The 2010 MDRT Experience came to a successful closure, with a showcase of a series of educational and stimulating sessions by world-class speakers. Let us recap some of the highlights from the meeting that took place in Seoul, Korea, from 11-13 March.

Thursday, 11 March 2010

On the first day of the meeting, all meeting attendees were invited to an energetic Welcome Reception. The number of attendees who turned up at the Welcome Reception exceeded expectations. The psychedelic lights and the lively music created the perfect setting for attendees to freely mingle with their friends and network with other professional peers over light refreshments and entertainment. The MDRT Foundation also used this occasion to raise funds and create awareness about the ‘Make-A-Wish Korea’ program. With each donation of 30,000 won (equivalent to 30 USD), the donor would receive a token of appreciation and an opportunity to strike the Korean gong. It was heartening to witness the insurance community actively supporting the work of the MDRT Foundation. The whole atmosphere was bursting with life, as peals of laughter and sounds of anticipation could be heard from different corners of the meeting venue. The meeting was definitely off to a great start!

Friday, 12 March 2010

Building on the energy and excitement of Day One, here are some noteworthy programs from Day Two. An MDRT legend and also 2000 MDRT President, Brian H. Ashe (pictured) delivered an inspiring presentation about what it takes to be a leader and how important it is to develop leadership skills. He shared with attendees personal lessons learned during his long career as an active MDRT member and highlighted opportunities available to enhance leadership skills and lead a life of significance. At lunch time, one of the halls in KINTEX was instantly transformed into a cosy and intimate dining area. At no additional cost, MDRT members were treated to an exclusive MDRT Member Networking Lunch, where members had a chance to meet and greet the MDRT Executive Committee and network with fellow members over good food, fine wine and excellent company. The Executive Committee Panel Discussion was one of the most highly anticipated programs of this meeting. This was a rare opportunity for the MDRT Executive Committee to share topics which are close to their hearts and key lessons that have helped them develop highly productive and successful practices.

Saturday, 13 March 2010
Day Three at the meeting was equally promising as attendees were treated to a compelling mix of inspiration and advice.

Scott Ginsberg (pictured), better known as the “Name tag guy”, is an author and entrepreneur who champions approachability as the key factor in any business relationship. He imparted practical strategies which would help our attendees get noticed, remembered and eventually close a sale. Candy Whirley (pictured), international speaker and author with 20 years of management expertise also revealed her secrets to the attendees on how to overcome personality differences and increase communication and negotiation skills during one of the Main Platform sessions. An estimated 3500 attendees including both MDRT members and non-members from 18 countries attended the meeting. The 2010 MDRT Experience meeting in Seoul, Korea came to a successful closure with many attendees bidding farewell to new found friendships and exclaiming “See you at the Annual Meeting in June!”

Advance registration fee of USD 795 expires on 1 June 2010. Registrations received after 2 June 2010 will be charged at USD895. So hurry, click here and register.

At the 2010 MDRT Annual Meeting, apart from being treated to inspirational Main Platform presentations and Focus Sessions, MDRT has specially designed a program that provides more participant-driven forums during the meeting. This meeting promises to generate an enormous amount of international exchange amongst professional peers, as nearly 5000 MDRT members worldwide are expected to attend. Delegates can expect to:

• Exchange new ideas with fellow industry peers during the Open Forum sessions. Examine real-world challenges — especially the ones from your country. Bring your thoughts, questions, challenges, and ideas — whether they represent a question or a solution you have found and want to share.
• Learn the value of study groups and how to create or join one.
• Take part in an interactive ideas exchange.
• Create your own unique value proposition.
  

To view the 2010 MDRT Annual Meeting program schedule, click here.

Did you miss the 2010 MDRT Experience meeting in Seoul, Korea? The good news is the MDRT Experience will be held annually. So mark your calendar for the 2011 MDRT Experience, to be held in Singapore from 24–26 February, and prepare to experience three days of specially tailored programs and content to provide you with inspiration, ideas and solutions that will help you achieve greater heights in your career.

At the 2011 MDRT Experience, MDRT members will enjoy exclusive Members-Only benefits such as a Members lunch and additional sessions on the last day of the meeting.

Program at a glance*

Thursday, 24 February 2011

0900-1800 hrs Registration 1500-1900 hrs Main Platform Sessions 1900-2000 hrs Welcome Reception

Friday, 25 February 2011

0900-1200 hrs Main Platform Sessions 1400-1700 hrs Main Platform Sessions

Saturday, 26 February 2011

0900-1200 hrs Main Platform Sessions (all Delegates) 1200-1330 hrs Members Lunch (MDRT members only) 1400-1700 hrs Main Platform Sessions (MDRT members only)

*Schedule subject to change

Registration opens 1 June 2010. Early bird rate of SGD 450 is applicable from 1 June 2010 to 31 October 2010.

For enquiries, please contact the 2011 MDRT Experience Event Secretariat at mdrt-experience@mci-group.com.

