshouldbeevermindfulthatcompletecompliancewithandobservanceoftheCodeofEthicsoftheMillionDol-larRoundTableshallservetopromotethehighestquality standardsofmembership These standardswillbebeneficialtothepublicandtheinsuranceandfinancialservicesprofession
1 Always place the best interests of your clientsaboveyourowndirectorindirectinterests
a Conduct a thorough and appropriate factfinding
b Strivetoachievetheclient’spersonalandfi-nancialgoals
c Recommendonlytheproductsandfeaturesbestsuitedtoyourclient’sneeds
d Donotselecttheproductwithaneyetothecompensationearned
e Recommendnomorepremiumthanthecli-entisreasonablyabletopaybasedonacom-pletefactfinding
f Whentherecommendedproductispartofanoverallbusinessorpersonalplan,persist toassureimplementationandcompletionoftheplan
2 Maintain the highest standards of professionalcompetenceandgivethebestpossibleadvicetoclientsbyseekingtomaintainandimprovepro-fessionalknowledge,skillsandcompetence
a Bemindful that quality is aprocess,not anachievement
b Pursue continuing education both formallyandthroughprivatestudy
c Knowallofthefeaturesoftheproductsyourecommend
d Comment on competitor’s products only if
well-versedinthoseproducts
e Learntolistenandcommunicateeffectively
f Keepyourpromises Deliverwhatyouprom-iseinatimelymanner
g Prepareapplicationsandnewaccountformshonestlyandcompletely
h Beawareofindustryissues,trendsandstan-dards
i Beawareofpendinglegislationanditspos-sibleeffectsontheproductsyourecommendandyourclients’financialplans
j Beawareoftaxandlegalissuesaffectingtheproductsyourecommend
3 Hold in strictest confidence, and consider asprivileged, all business and personal informa-tionpertainingtoyourclients’affairs
a Never reveal a client’s name or a personalsituationwithoutpermissionfromtheclient
b Protectclientfilesandclientrecordswithre-gardtoconfidentiality
c Assurethatyourstaffmaintainsclientconfi-dentiality
4 Make full and adequate disclosure of all factsnecessarytoenableclientstomakeinformedde-cisions
a Complete a thorough and appropriate factfinding
b Whenmakingrecommendations,explainthereasonsfortherecommendationsandavoidtheextremesofexaggerationoroversimplifi-cation
c Provide prospects with the facts about theproductsandstrategiesavailabletothemsotheycanmakeaninformeddecision Clientsmustalwayshavefullunderstandingofrec-ommendationswhy Simpledisclosureisnotenough
Code of Ethics
13
d Makeeveryefforttodeterminetheprospect’srisk toleranceand tailoryour recommenda-tionsaccordingly
e Make every effort to communicate to theprospectthepotentialforloss,aswellasthepotentialforgain,inanyproductorstrategyemployed
f Discloseandexplainthefootnotesandexpla-nationsonallillustrationmaterial Onlyusematerials that areunderstandableandmeetcomplianceregulations
g Keep your client informed of changing cir-cumstances that bear upon the product orplan
5 Maintainpersonalconductwhichwillreflectfa-vorablyontheinsuranceandfinancialservicesprofessionandtheMillionDollarRoundTable
a Speak only the truth regarding persons,products or companies If you can’t saysomethingpositive,saynothing
b Avoidcompanyandagentbashing
c Donotengageinillegalorunethicalbehav-iorinsideoroutsideofthebusinesspractice
d Avoidtheappearanceofimpropriety
e Avoidadversepublicity
f Donotattackaperson’scharacter
6 Determinethatanyreplacementofaninsuranceor financial product must be beneficial for theclient
a Conduct a thorough and appropriate factfinding
b Bemindfulthata“beneficial”replacementismorethanequal
c Makeacompletecomparisonbetweentheto-be-replacedproductandtheproposedprod-uct
d Beawareofandadequatelydisclosetheex-istence and effect of surrender charges andsales loads, including contingent deferredandback-endloads
e Compareguaranteeswiththeclient
f Nevercanceltheoriginalpolicyuntilthenewpolicyisissuedandaccepted
g Inform the client of the significance of thesuicideandincontestabilityclauses
h Always consider the client’s need for addi-tional,asopposedtoreplacement,coverage
i Consider all alternatives to policy replace-ment
j Central to ethical replacement is thoroughdisclosure and client understanding of thenatureofthetransactionandthereasonsforit
k Complyscrupulouslywithdisclosureandfil-ingrequirementsofalljurisdictions
l Knowandcomplywiththelawsandregula-tionsofallapplicablejurisdictionsregardingreplacement
m Considertheeffectofreplacementonthecli-ent’s overall business or personal financialandestateplan
7 Abide by and conform to all provisions of thelaws and regulations in the jurisdictions inwhichyoudobusiness
a Makeeveryefforttoknowthelawsandregu-lationsandkeepabreastof theirchanges inthe various jurisdictions in which you dobusiness
b Maintainproperlicensing
c Recommend only approved products andhavewrittenconfirmationofsuchapproval Verbal approval will not protect you if it isinaccurate
d Donotsignanyoneelse’snameorinitials
e Be conscious of premium taxes and anti-re-batelaws,conformingtogovernmentalregu-lationswithregardtoeach
f Signanddateapplicationshonestlyandac-curately
g Honor contractual and moral obligationswithallinsuranceandfinancialcompanies
14
One of the world’s leading authorities on Critical Illness Insurance,Alphonsowasthe2006ChairmanoftheTopoftheTable Awriterandpublisher,heistheauthoroftheCriticalVisionSystem,theworld’sfirstmanualonCriticalIllnessInsuranceandtheleadauthorofRHU(RegisteredHealthUnderwriter)andRCIS(RegisteredCriticalInsuranceSpecialist)Des-ignations AlphonsoisalsothefounderandcreatoroftheWorldCriticalIll-nessInsuranceConferences,heisaLifeandQualifyingmemberofMDRTwith
