Decades of hard-won experiences, both professionally and personally, provided the cornerstone of lives well-lived and businesses that thrive for some of MDRT’s Past Presidents. Below is a small sample of what a few of the Past Presidents have learned.
1) Preparing clients financially
I believe the products we have now are even better than they were. If people really understood what we’re offering them, they couldn’t have enough of it. It changes lives.
Help your clients understand that, should life be unfair and a loved one is gone, we don’t want your whole family to suffer as a result of that. What I tell clients is, “One of three things is going happen to you.
- You’re going live a long time.
- You’re going to die prematurely.
- You’re going to become disabled.
And my job, if I do it well, is to make sure that you’re financially secure regardless of which of those happens because I can’t change life. Life is life. But if I can prepare you financially for those possibilities if and when one of those things happens, the survivors can continue to live the life you had hoped for.”
From 2005 MDRT President Adelia C. Chung, CLU, ChFC, Honolulu, Hawaii, USA
2) How to deal with failure
Failure is a state of mind. When something goes wrong, you can look at it as a disaster or an opportunity. And I don’t think there’s a human being alive who hasn’t experienced some form of failure. It’s how you deal with it that matters. How optimistic are you? How much self-belief do you have that you can do it all over again or try something else? There’s an inner strength — some people might consider grit — that’s required so you just simply will not fail.
From 1988 MDRT President Arlen I. Prentice, CLU, ChFC, of Seattle, Washington, USA
3) How to be important to others
When you start dwelling on the value of others, that’s when you really become important to them. That’s when people want to sit down and talk with you about their personal lives. It’s absolutely amazing what you hear if you’re listening. People want to express themselves and be heard. It changes everything. It changes how you’re looked at; it changes how you look at them. It gives you the opportunity to truly step into their lives and assist them with their issues and their families. You’re saving the lives of people both emotionally and financially, and that has nothing to do with insurance.
From 1992 MDRT President William T. O’Donnell, MSFS, Chicago, Illinois, USA
More life lessons and sales ideas from MDRT Past Presidents
4) “I could become a victim and blame others for my situation, or I could choose courage and forgiveness and ultimately love — love for myself and unconditional love for those who relied on me.” Read more from Regina Bedoya, ChFC, CLU.
5) Make sure you don’t spend everything you make. Set aside money for yourself. Take care of business at home. See more in “3 keys to lasting success” from Richard H. Sullenger.
6) The calendar shows no mercy. To achieve, reach up and follow someone’s pattern who’s successful. See more from Ron Barbaro in the video below.
7) Negative thinking gets in the way of success. See more from Reginald Rabjohns, CLU, ChFC
8) Tony Gordon shares how he clarifies for clients the power of life insurance in this classic video. (This video is for MDRT members only.)
9) Brian Heckert, CLU, ChFC, talks about how the concept of “add another zero,” which was passed on to him by late insurance legend Ben Feldman, dramatically increased his production.
10) Gene L. Mahn, CLU, ChFC, looks back at 50 years of experience and shares a few of his favorite ideas in the video, “FFREEDM: Finding the need.” (This video is for MDRT members only.)