China On 2 April 2010, MDRT China held its second road show for this year in Shanghai at the Renaissance Shanghai Zhongshan Park Hotel. The event attendance exceeded expectations, with a 1,400 strong crowd that included both MDRT members and non-members, as well as senior management staff from various insurance companies around China. Themed “Surpass the Ordinary, Inherit the Excellence”, the MDRT China road shows are meant to inspire more financial services professionals to achieve the MDRT membership requirement and then join MDRT. During the event, MDRT veteran and 2010 Zone Chair of China Qi Bin, delivered a heartening presentation titled ‘Conviction’. Speakers from Hong Kong, Malaysia, Taiwan and other cities of China were also invited to share their success stories and impart valuable insights and sales ideas to fellow delegates.   The event was such a rousing success that some attendees commented that the MDRT China, Shanghai road show was comparable to the MDRT Annual Meeting because of the enriching topics and the charisma of the speakers.

India In the month of February, India welcomed 2010 MDRT First Vice President Julian H. Good Jr, CLU, ChFC. In conjunction with Good’s visit, MDRT India held four MDRT Days in Delhi (8 February), Bangalore (10 February), Kolkata (11 February) and Mumbai (13–14 February). This series of MDRT Days was successfully held, attracting a total of 3,000 participants, who felt re-energised and motivated to take on new challenges in the year ahead after the event.

Japan MDRT Japan Chapter holds its Annual meeting in the month of April each year. But this year is a little special because it is the Chapter’s 40th anniversary. To commemorate this occasion, MDRT Japan extended invitation to both MDRT Chapter members and non-members to attend its Annual Meeting this year. The meeting was held in Okinawa, Japan from the 8-9 April 2010 and attracted about 1,800 attendees. The guest speaker for the meeting was 2010 MDRT President, Guy E. Baker, MSFS, CLU. Other notable speakers included Dr. Uchida, Director of the renowned Churaumi Aquarium in Okinawa; Kojiro Shiraishi, an adventurist who sailed across many oceans; Ken Honda, author of best sellers such as “The Millionaire’s Way for a Happy Life”; and Yuko Arimori, an Olympic bronze medalist in marathon. The presentation content centred on reiterating and reassuring attendees that a financial services professional is not just another job, it is a calling, and that they can make a difference to the lives of their customers. Also during the meeting, the MDRT Foundation of Japan, which was only established in June 2009, accomplished an amazing feat: it raised more than ¥6,000,000 (USD 60,000) in the 2 days. MDRT Japan also played its part by making a ¥300,000 (approximately USD 3,000) donation each to the two local charities dedicated to marine conservation and restoration.

Taiwan In 1–5 March this year, MDRT Taiwan organised a series of activities comprising educational presentations, a management meeting and volunteer workshop. A total of 1,200 participants attended the presentation sessions. Three-year MDRT member Michael Morrow, CFP, from Thunder Bay, Ontario, Canada, was specially invited by MDRT Taiwan to share his secrets on how to multiply sales production. During his presentation, Morrow encouraged delegates to join MDRT and receive the recognition they deserve from both the public and the industry. He also inspired the delegates to embrace the Whole Person Concept, creating balance in seven areas - health, family, spiritual, education, financial, community service and career - in order to achieve a more balanced and meaningful life. On the morning of 3 March, MDRT Taiwan met up with representatives from 16 insurance companies. The purpose of the meeting is to forge closer ties between MDRT Taiwan and the major insurance companies in the country. 2010 Zone Chair of Taiwan Tsai Pei-Hua Peggy delivered the opening speech and in her speech, she made special mention about positioning MDRT Taiwan as the main communications channel between MDRT members in Taiwan and MDRT. She concluded her speech with a review of 2009 events organised by MDRT Taiwan and also provided a summary of the plans for 2010. In the afternoon of the same day, MDRT Taiwan organised a volunteer workshop for both existing and potential volunteers. Veteran MDRT members were invited to share their strategies for success at this workshop, which also served as an excellent platform for volunteers to learn from each other, and expand their knowledge and skills.

This is one of the methods I employ to help my prospect understand the importance of purchasing a personal accident coverage policy. 

Mr. Prospect, are you able to make a matchstick man with a circle and five sticks?



Mr. Prospect, if you only had a circle and four matchsticks, can you still make a perfect matchstick man?



In the five diagrams above, you are partially disabled; this is something your current life insurance policy doesn't cover. What it does cover is only total and permanent disability.

Thus, you should consider personal accident coverage.

Personal accident coverage protects you for partial loss due to accidents and an additional coverage if the below diagram happens to you – occurrence of accidental death when you are lying within the four sides of a box.


Caroline Kheng, ChFC
12- year MDRT member from Singapore

Every time I introduce the benefits of having a Critical Illness Coverage, I always emphasise that there are no guarantees in this world as far as illness is concerned. It affects anyone - rich or poor. One may be in the best of health today but may be sick tomorrow. I also highlight the rising medical costs in these times and how a critical illness affecting one’s family member(s) could deplete the savings the family has set aside for many, many years.