13TOTand14COThonours Hehasserved2timesasaDivisionalVicePresidentofMDRT;hecurrentlyservesasanAmbassadorofMDRT
Alphonsohasauthoredthebestsellingbook”99CriticalIdeasforSalesProfessionals”andhasco-authoredabookonCriticalIllnessInsurancewithDr MariusBarnard,thecreatorofCriticalIllnessInsurance
ThegreatMehdiFakarzadehcallsAlphonsothe“KingofCriticalIllnessInsurance“andDr MariusBarnardcallshimthe“DoctorofCriticalIllnessinsurance”
AlphonsoisaJesuiteducatedlinguistwithanabilitytospeak11languages HelivesinVictoria,CanadaalongwithhiswifeWendySchulzandtheirtwosons
TrentonandJamisonwhoare16and12yearsoldrespectively
Anne-Marieisthe2012DVP&MDRTAmbassador;spokeinvariousMDRTplatforms -AnnualCongress,MDRTEchoing,LUAThailand -MDRTPromotionandotherSalesCongresses,IndonesianMDRTDay,IF-PASAnnualCongressandNo-Fuss-No-FrillsWorkshop,AIAGuangdong-MDRTWorkshop,Othercompanyworkshops
She isa14yearsMDRTmember,2010ZoneChair forSouthEastAsia,andcurrentDivisionalVicePresidentandMDRTAmbassador ShewillshareherMDRTExperi-ence–thiscovershowshecameintothebusiness,whyMDRTandhowMDRThashelpedhertoremainsuccessfulandwhysheiscommittedtoserving
ALPHONSO FRANCO RHU,RFC,RCIS,DTMCanada
Anne-Marie Lee ChFC,CLU,Singapore
Know Your Speaker
15
November1993–PresentAwardwinningIndependentFinancialAdviser, twiceawarded‘IFAoftheYear’,numberoneoutof30,000andratedEveningStandard‘BestIFAintheCapital’ Wespecialiseinauniqueprocessforourclients,knownas‘WealthArchitec-ture’ Wehelp todesignourclients’ futurefinancialhome,whichrepresents
theirfuturedreamsandaspirationsandthensourcetheverybestfinancialfurnitureforthem Weremainverymuchfocussedontherelationshipandconstantlyseekunusualandcreativesolutionstotraditonalproblems Bhupinderisalsoagloballyrenownedmotivationalspeakerandtrainer,includingaudiencesof7,500inLosAngelesand7,000inTokyo
CorryCollins is afinancialplanner inHalifax,NovaScotia He isaQualifyingmemberofMDRT,hashostedTopoftheTable,spokenattheMillionDollarRoundTable, and isChairof theHalifaxTasteofMDRTconference HeisassistantchairoftheProgramDevelopmentCommitteeforthe2008MDRTmeeting HeisthecurrentZonalChairforCanada CorryisOwnerofLivingBenefitsAtlantic,afinancialplanningfirmforphysicians
ThemostinterestingthingaboutCorry’sspeakingcareeristhatithappenedbyaccident YouseehisprofessionaldesignationsasC L U ,C H F C andRHUareironicallyintheareaofinsur-ance Itwashisownphysicianclientswhosavedhislife,andnowhetalksaboutit
BhupinderAnand ACII,Dip PFs,U K London
Corry Collins CLU, RHU,CFP,CHFCCanada
16
MichelleHoskiniswellknownforherendlessenthusiasmandener-
gy, infectiouspersonalityanduniqueoutlookonwhat shedescribesas
a“magicalindustry” Michellehas13yearsexperienceworkingwiththe
UK’sleadingandmostsuccessfulpractices,andisinternationallyrecognised
as the fontofknowledgeand the leadingexpert in identifyingbestpractice
standardsofoperation
Shedelivers innovativesolutionsproventoeliminate thedebilitatingchallenges facedbyfi-
nancialservicesprofessionalseveryday Asaregularspeakeratseminarsandworkshops,
shestimulatesandinspiresheraudienceswiththeideasandinsightsthatsheshareswith
them
Michelle HoskinLondon
17
About MDRTFounded in 1927, the Million Dollar Round Table(MDRT),ThePremierAssociationofFinancialPro-fessionals,isaninternational,independentassocia-tionofnearly36,000oftheworld’sleadinglifeinsur-anceandfinancialservicesprofessionalsfrommorethan430companiesin78countries MDRTmembersdemonstrate exceptional professional knowledge,strictethicalconductandoutstandingclientservice MDRTmembershipisrecognizedinternationallyasthestandardofsalesexcellenceinthelifeinsuranceandfinancialservicesbusiness
MissionTo be a valued, member-driven, international net-work of leading insurance and investment finan-cialservicesprofessionals/advisorswhoservetheirclients by exemplary performance and the higheststandardsofethics,knowledge,serviceandproduc-tivity
HistoryIn 1927, 32 extraordinary life insurance producers,eachofwhomhadsoldatleast$1millionoflifein-surance,dreamedofaforumdedicatedtofosteringahigh-standard,professionalapproachtolifeinsur-ance sales and service Founded on the belief thatgrowthisaresultofexchangingideas,theconceptwas:“Toreceive,individualsmustgive ”
OutofthisdreamemergedMDRT–aninternational,independentassociationthatrepresentstheworld’sbestsalesprofessionals in the life insurance-based,financialservicesindustry
MDRT, a positive influence in the life insuranceindustry,hasdevelopeda rich traditionof sharingknowledgeforthebenefitofclients,prospects,pro-ducersandcompanies
Code of Ethics
MDRTmembersshouldbeevermindfulthatcom-pletecompliancewithandobservanceoftheCodeof Ethics of the Million Dollar Round Table shallserve to promote the highest quality standards of
membership These standards will be beneficial tothepublic,andtheinsuranceandfinancialservicesprofession
Strategic Plan
MDRThasastrategicplanthatitfollowswhende-veloping new programs and benefits for its mem-bers The strategic plan contains nine goals andobjectives to guide the organization in helping itsmembers better serve their clients and learn fromoneanother
Executive Committee
MDRTisgovernedandmanagedbyafive-memberExecutiveCommitteedulyelectedeachyearbytheMDRTmembership
Court of the Table and Top of the Table
CourtoftheTableandTopoftheTableserveasad-ditionalincentivesformemberstoincreasetheirlev-elsofproduction CourtoftheTablemembersmustearnthreetimestheMDRTbaseproductionrequire-ment,andTopoftheTablemembersmustearnsixtimesthebaseproductionrequirement BothCourtoftheTableandTopoftheTablememberscantakeadvantageofadditionalmemberbenefitsprovidedexclusivelytothem
