Dear Fellow MDRT members,

It is with great honour that I welcome you to this edition of MDRT Asia Connect. The 2012 MDRT organisational year has gotten off to a great start, and we are excited about the year ahead.

As President, I plan to ensure that MDRT continues to offer value to current members while looking ahead to the changes that will attract new members, as well.

The Executive Committee is always looking at new ideas to make our organisation stronger and we are investing in the future of MDRT.

New this year is a focus on innovation and providing resources to help members grow their business. The point is for MDRT to invigorate membership by offering members what they need and want now and into the future. We want to help cultivate newer, younger members and get them involved in volunteering, and eventually in leadership.

While new programmes will help attract and retain members, we acknowledge the importance of continuing to focus on established programs, including those that helped shape my own career over the years, such as Whole Person, mentoring and volunteer leadership.

For more information about MDRT’s new programmes, watch for future issues of the MDRT Asia Connect e-newsletter, or contact your local MDRT member representative or the MDRT Asia Pacific office. I look forward to serving as your President over the course of the next year.


Jennifer A. Borislow, CLU
President

This February 2012, join thousands of the industry's top producers in Bangkok, Thailand for the 2012 MDRT Experience. The high-energy, motivational and educational sessions promise to take you to a higher level of success.

Speakers at a Glance
You can look forward to exclusive Members-only programmes such as the Members-only Pre-meeting Workshop and the Members-only Luncheon.

Programme at a glance*

Thursday, 9 February 2012

0700–1730 hrs Registration, MDRT Store and Exhibits Open 0930–1130 hrs Pre-meeting Workshop (MDRT Members Only) ** 1400–1700 hrs Main Platform Session 1700-1830 hrs Welcome Reception

Friday, 10 February 2012

0800–1730 hrs Registration, MDRT Store and Exhibits Open 0900–1200 hrs Main Platform Session 1200–1330 hrs MDRT Member Luncheon (MDRT Members Only) ** 1400–1700 hrs Main Platform Session

Saturday, 11 February 2012

0800–1230 hrs Registration, MDRT Store and Exhibits Open 0900–1200 hrs Main Platform Session

*Schedule subject to change
** MDRT member-only functions are open to approved 2011 and 2012 MDRT members who are approved by 9 February, 2012.

The early registration rate of USD350 expires on 31 October 2011. Register now to enjoy cost savings.

The Membership Communications Committee (MCC) is a network of nearly 400 MDRT members who are appointed to serve as regional contacts for members and aspiring members worldwide. The 2012 MCC consists 19 MDRT members who serve as Regional and Zone Chairs. They will lead their respective MCC teams in their appointed regions and zones. The role of the committee is 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 2012 MCC as Divisional Vice President this year is 14-year MDRT member from Anne-Marie Lee Li Mei, ChFC, CLU, from Singapore.

Source: Asia Insurance Review eDaily e-newsletter, 29 July 2011

Asia-Pacific's Generation X and Y of 20- to 40-year-olds have become slightly less willing to take risks over the past two years. They have strong needs for insurance and financial planning, fuelled by worry about medical expenses and the risk of living longer, according to a survey commissioned by Swiss Re.

Thus, for the Asia-Pacific insurance industry, the 20- to 40-year-olds are not only the future buyers of insurance, but also represent tremendous business opportunities now. The survey covered 13,800 consumers in that age bracket across major cities of 11 Asia-Pacific markets between April and May 2011.

The study shows that despite the Tohoku earthquake on 11 March, Japan has become the market most willing to take risks, followed by Hong Kong and Australia. Mr Clarence Wong, Swiss Re's Chief Asia Economist, says: "Respondents from developed markets tend to be more willing than their emerging market peers to take risks, given the availability of better social security systems."

The survey also shows that around 40percent of respondents across the region say their families would or might struggle financially in case of early death, major serious illness or disability, and a key reason is inadequate insurance. Less than half (47percent) of respondents say they have enough medical and health insurance (including their own, government and employers) to cover for their medical expenses.

A high majority (67percent) of respondents are concerned about the amount they have to pay out of their pockets for medical expenses relating to major illness and about 60percent are concerned that their medical/health insurance premium will increase beyond their affordability in the future. Sixty-three percent of the respondents are planning to buy life/health insurance products in the next 12 months. The proportion is particularly high for emerging markets, highlighting the tremendous catch-up potential.

Over 1800 delegates, consisting members and non-members, gathered on 15 and 16 July at the Luwan Gymnasium in Shanghai for MDRT Day China. MDRT past President Guy E. Baker, MSFS, CLU, graced the event and shared with participants his sentiments of how being well-prepared would help in the future. Notable speakers included Qi Bin, 2012 Regional Chair of China, Hong Kong, Macau and Taiwan, Patric Leung Wai Ming, past Regional Chair, Li Hong, 2012 Zone Chair of China, and other distinguished speakers who all highlighted the importance of self-management and work life balance.

