The MDRT Mentoring Program aims to help professionals like you to increase your productivity. The program pairs aspiring MDRT qualifiers with veteran MDRT members by matching their varying levels of experience and talent. The goal is to assist aspirants to achieve MDRT levels of productivity and long-term financial success, while helping veteran MDRT members to continue to achieve continued and/or greater success and personal satisfaction.

Now with a NEW and improved mentoring program, participants can look forward to the following features:

Under the new system:

• Enrolment is FREE!
• Registration will be available online
• No manger is required for a mentoring team
• No time limit for the enrolment period
• Submission of monthly production reports is no longer required
• Aspirants only need to achieve 50% of the MDRT membership production requirement to qualify to attend the MDRT Annual Meeting for the first time. And to attend the Annual Meeting for the second time, aspirants would need to achieve 80% of the production requirement
• Launch Date – January 2011

For more details or to enquire about the new MDRT mentoring program, e-mail asiapacific@mdrt.org.

The 2011 MDRT Experience meeting 24–26 February 2011 in Singapore at the Suntec Singapore International Convention and Exhibition Centre will offer MDRT members-only programming at no additional costs.

As MDRT members, your registration entitles you to the following exclusive programming:

1. Members-only Main Platform presentations by Caroline A. Banks, APFS, a 21-year MDRT member from London, England; Daryl Diamond, CFP, CLU, a leading retirement income planner; and Li Cunxin, highly acclaimed international motivational speaker and author of best-selling autobiography, "Mao's Last Dancer".
2. MDRT Executive Committee Panel Discussion moderated by 2011 MDRT President Julian H. Good Jr., CLU, ChFC. The Executive Committee will share strategies and ideas to help you create more value in your clients retirement planning.
3. Members-only luncheon where you can re-connect with old friends and trade success stories to help each other stay ahead of the game.

Visit the 2011 MDRT Experience website for more details and to register. Regular rate of SGD 550 is available through
31 January 2011.

The Membership Communications Committee (MCC) is a network of nearly 400 MDRT members appointed to serve as regional contacts for current and prospective members worldwide. The 2011 MCC leadership consists of 19 MDRT members who serve as Regional and Zone Chairs. They will lead their respective MCC teams in their appointed regions and zones to convey information, provide support to other MDRT committees and actively communicate the benefits of MDRT membership to current and potential members worldwide. Leading the 2011 MCC as Divisional Vice President is 16-year MDRT member from Victoria, British Columbia, Canada, Alphonso B. Franco, RHU, RCIS.

2010 Membership Communications Division Leadership Meeting
Chaired by 2011 Divisional Vice President of the Membership Communications Committee, Alphonso B. Franco, the annual Membership Communications Division Leadership Meeting was held from 23–25 September 2010 in Singapore. Representatives from five regions and 14 zones were present at the meeting, including staff from MDRT Headquarters and the Asia Pacific office. The meeting was a time to acknowledge the efforts of the volunteer leaders and their teams, celebrate successes and most importantly to determine the direction of MDRT for 2011.   

At the meeting, the leaders provided divisional updates and upcoming plans to drive MDRT membership. In a candid and open fashion, the leaders shared with one another the challenges they face during their leadership, methods on how they overcame some of their challenges and their achievements to date. MDRT Headquarters also took the opportunity to provide an update of upcoming events, new initiatives and to gather honest feedback on how to enhance the value of membership.

The two-day meeting ended on a positive note as the leaders were reminded once again that despite their cultural differences, they are all part of a larger MDRT family, and will work together to further MDRT's vision.

The 7 October 2010 issue of the Asia Insurance Review's eDaily e-newsletter reflects rising demand for whole life insurance in South Korea:

South Korea: Whole life insurance policies, which are the most traditional and basic type of life insurance policy, are bouncing back from a decline over the past few years, reports the JoongAng Daily. Initial premiums for whole life insurance policies from January to July reached 157.2 billion won (US $140 million), representing a 14% increase from the same period a year ago.