Annual Meeting
TheMDRTAnnualMeetinghasbeendescribedasaone-of-a-kindevent,unrivaledintheworldofbusi-ness Everyyear,approximately4,000oftheworld’stopproducersgather inaspiritofcamaraderie forone of the greatest gatherings of financial servicesprofessionalsintheworld
Annual Meeting attendees are exposed to some ofthefinestandmostinnovativesalesideasinthelifeinsurance-based, financial services business Themeetingoffersabout100speakersduring itsmoti-vational Main Platform presentations, educationalFocusSessionsandinsightfulbreakfastandeveningsessions And,perhapsmostimportantly,memberscannetworkwithothertopfinancialservicesprofes-sionalsfromaroundtheworld,buildingfriendshipsthatlastalifetime TopoftheTableAnnualMeeting
18
Thepurposeof theTopof theTableAnnualMeet-ingistoprovideanannualeducationalmeetingforthe exchange of advanced sales ideas and for thedevelopment of interpersonal relationships amongleadingfinancialproducerswhoareTopoftheTa-ble members During the four-day meeting, about40 professional, nonmember and Top of the Tablemember speakers discuss subjects of vital concerntothose inthe life insuranceandfinancialservicesindustry
MDRT Experience
ThepurposeofthiseventistobringMDRT’sAnnualMeetingexperiencetoproducersinothercountries Thisevent,modeledafterMDRT’sprestigiousAn-nualMeeting,deliverscutting-edgesalestechniquesand ideas, technical information and motivationalconceptsforthoseinthelifeinsuranceandfinancial
servicesbusiness TheMDRTExperienceisopentobothMDRTmembersandnonmembers
MDRT Foundation
The MDRT Foundation is the philanthrop-ic arm of MDRT Since its formation in 1959,the MDRT Foundation has granted more thanUSD 26 million to charitable organizations serv-ing people in 67 countries and all 50 U S states TheMDRTFoundationawardsgrantstocharitableorganizations thatareempoweringpeople inneedin MDRT member communities worldwide ThegrantsgivenbytheMDRTFoundationaredistribut-edtoorganizationsinwhichmembershaveavestedinterest GrantrecipientshaveeitherbeenendorsedbyanMDRTmemberorreceivemoneyinhonorofamember’svolunteerism
Your MDRT Benefits
Your MDRT membership doesn’t just signifyachievement and prestige — MDRT helps you be-come a better producer by connecting you to thegreatestresources,solutionsandmindsinthebusi-ness SomeofthemanyMDRTmemberadvantagesandbenefitsinclude:
Promote Your Practice: Find ideas, methods andtoolsyoucanusetopromoteyourpracticeandyourMDRTmembershipintheMembersOnlysectionofwww mdrt orgunderTools
Online Tools
Webinars:ReadtheMDRTe-Newsletterfordetailsabout upcoming free, educational webinars, andcheck out the library of archived seminars in theMembersOnlysectionunderTools
MDRTV: Member testimonials, Annual Meetinghighlights,memberssharingideasandMDRTpro-grams are among the videos featured on MDRT’svideo-basedwebsite
Boomertirement: The Boomertirement program
provides tools to help you better serve your babyboomerclients Strategybriefs,podcasts,clientfactsheets and outreach tools are available on www boomertirement com
Membership Directory: Connect with other mem-bers by visiting www mdrt org and clicking onMembershipDirectoryintheMembersOnlysection Proceedings: Relive your favoriteAnnual MeetingspeakersorlearnmoreaboutthetopicsyoumighthavemissedbycheckingoutthearchivedProceed-ingsintheMembersOnlysectionunderLibrary
Publications
Round the Table magazine:MDRT’sofficialpubli-cation offers sales ideas, member profiles, practicemanagement tips, business solutions, news aboutMDRTeventsandmore
Whole Person:TheWholePersonconceptwases-tablishedtoremindyoutokeepbalanceinyourlife PersonalDevelopmentandLeadership
MDRT Foundation:MDRT’sphilanthropicarmpro-videsavehicleformemberstojoininphilanthropicactivitiesalongwithfellowprofessionals
MDRT Members Benefits
19
Mentoring:Asamember,youhavethecapacitytohelp others attain MDRT membership Mentoringnotonlyhelpstheaspirant,buthasalsobeenshowntoboostthementor’sproductivity
Speakers Bureau:TheMDRTSpeakersBureauisanonline listing of MDRT member speakers used bycompaniesandassociationstofindspeakersforup-comingmeetings
For more information on these and other MDRT
memberbenefits,visitwww mdrt org
MDRTMEMBERBENEFITS“Throughmyinvolve-mentintheMillionDollarRoundTable,Ihavehadmany mentors who led me down my career path,and I continue to succeed because of the lessonsgleanedfromthoseindividuals ”
Walton W. Rogers CLU, ChFC, 2009 MDRT President and 36-year MDRT member
About Mentoring
Involvement in a mentoring program provides anopportunity for career exploration and leadership Asamentor,you’llnotonlyhelpaprofessionalnewto the industry but also build upon your existingskillsasaproducerandachievenewsuccess
TheMillionDollarRoundTable(MDRT)MentoringProgramprovidescounseling,guidanceandencour-agementfromacommittedMDRTmembermentorto an aspiring MDRT qualifier The two work to-gether toadvance theaspirant toMDRT-levelpro-ductivityandattainMDRTmembership Inturn,theMentoring Program re-motivates financial servicesprofessionals, inspiringthemto increase theirownproductivityandfurthertheircareers
New – MDRT Mentoring Program
MDRT is embarking on a new, more efficient andmoreeffectivementoringprogram Itiseasytousewithenhancedopportunitiesandmore Highlights:• Noenrollmentfee• Quick and easy enrollment process for mentor
andaspirant n OnlineenrollmentandNOpaperforms n Nomanagerrequiredforthementoringteam n Openenrollmentperiodwithnotimelimit• Reducedproductionrequirements toattendthe
MDRTAnnualMeeting n Now only 50 percent of the MDRT member