MDRT Day China was a huge success and attendees remarked that they were proud to be part of this well-organised and inspirational event.

On 19 July, the 9th MDRT Day Indonesia, themed “Work with Pride, Care with Love”, was held at Plaza Bapindo, Surdirman, Jarkarta, Indonesia. The day-long event showcased an interactive talk show featuring 2012 MCC Divisional Vice President Anne-Marie Lee, motivating Main Platform sessions led by seven-year MDRT member Merlyn Kevin Fernandes and 10-year MDRT member Teresita Tan Perez and engaging workshops. The event provided attendees with opportunities to network and exchange sales techniques too.

The inaugural MDRT Day Malaysia happened on 22 July in Kuala Lumpur and was attended by more than 1,600 participants. The event, themed “Sparking Change!” began with a grand flag-bearing ceremony. “Caring and sharing for the benefit of all, regardless of the company you are from,” as MDRT Malaysia Country Chair, Manmohan Abdullah aptly sums up the founding beliefs of MDRT. The event also generated proceeds which benefitted several charity homes in Malaysia through the sale of iridescent wrist bands.

MDRT Day Taiwan, themed “MDRT Hero” took place on 12 July at the Howard International House in Taipei. The meeting featured accomplished industry professionals and veteran MDRT members such as MDRT past President, Guy E. Baker, MSFS, CLU, E. Dennis Zahrbock, CFP, ChFC, CLU, Randy L. Scritchfield, CFP, LUTCF, Ralph Antolino Jr., ChFC, CLU, and Joseph W. Jordan. The topics focused on helping attendees attain higher levels of MDRT qualifications. The speakers also stressed the importance of setting realistic goals and work towards them systematically.

MDRT Day Vietnam took place on 7 July at the White Palace in Ho Chi Minh City and 9 July at the Melia Hanoi Hotel in Ha Noi. Senior management staff from numerous insurance companies shared winning sales strategies during the Motivation Sharing sessions. Individuals who attained MDRT qualifications were acknowledged in a short presentation ceremony. It was an enriching experience for all the participants of the event.

In order for any prospect to reveal their financial information and be open to alternative gateways, it is crucial that we first gain their trust.

The most effective method to gain the trust of prospects is to demonstrate to them that insurance is a proven industry, which is able to provide pay-outs in his or her mid- and-later life stages. I would also take this opportunity to share MDRT with the prospect and use my MDRT membership status to reinforce my credibility. Lastly, I recommend meeting the prospect frequently during the lead-up as well. Once trust is built, the prospect will be more willing to share his or her financial information and be more receptive to your recommendations.

I have been in the insurance business for 22 years. I have a passion for it. It has not only become an indispensible part of my life, it also brought meaning to my life. MDRT’s Whole Person concept taught me to enjoy every moment in my life. In the process of converting prospects into clients, I learn to overcome my challenges with a positive attitude. That is LIFE – Learning It from Experience.

I believe that everyone needs insurance. To help your prospects understand this, you must be willing to spend time answering their questions so that they will realise the significance of insurance.

Whenever I meet a client, I always ask: “If you only had one day left to live, what would you do?”

I believe that insurance is life and time. Therefore I begin my sales pitch based on topics such as the human life cycle, health risk, and tax. From my many years in the industry, I observed that a lot of people buy insurance, but fail to realise the true benefits of insurance. During my meetings with my client, I take the opportunity to instill the “insurance mindset” upon the client.

Insurance can be viewed as a kind of investment that not only protects your life, but also yields returns. Though the interest rate is a little lower than what banks offer, the effectiveness and outcome of the policy will exceed the bank return.

A technique, which I call positioning, has worked for me time and time again over the years. To illustrate, imagine the following scenario:

You have been asked to pitch to a potential client along with a number of other advisers.  Assuming this person fits the client profile for your practice and you have developed a good rapport with him or her, it can still be difficult to keep in touch without making a nuisance of yourself because he or she already has an adviser.

Here’s how I respond to such a situation: I adopt a soft approach and include potential clients in my newsletter mailing distribution list, which I send three times a year to my existing clients. This keeps my name in the mind of the potential client and you never know what can trigger a client to change his/her adviser. Some reasons include the retirement of the adviser, ill health, a change in employer and the failure to deliver good service. In such situations, who does the client think of first? Because you have kept in touch and shown that you would very much value this person as a client, it is likely to be you.

MDRT Asia Pacific Office

Tel: +65 6496 5505
Fax: +65 6496 5599
Email: asiapacific@mdrt.org
Website: www.mdrt.org