The Million Dollar Round Table has two gatherings each year for professionals in life insurance and financial planning from around the globe.
Last year I was privileged to attend the annual conference in Philadelphia as a Qualifying member. For the Experience, you don’t need to be a member and so it was a great opportunity to have my rookie team members hear from some international speakers with great ideas, sales tips and motivational stories.
I’d already stressed the importance of social media to the guys before heading off and we managed to connect with Colleen Francis, a keynote speaker from Canada and her company Engage Selling prior to the meeting.
It was a treat to meet with her and Mike Hoffman, the ‘King of Whoo’ and self proclaimed Comic Ninja on one of the lunch breaks.
Sanjay Tolani from the UAE kicked off the sessions by advocating that we find our Why. Always great advice, especially in light of the re-branding journey we’re currently embarking on. From personal experience he showed that sometimes we just don’t have time on our side and we need to be the Doctors of Finances for many of our clients. Show what we have in place and be advocates for our clients to get it right. @srtolani
Jack Uldrich was next, a futurist who proclaimed that the best way to predict the future, was to create it. He also raised the idea of reverse mentoring where we hire someone younger and with less experience than ourselves so we can again see the world and our business or life through fresh eyes and learn from a new generation on how things are done. @jumpthecurve
The lovely Colleen Francis was next, urging us to make this our ‘best year yet!’ We have the power to affect families lives and are no longer in a sales process but partner with our clients in the buying process. Buyers engage because they have a need and we need to meet with them regularly. @EngageColleen
Bill Cates was next up on Referrals, telling us that Cold Calls are our punishment for not getting enough referrals. He urged us to keep providing value and have a different mindset on referrals. Ask ourselves: Do I give referrals? Do I see asking for referrals is an extension of how I serve my clients? Have I made a decision to run my business by referrals? Am I fully committed to referrals? Lots to consider here. @Bill_Cates
Ryan Pinney assured us that ‘Insurance is bought by people of character who care more about someone else than their money.’ True that! Our clients want value and we should be focused mainly on our existing clientele. @TheProAdviser
Day 2 kicked off with the huge energy supplied by Mike Hoffman, the King of Whoo and he had the whole room excited with his YouTube vid before he even walked out on stage for his own Igniting Performance. He asked each of us if we were a one per center? Or wanted to be in that top category! Apparently success is not genetic! We need Three things: Learn, Adapt & Apply! Got it! @Hoffman_Mike
Sarah Kaelberra told us ‘It’s all in the questions,’ with the punchy “The more you ask, the more they tell, The more you listen, the more you sell” ringing in our ears at the end.
The band Roundabout played the breaks, all made up of MDRT members and it was great hearing how they’d all met, connected and what each had gotten out of their various years of attending MDRT conferences.
Duncan McPherson of Pareto Principals from Canada was up next and had lots to share on Practice Management, Relationship Management and how to Competitor proof your clients. @Duncan8020
Eric Feng from The Charisma Academy led another high energy talk highlighting that Life is a popularity game, where people buy people first, and quoting the popular phrase, ‘People may forget what you said or did, but never, how you made them feel’ by Maya Angelou. @eric_feng
The entire executive committee ran through their own experiences over the years with MDRT and to wrap up Janine Shepherd, a fabulous Aussie inspired us with her story. From Olympic hopeful to waking up from a truck vs bike accident in the spinal ward, she moved us with how she found Rock Bottom was a great place to start moving on from. The clean slate headed her off in a new direction and she now flies and teaches acrobatic flights. @janineshepherd
Aside from that, it was also great to realise I wasn’t the only Aussie girl in a room of over 5000!
So another conference wrapped, lots to reflect on and still a big year ahead…