production requirement is needed to attend
thefirsttime n Toattend the second time,80percentof the
MDRT member production requirement isneeded
• Nomonthlyproductionreportingrequired• Enrollatwww mdrt org
Benefits:
What are the benefits for the Mentor?• MDRTresearchshows thatmemberswhohave
participated in mentoring have experienced anincrease in production during participation intheprogram
• Renewedenthusiasmforyourbusiness• Exposuretonewprospectsandmarkets• Theopportunitytofindajuniorpartnerorsuc-
cessor• RecognitionattheMDRTAnnualMeeting
What are the benefits for the Aspirant?• AfasttracktoMDRTmembership• Enhancedefficiencyandproductivity• Anopportunitytolearnfromoneofthebestin
theinsuranceandfinancialservicesindustry
“Through my involvement in the Million DollarRound Table, I have had many mentors who ledmedownmycareerpath,andIcontinuetosucceedbecauseofthelessonsgleanedfromthoseindividu-als ”
Walton W. Rogers CLU, ChFC,2009 MDRT President and
36-year MDRT member
MDRT Mentoring Program
MDRT 2012 Leaders Take Office
2012 MDRT Executive Committee
PresidentJennifer A. Borislow
CLU
Second Vice PresidentMichelle L. Hoesly
CLU,ChFC
SecretaryCaroline Banks
Immediate Past PresidentJulian H. Good
CLU,ChFC
First Vice PresidentD. Scott Brennan
June 10 - 13 2012
22
MDRT Membership is an investment in your ca-reerdevelopment Lessthan1percentofproducersworldwidequalifyforMDRTmembershipwhichisacovetedcareermilestone thatsignifiesexcellenceand brings deserved recognition To qualify, pro-spectivemembersmustadhere to thehighestethi-calstandardsandmeetspecificproductionrequire-ments,whichareadjustedannually
Pleasechecktheproductiongoalsfor2013member-shipandfollowthesixsteps:
1 Visitwww mdrt organdrequestforanapplica-tionformonlineorifyouareacurrentorformerMDRTmember,downloadanapplicationform;or simply complete the request for applicationprovided(nextpage)andsendviafax,emailorpost
2 A personalized 2013 Membership Applicationform will be sent to you by mail or via e-mailafterNovember1,2012 Ifyouhavenotreceivedyour application, please contact the Member-shipDepartmentat+1(847)518-8921ormember-ship@mdrt org
3 Youcanbeginthemembershipprocessbycom-pilingyourcertifying letters immediately Youmay download a certifying letter at http://www mdrt org/membership/certifyingletter-
download asptosendtothecompaniesyoudobusinesswith
4 Onceyoureceivethecompletedcertifyingletter,send them with your personalized 2013 Mem-bershipApplication form toMDRTalongwiththemembershipduespostmarkedonorbeforeMarch1,2013toavoidlate-filingfee (Member-shipfeeforMDRTMember$550;COT$600andforTOT$1,100) LatefilingfeeforapplicationspostmarkedafterMarch1,2013is$200
5 YoucanpayyourduesatMDRT’ssecureonlinepayment site at https://ihs mdrt org/member-shipduesorbychequepayabletoMDRToraninternationalbankdraft(mustbeinUS$drawnonUSbank)
6 Sendyourcompletedandsignedapplicationinoriginal – including dues and any additionalinformation–registeredairmail,certifiedmailorcourierservicetoMDRTHeadquartersat325,WestTouhyAvenue,ParkRidge,IL60068USA (Fax/emailapplicationswillnotbeaccepted)
PleasecheckthefollowinglinkformoreinformationandQ&A
http://www mdrt org/membership/Application-Process asp
HOW TO APPLY FORMDRT MEMBERSHIP
23
Request for Membership Application FormTHIS 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. Sex: ❑ M ❑ F
First (Given) Name Middle Name Last (Family) Name
Designations (Maximum of two) Name Preference
Personal Company Name
Insurance Company Affiliation
Mailing Address
City State/Province Zip/Postal Code Country
Office Tel. Country Code City/Area Code Number Ext.
Home Tel. Country Code City/Area Code Number
Office Fax Country Code City/Area Code Number
Birth date: Month Day 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 TableAttn: Membership Department325 West Touhy Avenue • Park Ridge, IL 60068 USATelephone: 847.692.6378 • Fax: 847.518.0697E-mail: [email protected]@mdrt.org • Web site: www.mdrt.orgwww.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.
24
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,500
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1,457
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48
5,833
1,4
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02,9
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25
26
2727
RUBY BANARJEE
From 9th to11th February I at-tended the MDRT ExperienceMeetatBangkok Itisdifficultto
summarizemyexperiencefromthemeetinginwords;assuchmeetingscanonlybeexperienced inperson How-ever,Ishalltrytobrieflycoverthe3majorbenefitsexpe-rienced
Motivational- This beyond a shadow of doubt was themost motivational meeting of my life To meet legendsfromtheindustry,tosharetheirexperiencesandtounder-
standtheirchallengescreatedawholenewvisionforme Apartfromthemonetarybenefitstheseleadersareshin-ingrolemodelsthatleadwellbalancedlives,andaremak-ingaprofounddifferenceinthelivesofcountlesspeople Educational-Therewastremendousknowledgeimpartednotonlyfromthespeakersbutalsofromthevariousat-tendees Theseindividualshavestruggledwiththesamechallenges that I did (Rejection, postponements, dwin-dlinglistofprospectsetc) Theirsuggestions,knowledgeandexperiencesweredeeplyeducational
Relational- The relationships created in the short timehavecreatedaspecialbonding IfeelthattobepartoftheMDRT group is indeed a unique privilege and is worthputtinginalltheefforttoqualifyeverysingleyear Iwouldliketoencourageallmembersofthisindustrytomakeanefforttoattendthismeeting ItiscertainlyWORTHit!!
