| Issue No. 05 - September/October 2009 |
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MAKING HEADLINES
In the month of August, Southeast Asia welcomed the arrival of a legend–2010 MDRT President, Guy E. Baker, CLU, MSFS. His first stop was Singapore, followed by Indonesia, Malaysia and he ended his tour in the Philippines. During his visit to these countries, he tirelessly held meetings with numerous insurance companies and also found time to impart his knowledge and share his experience through a series of presentations, including “Why People Buy”, “10 Tips for Success” and “The Box”.
SINGAPORE (3–4 Aug)
During his two-day visit, Baker presented to more than 2,000 financial professionals through a series of company seminars, including NTUC Income, Prudential, Great Eastern Life, and AIA. Additionally, he also spoke at the workshop for Insurance & Financial Practitioners of Association of Singapore and the Association of Financial Advisors Singapore. During his presentations, he also encouraged agents who qualify for membership to join MDRT so as to grow further professionally and personally.
INDONESIA (5–7 Aug)
A series of fruitful meetings were held between Baker and various agencies in Jakarta, Indonesia, including Panin Life, Sun Life Financial and Manulife. These meetings were a good platform for him to reinforce to the agencies the effectiveness of MDRT in improving the professionalism and performance of agents, through its mentoring programme and rich knowledge resource.
Baker also presented at the 2009 MDRT Day in Jakarta, Indonesia on 6 August. The event was successfully sold to a full capacity attendance of 1,200 agents. The immense energy and enthusiasm of the audience was palpable throughout the half-day event.
MALAYSIA (8–10 Aug)
Baker had a breakfast discussion with 10 top agents from Great Eastern, where he shared with them about the MDRT Mentoring Programme. He then presented to an audience of 420 GE agents at the Menara Great Eastern Training Hall and 300 AIA agents at the AIA Training Centre.
He also held a meeting with Hong Leong Tokio Marine Takaful where he learnt more about Takaful Insurance, an Islamic insurance concept grounded in the rules and regulations of the Islamic law.
PHILIPPINES (11–14 Aug)
He gave a presentation in Cebu, Philippines, at Insular Life’s half-day MDRT Day for their top 100 agents from the Visayas and Davao regions. On 12 August, he presented at MDRT Day in Cebu, Philippines. This event was co-organised with Life Underwriters Association of the Philippines and attracted 200 participants. Various breakfast and lunch meetings were also held, where local MDRT members had the opportunity for a close interaction with Baker.
The MDRT Day in Manila, Philippines, was also held on 13 August and Baker’s presentation was witnessed by 350 participants. He also attended a ribbon-cutting ceremony at the Real LIFE foundation, a local charity supported by MCC Philippines.
At the end of his tour, Baker encourages MDRT members in the region to rise up and be recognised as premier financial services professionals around the world – as MDRT is an association for premier financial services professionals. He said, “I hope to identify and promote successful MDRT members from Asia to feature alongside the “legends” from the USA and Europe – thus providing relevant and home-grown role models for agents in Asia.”
SINGAPORE (3–4 Aug)
During his two-day visit, Baker presented to more than 2,000 financial professionals through a series of company seminars, including NTUC Income, Prudential, Great Eastern Life, and AIA. Additionally, he also spoke at the workshop for Insurance & Financial Practitioners of Association of Singapore and the Association of Financial Advisors Singapore. During his presentations, he also encouraged agents who qualify for membership to join MDRT so as to grow further professionally and personally.
INDONESIA (5–7 Aug)
A series of fruitful meetings were held between Baker and various agencies in Jakarta, Indonesia, including Panin Life, Sun Life Financial and Manulife. These meetings were a good platform for him to reinforce to the agencies the effectiveness of MDRT in improving the professionalism and performance of agents, through its mentoring programme and rich knowledge resource. Baker also presented at the 2009 MDRT Day in Jakarta, Indonesia on 6 August. The event was successfully sold to a full capacity attendance of 1,200 agents. The immense energy and enthusiasm of the audience was palpable throughout the half-day event.
MALAYSIA (8–10 Aug)
Baker had a breakfast discussion with 10 top agents from Great Eastern, where he shared with them about the MDRT Mentoring Programme. He then presented to an audience of 420 GE agents at the Menara Great Eastern Training Hall and 300 AIA agents at the AIA Training Centre.
He also held a meeting with Hong Leong Tokio Marine Takaful where he learnt more about Takaful Insurance, an Islamic insurance concept grounded in the rules and regulations of the Islamic law.
