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

Email

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: membership@mdrt.orgmembership@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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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

2828

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

2929

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

3030

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

3131

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.

3333

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

35

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