MDRT EXPERIENCE & ANNUAL MEETING ATTENDEES SHARING THEIR MDRT EXPERIENCE
FIRST TIME ATTENDEES (EXPERIENCE MEETING)
VILAS MAHADIK
IfoundMDRTexperiencemeet-ingwasworthtoattendbecauseof so many reasons & few ofthemareasfollows
1) Associationofsuccessfulinsurance industry profes-sionals
2) Strengthenthebeliefsystemaboutthisprofessionbylookingatmorethanfourthousandprofession-alsattheevent
3) Listening the Successful speakers knowledge &experienceintheindustry
4) Enjoyingeach&everymomentofthemeetingastheattendeeaswellasgot thechance tobecomevolunteer&servetheevent
Fewsales Ideaswhat Ipickedupfromthemeet-ingsareasfollows
a) Weekly 15 meetings will guarantees the suc-cessinthisbusiness
Because of this my thought process changed
& I am more focused on meeting the people&leastbotherabouttheoutcomesbecauseit’sguaranteed
b) I bought the sales tools like books & CD’swhicharemotivatingmedayin&dayout
c) Memories of MDRT Experience is helpingcomeoutoffrustration&negativityandworkhardtoachievethedesiredsuccess
Overall it’s great MDRT experience to share with mycolleagues& friends tomotivate them&share the im-portanceofMDRT Whomevermissedthiseventreallymissedalot&it’strueinvestmentonourownbusinessdevelopment Iraisedmybarsintermsofvision&salestargetsinthisbusiness IfoundtheconceptintroducedbyMDRTie Wholepersonisverygood&gettinggoodresults to balance my family, professional & social lifealongwiththehealth
BecauseofthismeetingItookthedecisionofattendingeach&everyMDRTmeetingwithgoodqualifications&alwayskeepmybars raisingwith commitment&pas-sion
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JAWAD SIDDIQUE
As a professionalAssociate Finan-cialPlannerfromAustralia, IhavealwayswantedtoassociatemyselfwiththeprestigiousMillionDollarRoundTable(MDRT)asitpridesinbeingapremierresourceforideas,educationandmotivationbyrepre-sentingthepinnacleoffinancialplanningadvisersaroundtheglobe Itookpersonalinitiativeinmyprofessionalde-velopmentbyattendingMDRTExperiencemeetingheldinBangkok,Thailand from9th to11thFebruary2012 Itprovedtobeonebestthingthathashappenedtomyca-reerafterbecomingacenturionwithinthefirst8monthinUAE
MDRT experience surpassed my anticipation when Irubbed my shoulders with the top industry producersand Millionaires It has also well exceeded my expecta-tionsbyfarasIgainedaccesstoawealthofunbelievableresourcesandpracticebuildingideasformyprofessionalgrowth and successful career Itwas amazing to see thetopproducersandmotivationalspeakersopenlysharingtheir trade secrets and business success formulas I metlike minded successful practitioners from around the
world,4000underoneroofalleager to learn,shareandexchangeinnovativeideas,bestpractices,lateralthinkingandsocialnetworking
Ihaverealised the importanceofmentors inmyprofes-sionallifewhoshinelikeguidingstarsinthedarkhours Ihaveinvestedtofurthermycareertoanallnewheightthroughmotivationalvideos,books,andbestsellingethi-calpracticestaughtbythetopindustryproducers Thesecodesofethicstrulyreflectinmyincreasedsalesaswellasarolemodelfortheteamofprofessionalfinancialadvi-sorsthatIleadbyexample MDRTishelpingmeincreaseandimprovemyproductivity,clientserviceretentionandwealth management activities MDRT offers an insight-fulFreeMagazine“RoundtheTable”availableathttp://www roundthetable org/withfreeaccesstoarchivemag-azineissuesaswell
MDRTplatformhasallowedmetheopportunitytolearnfromthebestintheindustry Theyprovideexcellenceinpracticemanagement,cuttingedgesalesideas,wholeper-sonqualityoflife,motivationandinspiration AtMDRTnotonlyIwillreceivethehighestlevelofrecognitionandaffirmationformyprofessionalachievementsbutwillalsogrowasapersontoenjoyamoremeaningfullife
2000 MDRT Annual Meeting Attendees
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ANNUAL MEETING ATTENDEES
VERONICA ALVA
Eleven years ago, when I joinedthis industry,my senior Man-ager (Regional Sales ManagerMr Maurice Srrao) mentioned tome about MDRT conference andthe requirement to attend thisconference And the requirementthenwasDhs314,000 Atthat time,themaximumannualpremiumIcouldmanagetogetwasnotmore thanDhs10,000 HenceIthoughttomyself,qualifyingforMDRTisnotmycupoftea Itwilltakeatleastanother10years,toqualify for my first MDRT conference As the days werepassing,IwatchedmyseniorManager(whowas thenal-ready10yearMDRTmember)workingtowardsachievinghis goal with so much ease He was always full of posi-tivethoughtsandalwayshadsomuchbeliefinhimself I
sawhisPositiveMentalAttitudewhichmade it soeasyforhimtoqualifyforyetanotherMDRT AndthatmademeworkevenmoreharderandfinallyItooqualifiedformy1stMDRTmeeting in thesecondyearofmy joiningitselfwhichwasin2002 Iwassoexcitedtoattendthe2003annualMDRTmeeting FinallythedaycameandIarrivedthere Icouldn’tbelievemyeyes Theentirearea,wheretheconference takes place was mind blowing I saw severalthousands of qualifiers coming together under one rooffromallovertheworld Andtherehappensonlypositivetalks Whoeveryoumeet,theyaresohappytosharetheirsuccess stories Once you attend,you will not stop goingthereagain&again Yes,ithappenedwithme ThisyearI’mgoingtoattendmy10thyearMDRTmeetingasaqualify-ingLifeMember ANDTHATISTHEMAGIC,whichturnsyourlifeaswellasyourpeople’s,client’sandwhoeveryouare associated with BE THERE TO EXPERIENCE THEMAGIC
GREG PONONSKI
AttendingtheMDRTconventionallows an Adviser to see howthe giants in our business suc-ceed from all around the world At my second meeting I askedallofthemthatIcould,whatonething (if you had to choose justone)madethedifferencetoyourbusiness?Mostoftheanswerswere“BeinginaStudyGroup”,asitprovidesa platform to share ideas on a regular basis with yourpeers ActualClientproblemscanbesolvedwhenoth-ersgiveyouideasyoudidn’tthinkof That’sthegreatthingaboutourprofession-nosecretsaswhatworksformemaynotworkforyou,butifitdoes;bettertocopythantoreinventthewheel SoIstartedoneofthemostsuccessfulonesintheMidlandsintheUK17yearsago,whichisstillgoingtoday,eventhoughIleftEnglandin2005!