The increased demand for whole life policies is attributed to the introduction of a variety of special options that can be added to the policies, which can provide additional focused coverage.

"The basic structure of whole life insurance policies is, when the insured dies, the beneficiaries — usually the family members — receive payment. But now, a variety of special options are available to be attached to one main insurance policy, causing it to be collectively referred to as comprehensive insurance," said Ahn Tae-Min of the Korea Life Insurance Association.

Special options on whole life insurance policies have been marketed for a long time, but in recent years they can cover a much larger array of events, from hospitalisation to accidents.

South Korean insurance policyholders hold an average of 4.6 life insurance policies, including whole life insurance, medical insurance and accident insurance. Insurance industry officials say the insurers are moving towards providing a one-stop policy platform that can draw all these disparate needs together.

Thumbs up for the 2010 MDRT Day in Indonesia.

MDRT Indonesia held its MDRT Day on 21 September 2010 at Central Park, Jakarta. The one-day meeting drew a strong crowd of 1,400 attendees. Meeting attendees included financial consultants from renowned insurance companies such as Allianz, Sequislife, Manulife, Panin Life, Sunlife, Prudential, Equity Financial, Takaful and many more. Secretary of the 2011 MDRT Executive Committee, Michelle L. Hoesly, CLU, ChFC talked about her 31 years of experience with MDRT, and 2011 Divisional Vice President of the Membership Communications Committee, Alphonso B. Franco, RHU, RFC presented on how to "Double Your Income the Critical Way". Other speakers included 20-year MDRT member, Ronnie Neo, DipAII, MSM, from Singapore, nine-year MDRT member, Deddy Karyanto, Ir., and five-year MDRT member Esra Manurung, both from Indonesia. Meeting attendees learnt cutting-edge sales techniques and motivational concepts which will help them accelerate their production and enable them to qualify for MDRT membership.

The 2010 MDRT Korea Annual Meeting was held on 3 September 2010 at Kintex, Ilsan, South Korea. An estimated 2,000 participants comprised of MDRT members, non-members and senior representatives from several insurance companies in Korea attended the meeting. The one-day program was power-packed with Main Platform presentations, focus sessions and a series of performances. The meeting had a healthy mix of both international and local speakers. International speakers included 21-year MDRT member from Cardiff, Wales, Helen A. Jenkins, DipPFS and author of best-seller "Place the Bag Upon the Handkerchief – Top Salesman's Small Rules" and established financial consultant, Kawada Osamu from Japan and many others. Top producers from various insurance companies in Korea (MetLife, ING Life, Prudential Life, Heungkuk Life and Kyobo Life) and Korea's famous baseball commentator, Ha Il Sung also spoke at the meeting. The Annual Meeting came to a successful closure as participants left with practical knowledge and a renewed sense of purpose for the work they do.

2010 MDRT Zone Chair of Taiwan, Peggy Tsai Pei Hua, with (From left) speakers Tausha Black, Helen A. Jenkins and Jason Black

MDRT Day Taiwan was held on 9 September 2010 at the Convention Hall of the Howard International House in Taipei. International and top producers from Taiwan were invited to speak at the event.   Themed "MDRT Rock", the meeting provided a great opportunity for delegates to learn sales ideas and motivational concepts from veteran MDRT members, network with fellow financial professionals and industry leaders, and most importantly experience the spirit of MDRT. The international speakers for the event included 21-year MDRT member from Cardiff, Wales, Helen A. Jenkins, DipPFS, and 2010 MDRT Annual Meeting Main Platform speakers, Jason and Tausha Black. The top producers from Taiwan also offered their insights about the industry, shared personal experiences and inspired meeting attendees to strive for higher productivity and better service quality.

One of the greatest weaknesses of the human being is to remain satisfied once you have achieved success.

If you want to remain happy, you need to keep challenging yourself. Challenges keep us energised.

