Sharing MDRT with clients

Your clients probably are familiar with badges of quality like the J.D. Power rankings for products and services or the Good Housekeeping Seal of Approval for household goods, but do they know that qualifying for MDRT is another standard for excellence?

When they see your MDRT affiliation on your website, in your literature or on a plaque hanging in your office, would they know that you met significant production qualifications annually to be part of the association and that you follow a strict code of ethics? Would they also know that you are part of a global network that gives its members exclusive access to resources, educational opportunities and collective knowledge? Are they aware it’s all so you can offer the best and latest thinking on financial topics that matter to them?

Of course, when you meet prospects, you want to spend the majority of the session learning about them and letting them do most of the talking. But you can win their confidence by making them aware that MDRT membership is limited to the most successful advisors, and they can be assured they are working with one of the best in the profession.

So how can you discuss MDRT with clients? Try these ideas:

• “MDRT provides me with innovative ideas that help my clients reach their financial goals. It does so by providing a unique mix of peer-to-peer networking opportunities through major meetings, study groups, mentoring and educational resources.”
• “I have access to case studies from the best in the profession, which provide real-life examples of ways I can help clients.”
• “I also get to collaborate with other members who succeeded with challenges similar to what myself or my clients are facing. The association exists to help fellow advisors and their clients

Tell your prospects and clients they can be assured you are operating in their best interest, as members are held accountable to MDRT’s strict professional and ethical standard. Let them know that the association empowers you to generate growth for clients, your business and your life, and there is always room for growth and to go the extra mile for clients.

Furthermore, MDRT meetings feature inspirational speakers who guide and energize you to be the best advisor and person you can be, and members are encouraged to give back to their communities by volunteering time and resources to the MDRT Foundation.

This was excerpted from the November/December 2024 Round the Table article, “Do your clients and media contacts know MDRT?” If you’re not yet an MDRT member, find out if you qualify for MDRT.