PHILIPPINES (11–14 Aug)
He gave a presentation in Cebu, Philippines, at Insular Life’s half-day MDRT Day for their top 100 agents from the Visayas and Davao regions. On 12 August, he presented at MDRT Day in Cebu, Philippines. This event was co-organised with Life Underwriters Association of the Philippines and attracted 200 participants. Various breakfast and lunch meetings were also held, where local MDRT members had the opportunity for a close interaction with Baker.The MDRT Day in Manila, Philippines, was also held on 13 August and Baker’s presentation was witnessed by 350 participants. He also attended a ribbon-cutting ceremony at the Real LIFE foundation, a local charity supported by MCC Philippines.
At the end of his tour, Baker encourages MDRT members in the region to rise up and be recognised as premier financial services professionals around the world – as MDRT is an association for premier financial services professionals. He said, “I hope to identify and promote successful MDRT members from Asia to feature alongside the “legends” from the USA and Europe – thus providing relevant and home-grown role models for agents in Asia.”
FEATURES
The morning of 24 July 2009 at the Beijing International Hotel Convention Centre was filled with intense exhilaration and high anticipation. This was Day 1 of the much awaited inaugural MDRT Day in China, held from 24–25 July 2009. Over 2,000 participants gathered at the convention centre to be educated, informed and inspired.
2009 MDRT President, Walton W. Rogers, CLU, ChFC, delivered an illuminating presentation on the MDRT Whole Person Concept, whilst 2000 MDRT President, Brian H. Ashe, CLU, inspired the audience with his journey to a life and career of excellence. The two MDRT legends, together with Wu Xue Jun, MDRT Zone Chair for China, and other local and overseas MDRT veteran speakers received rousing applause and a standing ovation when they each took to the stage. The Chinese participants clearly appreciated the opportunity to connect with MDRT at this significant event, and also relished the time to interact with peers and colleagues. The first MDRT Day in Beijing, China ended on a high note with participants already looking forward to next year’s event.
The 2010 MDRT Experience delivers cutting-edge sales techniques, technical information and motivational concepts, to help financial professionals who attend to increase their production — and qualify for MDRT membership. More than 6,500 delegates from 30 countries attended the 2008 MDRT Experience meeting in Chiba, Japan.Partnership with the MDRT Experience meetings provides an opportunity to:
- Achieve name recognition among a group of talented and motivated industry professionals
- Distinguish your company as an industry leader
- Associate your company with MDRT’s efforts to provide industry professionals with the resources they need to maintain the highest standards of client service and ethical conduct
Early Bird Deadline
Early bird registration deadline is on Friday, 8 January 2010 – Register now for greater savings!
Click here for the Event Registration Book.
Early bird registration deadline is on Friday, 8 January 2010 – Register now for greater savings!
Click here for the Event Registration Book.
MDRT says Thank You to our Platinum Partners
Japan
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Taiwan
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Thailand
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On 9 June, MDRT Foundation-Japan was officially set up with the official signing of an agreement by 2009 MDRT President, Walton W. Rogers, CLU, ChFC, 2009 MDRT Foundation President, Sally W. Munford, MSFS, CLU, and 2009 MDRT Japan Zone Chair, Masahiro Yamamoto. A total of 3 years was spent in preparation for the establishment of the foundation between the team from MDRT Foundation and the Japan Chapter.
Close to 120 financial professionals gathered for the inaugural 2009 BlackRock MDRT Elite Investment Forum organised by Smart Business Weekly on 22 June. Volunteers from MDRT Taiwan helped out in the event that was successfully kick-started by an opening address from 2009 MDRT Taiwan Zone Chair, Lancia Liu, along with a representative from Smart Business Weekly. Xie Jia Fang, a 2009 MDRT Court of the Table qualifier from ING also gave an astute presentation during the event.
On 18 Aug, more than 1,000 financial professionals participate in MDRT Day Thailand, held at Narai Hotel, Silom, Bangkok. Five MDRT members who travelled to Indiana for 2009 MDRT Annual Meeting highlighted their experiences, as well as stressed on MDRT member benefits, attitude. The congregation through their motivating presentations also learned about advance sales ideas.IDEA BANK
Plan by searching through your database, be it yellow pages, name listing etc, then approach your manager or library to find methods that are appropriate. There’s no need to reinvent the wheel as the psychology and sales of insurance remains pretty much unchanged through time. It is always the same cycle, birth, growth, sickness, unforeseen events i.e. accidents; old age and final end point – death.Approach by emails, SMS, telephone, then move the feet for face to face meetings or cold call door knocking. It is always much easier to start the ball rolling using our fingers then to move our feet.