It is exciting to discover new solutions to old problems. Do not avoid challenges, but instead learn to enjoy the challenge.  And even if the challenges are too big, do not give up. Instead, re-organise and find more determination to tackle the challenge.

Over the years, Japanese fish companies developed a novel idea to keep their fish fresh. First, they put the fish in a tank, then they put a small shark in the same tank. The shark ate a few fishes but the remaining fishes were in a lively state of health and their flesh tasted better. Why is this possible? This is because the fishes were challenged by the shark, constantly on the move and therefore tasted fresher.   

Do you notice that some of us are also living in a pond but most of the time we feel tired and dull? Basically in our lives, sharks are the new challenges that help to keep us active. If you are steadily conquering challenges, you will be a happier person. Do not remain complacent when you achieve success and revel in a state of inertia, but continue to challenge yourself. Put a ‘shark' in your tank and see how far you can really go!


Anand A. Jathan, RFC, CertII
2011 Zone Chair of India, Pakistan and Sri Lanka
14-year MDRT member from Mumbai, India

An insurance consultant's work is similar to the work of a farmer. After planting the seed, which is akin to signing the paperwork for the policy, we should recommend our client to purchase appropriate amounts of "fertilizers for their crops", such as investing in life, mortgage, disablement income, critical illness and medical plans. This will ensure that the tree trunk will be sturdy enough to cover your client's family needs, hopes and dreams during an unforeseen circumstance.

Additionally, to help the tree canopy to bear fruits, we need to advise our clients to invest in "supplements," such as education, investment, retirement and long-term care plans.

Our promise to our clients is that we will always be there to ensure that they will experience steady financial growth from their investments. We are there with them from the seeding, to the growing and finally at the harvesting stage.

Eliza Leung Chung King, LUTCF
16-year MDRT member from Central, Hong Kong

When trying to close a deal with business owners, I noticed my recommendations were often turned down because of unsupportive advice from their attorneys and/or accountants (professionals). I realise that these professionals did not fully understand the value of the plan I was recommending. After many "learning experiences", I decided to involve the professionals during the initial stage of my discussion with the client.

Currently, I include other professionals in the discussion and since then, my closing ratio has improved significantly. In addition, these professionals also started to invite me to provide consultation to their other clients as well. The inclusion of professionals in my discussions with a client has improved my closing ratio and at the same time provided me with a great referral resource.

Jiro Kato, CFP
12-year MDRT member from Tokyo, Japan

The best way to close a sale, without facing an objection, is simply to ask your prospective client the question, "How serious are you…?" For example, "How serious are you about ensuring that you and your family are provided for in the event of your death?" The only answer you are looking for is "Very serious". An uncommitted person will give answers such as "Quite serious" and "Serious", so the way you should respond to such answers is to reply, "OK, let's review this policy again because I get the feeling there is a particular point that I have not explained well enough. Could you just tell me what are your concerns at this point in time?" You have now pre-empted the objection and got your client to start talking about the problem. If, on the other hand, you hear "Very serious", they are ready to complete the paperwork.


Alessandro M. Forte, CertPFS
12-year MDRT member from England, United Kingdom

Do you have an interesting sales idea, a proven strategy or an inspirational phrase to share with fellow MDRT members? We are keen to hear from you if your ideas are based on the following themes: How to Approach Customers How to Recruit Staff How to Sell Multiple Products

We are also interested in ideas relating to the Whole Person Concept, viewpoints on challenges in the financial services industry, and also case studies that can inspire other members to overcome challenges to win a client or sell a particular product. You can send your article or content outline to MDRT Asia Pacific at asiaconnect@mdrt.org.

Your MDRT membership entitles you to receive a copy of the MDRT Annual Meeting Proceedings. Available in either CD format or hard cover, you can look forward to receiving the 2010 Annual Meeting Proceedings soon.

For enquiries, e-mail asiapacific@mdrt.org.

MDRT Asia Pacific Office

Tel: +65 6496 5505
Fax: +65 6336 6449
Email: asiapacific@mdrt.org
Web site: www.mdrt.org