MANDIP PUJJI
WhenIattendedmyfirstMDRTmeetingin2000,Ihadno idea how my life would be transformed I didn’teven know what to expect I was awed to see 8500 of
theworldstopfinancialadvisorsinonelocation,sharingideasandhelping each other to achievetheirgoals,withoutthethreatofcompetition TheTopoftheTableproducersandthelegendsofourindustry were chatting with allthenewcomersandgivingussomuchrespectasifwewereveter-anslikethem SomeoftheideasIlearntinthatmeeting,Istillusetilltoday
IneverymeetingthatIhaveattendedinthepast11years,IhavealwaysmanagedtopickupanideawhichIapplytomybusiness Asanexample,inonemeetingIlearntagreatwaytoincreasebusinessby25%onthespot Whenaclienthasbeenacceptedatstandardrates,yougobackto him and tell him that his health is so good that theinsurance company has offered him a 25% extra coverwithoutanyfurthermedicals (ofcoursethisappliestohighlevelcoverswheretheclienthasdoneallthepos-siblemedicals) Chancesareyourclientwillacceptandyouwouldhavegeneratedaquick25%increasewithoutmucheffort!!
MDRTmembershipandattendingthemeetingshavebeenoneofthebestbusinessinvestmentsthatIhavemade
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RICKSON D’SOUZA
I’ve been a member with MDRTsince 2003 but only attended myfirst meeting in Denver in 2007and I’ve been going there eversince I can’t imagine not attend-ing a meeting simply because oftheideas&inspirationI’vegotby
goingthereoverthelast5years JustcatchingupwiththebestofthebestfromourindustrywhoarewillingtosharewhatgotthemthereisanopportunitythatIcouldn’tpassup Inthespanofthose4-5daysyouliterallygethundreds
ofideasthrownatyoufromprobablythemostunassum-ingpeople Youneedtofindthatoneideathatcanworkforyouandtransformyourbusiness
TheoneideathatItookbackfromMDRTistobuyyourownproducts Ifyoubelieveinwhatyouaresellingyourcustomers thenyoushouldbuy it too Theconviction&confidencethatcomesfrombuyingintoyourownprod-uctsandservicesisunimaginable Forthelast5yearsormoremostofmyclientshavebeenbuyingexactlywhatIhavebought Thishasincreasedbusinessformeconsider-ably
AJITH S. AILANI - 14 MDRT, 2 COT, 1 TOT
MY OBSERVATION AT MDRTISTHATALLTOPACHIEVERSARE DREAMERS THEY AREPASSIONATE ABOUT THEIRWORK THEY NEVER TAKEEYE OFF THEIR GOALS, SEEMOREPEOPLE,CREATECENTRESOF INFLUENCE,CONSTANTLY UPDATE THEIR KNOWLEDGE ANDDON’TWASTETHEIRTIME EVERYMINUTEMUSTHELPINTHEIRMARCHTOWARDSSUCCESS
SHAHZAD KAISER DURRANI MemberCOT&LifeMember
AttendingMillionDollarRoundTable Annual meetings, experi-encing the magic happening onthe main platform is one of thegoal of my life, sine 1999 whenI had qualify MDRT member-ship first time and now when Iam planning to attend my 12thMDRTAnnualmeeting,Ifeelthesamepassion,enthu-siasm,thrillandexcitementinme,it’seasiertobesuc-cessfulifyou‘renotbombardedbytemptations,ifyou‘retryingtoreduceyourcredit-carddebit,thentakeonlycashwithyouwhenshopping“itrelievesyouofthebur-den of exercising self-control” MDRT is a prestigiousmembershipforthepeopletheyareintheserviceIndus-tryespeciallyInsurancebusiness,ifyoureallythinkyouhavethewillpowertomovemountainsthanyoushould
try for the MDRT Membership – I believe when youQualifyandattend2012MDRTAnnualMeetingyouwillbeproud,youwillbetrilledandamazedtoseeyourselfinbetweentheworldbest“FortuneSellers ”
ASHOK ZARDANA
I have been attending the MDRTfor over 20 years and every yearit’s a new experience for me Ihave made some friends for lifebecauseoftheMDRT
When I was with AIG-ALICO I used to qualify fortheir conventions and considered myself a superstar,tillKeithJansen,mycolleague, spoketomeabouttheMDRT WhenIattendedmyfirstconferenceIrealizedIwasasmallproducer,itbroadenedmyhorizons Meet-ingand interactingwith industrygiants likeBenFeld-man,JohnSavageandNormanLevenehelpedmotivateme,sparkedideasandbroughtafreshnesstothewayIworkedandconductedmybusiness
ThenIqualifiedfortheToTandIthoughttomyself,nowIamastar WhenIattendedmyfirstTOTIonceagainrealizedthatIamasmallspeckamongstgiants