In this line, you can be born talented but if you don’t put in the effort to till the ground, there will not be fruits of labour in abundance. You may just be scraping the tip of the iceberg of your capabilities. There is no short cut to success, let your fingers do the walking, then your feet, and watch your production grow.
Dexter Gwee Chwee Leong
4-year MDRT member from Singapore
I used to have difficulty closing during my meetings with prospective clients. However, after trial and error, I learned to execute my closing from the very first discussion. I would ask several questions, "I really want to design a plan to meet your needs with you.", "Will you be happy if we could come up with a combination of protections that meet your needs, at an affordable premium?", and “Is it OK that I be in charge of your insurance planning?"Based on my experience, you usually do not get a "No" from these comments at the first meeting. Based on the assumptions that the prospect is happy to have me as his/her financial advisor I would move forward with planning.
Tokio Yamamoto
6-year MDRT member from Tokyo, Japan
I work to maintain all of my professional connections because people buy from people they like. I have been happy with the amount of new business I’ve generated from referrals, which I attribute to my clients’ satisfaction.I learn everything about my clients: their business, their personal interests and their families. From there, I am able to thoughtfully present products and their benefits. I share articles of interest through e-mails and phone calls. These communications are about strengthening our relationship and letting them know that I am thinking about them.
Often, my clients are surprised that I remember to send a birthday card. This gesture can lead to even more business. My method has always been to excel in client service by exceeding client expectation.
Bipin M. Patel
14-year MDRT member from Ba, Fiji
When examining a prospect’s portfolio, I often find that clients do not have a balance between their investments and risk coverage.Motivated by this knowledge, I ask prospective clients if their portfolio is balanced. They will often respond with hesitancy, because they are unsure of the meaning of my question. Now, we have the opportunity to discuss the situation further. Once I can do a complete financial fact-finding exercise, I invariably find that the client is either invested too much or covered too little.
This is then an opportunity to do business. This transaction can also lead to many other realizations for my clients. For example, even if a client is adequately covered, he or she might have not planned as carefully for a spouse.
L. C. Maharaj, CFP, BAHonsEco
21-year MDRT member from Greyville, South Africa
GET INVOLVED
The MDRT/GAMA International Mentoring Program offers numerous rewards and resources to MDRT members. By coaching aspirants, MDRT members receive the satisfaction of assisting another professional in the industry, as well a boost in their own production.
Click here to log on to the Members Only section of the MDRT Web site and watch the free Web seminar, “The Power of Coaching to Boost Your Success”.
Click here to log on to the Members Only section of the MDRT Web site and watch the free Web seminar, “The Power of Coaching to Boost Your Success”.
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MDRTV's video, "What MDRT Means to Me", features several members discussing their personal experiences as MDRT members and some of the ways it has impacted their careers. MDRT members can access all MDRTV videos at http://www.mdrt.org/mdrtv/mdrtvplayer.asp. |
Do you have an interesting sales idea or a proven strategy to share with fellow MDRT members? We are keen to hear from you if your ideas are based on the following themes:
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We are also interested in ideas relating to Whole Person Concept, viewpoint on challenges facing the financial services industry, and also case studies that can inspire other members to overcome challenges to win over a client or sell a particular product. You can send your article or content outline to MDRT Asia Pacific at asiaconnect@mdrt.org. |
Round the Table magazine is available online.
The Round the Table Web page has an updated look with more easy-to-navigate features and additional capabilities designed to enhance your reading experience.
This is part of an ongoing project to improve the site’s design and capabilities. Other new features for readers include Web-exclusive content and the ability to interact with other members by rating articles and posting comments. In the future, readers will also be able to search Round the Table archives by title, topic or contributor.
You can view the online edition of Round the Table magazine at www.roundthetable.org.
The Round the Table Web page has an updated look with more easy-to-navigate features and additional capabilities designed to enhance your reading experience.
This is part of an ongoing project to improve the site’s design and capabilities. Other new features for readers include Web-exclusive content and the ability to interact with other members by rating articles and posting comments. In the future, readers will also be able to search Round the Table archives by title, topic or contributor.
You can view the online edition of Round the Table magazine at www.roundthetable.org.
CONTACT INFORMATION
MDRT Asia Pacific Office
Tel: +65 6496 5505
Fax: +65 6336 6449
Email: asiapacific@mdrt.org
Web: www.mdrt.org
Tel: +65 6496 5505
Fax: +65 6336 6449
Email: asiapacific@mdrt.org
Web: www.mdrt.org