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The Middle Market Needs Your Expertise
Marc A. Silverman, M.B.A, ChFC, CFP
Thursday, January 26, 2012
At one point in our careers, all of us have been guilty of
putting our efforts toward bringing in the big fish. While we are courting
high-net worth clients, the middle market swims by.
In December’s issue of Life
Insurance Selling (LIS), Guy E. Baker, MSFS, CLU, and I had the honor of
contributing to the Producers Roundtable column, “Are
You Ignoring the Market Most in Need of Your Help?” In this feature we
discussed how the middle market in the United States has been neglected and how
we can help give it the attention it desperately needs. We also shared the
opportunities advisors have to help this market by determining their goals and
objectives for effectively investing their money.
I encourage everyone to read this article, as you many gain
some key insight that you can apply to your business. You may just reel in a good
catch!
If you are interested in contributing to
an upcoming LIS Producers Roundtable column or other articles, please contact MDRT staff to share your ideas.
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Fill Your 2012 Calendar with MDRT
MDRT President Jennifer A. Borislow, CLU
Thursday, January 12, 2012
It’s never too early to start planning ahead, and we know
that all too well. We’ve retired our 2011 calendars and have been working hard
to fill up 2012. I wanted to give you a preview of some of the most significant
events MDRT has planned this year.
February 9-11, marks the MDRT Experience
in Bangkok, Thailand. MDRT is bringing the magic of its Annual Meeting to Asia.
Attendees will experience educational sessions that will take them to a higher
level of success, and help expand their network of not only financial advisors,
but friends from around the world.
Registration
for the 2012 MDRT Annual Meeting in Anaheim, Calif. will open
Feb. 1. I encourage you to join me at this exceptional and memorable event. Attend
the variety of workshops and focus sessions to exchange ideas with some of the
leading minds in the financial profession. With each Annual Meeting, I’ve had
the honor of attending, and I am always astounded by the high-energy and
entrepreneurial spirit which is brought year after year. I look forward to us
all reuniting to celebrate another year of MDRT’s accomplishments.
This fall the Top of the Table
Annual Meeting, will be held Oct. 10-13 in beautiful Amelia Island,
Fla. at The Ritz-Carlton. This event will bring together our elite financial
services professionals, and will
include educational speakers and constructive focus sessions to exchange
advanced sales, marketing and practice management ideas.
I’m
looking forward to another successful year, fueled by inspiration and ideas we will
carry with us through our lifetime. Our commitment to the financial
profession will continue to prosper through our exciting, educational events. I
encourage you to take part in the extraordinary networking opportunities you
have before you. May 2012 be a year filled with health, happiness and
prosperity.
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Leading Through Media
MDRT Immediate Past President Julian H. Good, Jr., CLU, ChFC
Thursday, December 29, 2011
As I took some time to reflect on 2011, I see a number of
signs indicating another very successful year for MDRT and its members. One of
those signs – well, several, actually – came from reading recent trade media.
As I read these publications, I was reminded just how well MDRT members
continue to lead the way in the financial services profession. Through notable
placements in some of the most popular industry publications, our members play
an extensive role in advancing MDRT – and the profession as a whole.
The last few months were particularly productive for some of
our female MDRT members in the media – including a cover story. Senior Market Advisor’s October issue
featured “A
Study in Diversity: Q&A with Jo Ann Favia.” Jo Ann Favia CLU, ChFC
shared how to achieve a work/life balance and the advantages women have in the
financial services profession. In
addition, Sarah
J. Kaelberer, CFP, CLU, ChFC was featured in the same issue in “Women in
Insurance,” where she highlighted the growing presence of women in
the life insurance industry. MDRT’s 2012 president Jennifer A. Borislow, CLU
was featured in the September issue of Life Insurance Selling with her
thought-provoking article “The Next-Generation
Game Changers.”
Briggs Matsko, CFP, CRPC, authored “MDRT
Top of the Table Tips, A Retirement Planning Guide,”
featured in November on Producers eSource. Briggs discusses his strategy, “EASE,” to
help clients reach their financial goals. Phil Harriman continues to contribute
to MDRT and our profession on a variety of fronts, including his ongoing column
in Senior Market Advisor. See November’s
“Service
after the sale is just as important as the sale itself” for
some insightful advice from Phil.
As you take some time to catch up yourself, I encourage
you to read these great articles by MDRT members. Thanks to everyone who
represents MDRT in the media – this sort of activity makes our association even
stronger by helping current members and attracting others to join MDRT.
If
you are interested in contributing to an upcoming MDRT article, please contact
the MDRT communications
department.
Best
wishes for an exciting and successful 2012!
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MDRT Member Tips Rank at the Top of Industry Website
Donald Speakman, MSFS, CFP
Thursday, December 15, 2011
For the past several months, Top of the Table MDRT members have
had the honor of contributing to the Producers
eSource “Tips from the Top”
column on their website and monthly e-newsletter. These articles feature
actionable ideas and tips on how to build or improve your practice. They have
been some of the most-read and influential pieces on their website. In fact, two out of the last
three “Tips from the Top” articles have been the most popular.
As a
Top of the Table MDRT member, I am proud to have had the opportunity to submit the
most recent column, “MDRT
Sales Ideas: How to Engage Your Prospects.” In this feature I explain the
challenges we advisors face in building a relationship with a new prospect. I
also make recommendations for how to establish trust by openly and honestly
answering client questions. Your willingness to share your background and expert
insight right from the start will assist you in forming a long-lasting
advisor-client relationship.
If you are interested in contributing future
“Tips from the Top” successes, best practices and insight, please contact MDRT staff to share your ideas.
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