The MDRT I firmly believe is a must-attend for all ofusintheInsuranceprofession Itwillhelpyouinyourpractice,inspireandmotivateyouandcanchangeyouroutlooktolife
Thinkbig Serveyourclientswell,businesswillfollow
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MOURICE SERRAOMauriceSerrao20yearsMDRT1996CZonalChairforMiddleEast
“Raise The Bar”MyfirstMDRTannualmeetingin1990inSanFranciscochangedmylifeandhelpedmetoRaisetheBarinmyProfessionandpersonallife MDRTannualmeetingistheBestForumforMotivation,EducationandInspiration IfyouwanttosurviveinourIndustryoneneedstoqualifyforMDRTandattendannualmeet-ingandtasteMDRT OnceyoutasteMDRTyouwillnevergiveup,that’swhattakesmetoannualmeetingslast20years AttendeesareenergizedandBatteriesgetchargedwiththosereallifeexperiencesandwegoandperformonceagain InmyveryfirstmeetingIlearnt“HowtobuildmyNest”prospecting,collect5Referralsaftereverysale ProspectingisacontinuesprocessthemomentyoustopprospectingeverythingstopsinourBusiness Ilearntabout“Wholepersonconcept”whichhelpedmetoRaisetheBarfurtherinmylife AnnualmeetingsteachesyoutoworkwithPositiveMentalAttitude(PMA)underanycircumstances InmyfistmeetingIwastoldMDRT’Sare“TheBestofBest”,“ChampionofChampions”and“CreamofCream”ofourIndustry AndItooktheOathtobethereandthisisthebestBusiness In1996UAE,MDRTbarwasRaisedwiththefirstevervisitofMDRTPresidentReginaldRabjohns
IurgeyoutomakebestuseofthismeetingandtakehomeLoadsofideasandhopetoseeyounextyearinPhiladelphia,Pennsylvania
HARISH MISHRA
EveryonecomestoMiddleEasttowithadreamtomakemoney;IalsocamefromIndiaand have joined such a noble profession In this kind of profession people can makebetterfutureforthemselvesandforsocietybyfinancialplanning Itisproudtobeare-
nownedfamilymemberofMDRT Everyoneneedsmoneyateverystep/ageoflifebutmainlythemoneyisrequiredforChildEducation,Medical,Retirement,Businessthroughthisprofessionwecanguideourclienttoreachtheirfinancialgoals EveryconsultantshouldqualifyforMDRTandattendanannualmeeting Thosewhoarenewinthisfieldandcan’tqualifyforMDRTtheycanattendMDRTexperienceinHyderabad,IndiaFeb21–23in2013
SharethisEveryclient
yes,educationcostmoney,butwhataboutthecoastofnoeducation?
3232
AVITA JAIN
IstronglyrecommendeveryonetoattendtheAnnualMillionDollarRoundTableCon-ference,iftheypossiblycan Iamaproud10yearMDRTmember ThefirstmeetingIattendedwasinLasVegasin2003whichgavemeacompletenewdirectioninmylife
Everymeetingjustreinstatesfactswhichsometimesgetleftbehindinourhecticschedules TheMagicalMDRTexperience,asrightlysaid,isallaboutraisingyourstandardsandattitudehigher Itinsiststotakeprideinourjob,ensuringselfdevelopment,elevatingspiritsandpositivethinkingultimatelyhelpingustogrow MDRTpullsoutalotofemotions,whichsometimesgetslostwithinus,likelove,responsibilityandmostimportantly,beinghuman Onlythenonecanrealizehowmuchonehasandhowmuchonecando Inanutshell,youcomebackasabetterperson,betterpartnerandabetterparentresultinginhigherlevelsofincome,happinessandsatisfaction
SANJAY TOLANI
Doyouwanttobemoresuccessfulandberecognizedforthesuccess?
TocontinuetobeattheTopofthegame;tapingintoaknowledgebankisveryimportant
MDRTisthatKnowledgeBank
MDRThashelpedmetogrowmybusinessovertimeandalsoberecognizedamongmypeersasanoutstandingfinancialprofessional IdentifyingnewwaystodevelopourcareerandgrowingtothenextlevelofourprofessionisoneofthemanybenefitsofjoiningMDRT
TodaybeingaTopoftheTableMemberallowsmetoberecognizedastheBestoftheBest;toreachthislevelofexcellencetookover4yearsofdedicationtothisprofessionandwiththesupportofMDRTmadetheprocessfaster MDRTisthecatalystintheprocessofachievingonesdreamsandaspirations,mayitbeprofessionallyorpersonally Eachmeetinghasallowedmybusinesstogrowsignificantly
Theonlyquestionwhichremainsishowsuccessfulyouwanttobeanddoyouwanttoberecognizedfortheefforts you have put into being successful? If yes, the answer is to be a member of MDRT.