I always share with my prospects the “spare tire analogy” – Having critical illness coverage works in the same way as carrying a spare tire in your car boot. You carry the spare tire in the car boot everyday, never needing to use it but you are sure that if indeed one of your tires gets into trouble, you have a spare tire ready to replace it. Nobody wants to be critically ill but falling ill is not a choice within our control! But with Critical Illness coverage, you know that you have money to receive the best medical treatment and continue to live in dignity!

Gwendolyn Go Pardo
Nine-year MDRT member from Cebu, Philippines

When I meet with my prospective business clients, I ask them about their financial goals and where they want to go with their financial planning.

I encourage them to discuss their dreams without any restrictions. I will often ask, “What would you dare to dream if money was not an obstacle?” Often the answer(s) will surprise me. I find that this is the best technique to help my client open up and bare his or her soul with me.

The key to long-term success with any client is allowing the client to feel that he or she is in control of the situation and that we are here to serve them! The client should never be treated as a sales target. Demands for products should come from the client and should not be enforced by the life planner.

Following an initial consultation with a prospective client, I arrange a meeting between the client and my business coach (I am more than glad to pay for the first meeting). At this meeting, the client is encouraged to work through his or her needs and financial goals, for instance, how much he or she would like to have saved in a pension plan or what type of investments he or she would like to have achieved in, say, a five-year time period.

Once the client is satisfied with the direction in which he or she would like to proceed, the financial advisor simply has to advise the client on the best policy to meet these established goals.

It is much harder to sell a product to someone if he or she is uncertain if it is needed. If we gave our clients the opportunity to express their own wishes, we will be more successful as we will merely be giving them the financial service for which they have asked. We can then call ourselves true Financial Advisors.

Donald P. McKenna, QFA
2010 MDRT Country Chair for Ireland
12-year MDRT member from Ireland

Did you know that when clients decide to take their business elsewhere, 87 per cent of the time it is because of the type of relationship he or she has with you? As an advisor, it is important to pay attention to how you are communicating with your clients and prospects.

Building trust—and closing sales—can be less difficult when you help your clients view financial planning as something more than just a task that must be completed. Focus your clients on who they want to be; a good provider to their family, a financially successful entrepreneur, or financially secure. Let your client concentrate on who they want to be before starting the tasks and this can help inspire your client to move forward. Your client will see your advice as an opportunity, not an obligation.

Top producers invest the time to understand why somebody would take action, and they align clients’ intentions with the necessary actions.

Above all, remember that communication is putting information through someone else’s filter. Recognise that when you are talking to someone they are putting you through a filter. Your client is trying to better understand the value of what you can offer him, so feel confident about your services and product offerings. Effective communicators are able to successfully put information through other people’s filters.

Louis J. Cassara, CLU, ChFC,
27- year MDRT member from Willowbrook, Illinois,USA.

The Program General Arrangements (PGA) Committee needs your help to make the 2010 MDRT Annual Meeting in Vancouver, British Columbia, Canada, an enjoyable experience for the nearly 4,000 fellow members who are expected to attend.

Role of a PGA volunteer at the 2010 MDRT Annual Meeting
PGA volunteers greet attendees, direct foot traffic, answer attendees' questions about the meeting, assist speakers and help with registration. You can refer to the Task Force description to learn more about the various roles of a PGA volunteer.

Why volunteer?
At every MDRT Annual Meeting, more than 500 MDRT members from around the world volunteer as a PGA, and they get more out of it than just ensuring that the meeting runs smoothly. Volunteers find that being a part of the team enhances their meeting experience.

Volunteering for PGA gives you an opportunity to network with your fellow members, make new friends and give back to the organisation while acquiring new leadership skills. So play your part - Be a volunteer at the 2010 Annual Meeting

To be a volunteer at the 2010 Annual Meeting PGA, you may sign up in one of the following ways:

1. At the same time you register for the Annual Meeting.
2. Visit www.mdrt.org/pga.
3. Call or fax MDRT headquarters to request a faxable registration form:
   
   Phone: +1 847.692.6378
   Fax: +1 847.518.8921

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: How to Approach Customers How to Recruit Staff How to Sell Multiple Products

We are also interested in ideas relating to Whole Person Concept, 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.

Whether or not you are able to attend the Annual Meeting, as an MDRT member you can relive the moments and learn valuable information that was shared during the meeting by requesting your copy of the Annual Meeting “Proceedings”. The “Proceedings” is a compilation of the speakers’ presentations that are delivered at the MDRT Annual Meeting.

Take advantage of this important member benefit and get the “Proceedings” to access the brilliant ideas presented by our highly-motivational and educational speakers.

Approved 2010 MDRT members can request a complimentary copy of the 2010 MDRT Annual Meeting “Proceedings” by logging on to the MDRT website and completing the new member profile. Requests must be completed by 1 August 2010.

Click here to complete your MDRT profile and request to receive a copy of the 2010 MDRT Annual Meeting “Proceedings” in either a hardcover book or a text CD-ROM today.

Members also have access to the “Proceedings” in the Members Only - Library section of the Web site that is available in English, Korean, Chinese, and Japanese.

MDRT Asia Pacific Office

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