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Pig Close
AfewyearsagoIwasreferredtoafarmerwhowasbuildingamassivenewbarntoraisepigs Heneed-ed insurance to cover his mortgage on the build-ing We discussed the different types of insuranceavailable,andtheusesandbenefitsofeach Itbecameobviousthathehadmoreneeds,andthattheyweremorepermanentthanjustthetermoftheloan, and that he really needed permanent insur-ance Butlikeanygoodbusinessmanhewantedtokeephiscostsdown,sohewasleaningtowardsthetermcoverage,whichwouldcost$5,000ayearless Wedebatedthemeritsandcostsofbothtypes,andit was obvious I wasn›t winning the argument fortheplanthathereallyneeded FinallyIaskedifwecouldchangethesubject Iwantedtotalkabouthisnewbarn Iaskedhimtodescribewhatitwasgoingtobelike He lit rightup,drawinga sketchof abarnwith4bigrooms Hedescribedhowbabypigletswouldberaisedinoneroom,thenmovedtothenextareaforfurthergrowth,etc,andlatertothe3rd,andfinallyemergingfromthe4throom,tobesentofftomarketasfattenedhogs Iwasamazedbyallofthisandaskedhimhowmanypigsayearhewouldraiseinthisnewoperation Hesaidthatitwasdesignedtomove5,000pigsayearfromstarttofinish Itoldhimthatifhecouldgivemeadollarapig,hecouldhavethewholelife Hegotoutapencilandpaper,scratchedouthiscostsforfeed,andheat,taxesandelectricity,etc ,andfig-uredoutthathehadasparedollarofmark-upperunit,andthathecouldwellaffordtoallocateittohislifeinsurance
Thatwasover10yearsago,andnotonlyisthepol-icystillinforce,buthehassinceboughtmore,andhehasneverquestionedhisoriginaldecision (Themortgagehasbeenpaidoff forawhile,butashisbusinessgrew,sodidhisneeds )
Michael H.J. Evers, CLU CHFC
My Strength Is Relationship Building
Sandi SaksenaDubaiUnitedArabEmirates
Know your strengths and build on them Mystrengthisrelationshipbuilding ItcomestomeverynaturallyandIhaveusedthistogrowmybusiness
• First,IalwaysletmyclientspeakmorethanIdo Iamalwaysattentiveandshowinterestinwhattheyhavetosay IfIdon’tagree,Iwillstillneverbeconfrontational
• WhenIspeak,itiswithempathyandunderstand-ing
• Ialwaysgettoknowthespouseandotherfamilymembers
• Ineverfailtocomplementorcommendthemontheirortheirfamily’sachievements
The rapport Ihavebeenable toestablishwithmyclientshasthemcomingbacktomeformorebusi-ness,andleadstonewprospects
Becauseofthis,IfeelgreatthatIhavenothadtoactinawayinwhichIamnotcomfortable Bottomline,lookforyourstrengthsandhonethem Don’tpretendoractoutofcharacterbecauseotherswillseethroughtheact
Sales Ideas
3434
Become a Better Leader
Randy R. Kilgore, CLU, RHU ColoradoSprings,Colorado,USAWhatdoyourclientsneed?Whatdoesyourfamilyneed?Whatdoesyourcommunityneed?Whatdoesyourchurchneed?Whatdoesourpolitical systemneed?Theanswerisoneword:leadership Leader-shipiswhatissohardtofindineachoftheseareastoday
StatisticsfromaGalluppollshowthatworkersto-dayneedgoodleadershipateverylevel Theworkerneedsabettermanager,themanagerneedsabettervicepresidentandtheyneedbetterpresidents JimCollins,inhisbookGoodtoGreat,outlinesthetraitsofalevel-5leader Thesearethetraitsourcli-entsarelookingforinus Ifwecouldallbelevel-5leaders, our business would out-perform our peergroup
Somysalesideaforyouistobecomeabetterleader YoucangotoclassesstartedbyNAIFA ThiscourseiscalledLILI:leadershipinlifeinstitute Thecurric-ulumwasdevelopedfrombooksbyStephenCovey,JohnMaxwellandJimCollins
Ifyoureadsomeorallofthesebooks,youwilllearntolookatyourselfandseewhattypeofleadersyouarenowandseehowyoucangetbetter
Youlearntorelatetopeopleandhowtoreacttocer-tainsituations
Thisideawillmakeyoumoneyandwillmakeyoumoresuccessful
StephenRCovey:TheSevenHabitsofHighlyEffec-tivePeopleJohn Maxwell: The 21 Irrefutable Laws of Leader-shipDevelopingtheLeadersAroundYouJim Collins: Good to Great – Built to LastKouzesandPosner:Credibility
Top 10 Practice Management Tips
Ralph Antolino Jr., J.D., CLUColumbus,Ohio,USA
10- People:Youwinwithpeople Yourclients,col-leagues,suppliersandfellowassociationmem-bersarealldirectandindirectmembersofyourteam Take good care of them and they willtakegoodcareofyou!
9- Smile:It increasesyourfacevalueandthatofothersaroundyou
8- Enthusiasm:Act enthusiastic and you will beandfeelenthusiastic Makeitaspecialhabittodothis,particularlywhenyoudon’tfeellikeit
7- Goals: Lifetime, yearly, monthly, weekly andespecially daily goals will keep you focusedandmotivated Puttheminwritingandsharethemwithothers
6- Physicalhealth:Takegoodcareofyourbody Without good physical health, it is extremelychallengingtomanageallyouneedtomanagetosucceedinthisbusiness
5- Educationandexperience:Isyour10yearsofexperience the same year repeated 10 times,orhaveyoucompoundedyourexperience10times?Thereisadifference Takestockofwhatyou know and build upon it We need to beperpetualstudentstoaddvaluetoourclientsandcontinuetoearnourkeep
4- Prospect: Keep your prospecting antenna upandtunedin ThemajordifferencebetweenanMDRTmemberandaTopoftheTablememberisthequantityandqualityoftheirprospects
3- Confidence: Nurture it, leverage it, borrow itfrom others, but most importantly, protect it With confidence, just about anything is pos-sible Withoutit,youfail
2- Persistence: Most Top of the Table memberswereovernightsuccessesafter10ormoreyearsinthebusiness Neverevergiveup
1- Attitude: Remember that everything in yourpractice starts and stops with your attitude Masterthesubjectofemotionalintelligence
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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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Zone 12 MCC Country Chairs Meeting - Dubai
Annual Meeting MDRT - Atlanta
2011 - 2012 MEMBERSHIP COMMUNICATIONCOMMITTEE (MCC), UAE
Anne-Marie LeeDivisional Vice President
Hussein HalabiZonal Chair
Sunit AroraRegional Chair
M. T. SantohshArea Chair
Kirthi MehtaCompany Chair
Shivaji BajchiCompany Chair
Rickson D’saCompany Chair
Sujit CroosCompany Chair
Sayed AnwarArea Chair
Sheshad DurraniCompany Chair
Avita JainCompany Chair
Nafeesa HussainCompany Chair
Chitra D.Company Chair
Cherian JohnCountry Chair