MDRT President James E. Rogers, CLU, CFP Wednesday, January 11, 2006
It is no coincidence that the most successful financial service practitioners are often the most professional.In our business, we must be on top of our game, with everything from superior product knowledge, marketing and sales skills, to competent office and practice management abilities.Even seemingly small things such as office surroundings and staff, business cards, and client statements reinforce the image and message we want to convey.
As the premier association of financial professionals, MDRT members represent the best of the best in terms of sales and service leadership.But should we do more to promote the professionalism of our members?
What do you think?
How can we, as an association, better convey our collective professionalism and unique stature?
Do you think designations are essential to give the impression of professionalism to our prospects and clients?
Should MDRT encourage its members to obtain a professional designation (e.g. CLU, ChFC, CFP, etc.)?How?
How does adhering to the MDRT Code of Ethics enhance your professionalism?Should we make more of this membership requirement?
Richard Paul Shaffer, M. B. A., F. I. C. F. Tuesday, February 7, 2006People buy the Agent because the Agent has formed a relationship with the client. It has nothing to do with designations. They buy from you because they like you and trust you and feel you understand their situation better than any one else. You do this by listenting to the client's wants, goals and dreams. It has zero to do with the Agent. It is all about the clients, wants, needs and goals that sell products. I have had competitions with Agents who had all the credentials you can have. 99% of the time the client will go with the Agent who has the best relationship with the client. You blow the competition out of the water every time by forming a better relationship with the client than the other Agent.
READER COMMENTS
Lee Clarke Friday, January 27, 2006After many years, during which my professional body has changed my designatory letters around 4 times my clients and prospects are none the wiser. They want an adviser they can trust. There are no designatory letters to indicate this and never will be. However I find they are very interested in the MDRT requirement for ethical and honest behaviour.
I have started asking clients to send me a testimonial using their own words. On the rare occasion I meet someone who has not been referred I send, or email, some relevant testimonials. This has had an amazingly positive effect.
MDRT could keep a sample of members' testimonials as an example of the things clients say. This might inspire other members to ask for testimonials.
READER COMMENTS
Edward Dee Hinds Thursday, January 12, 2006Yes, members should be encouraged, not required, to obtain a designation. Perhaps The American College and the Financial Planning Board could give credit towards ChFC or CFP for MDRT membership. Or, perhaps an arrangement could be reached with the International Association of Qualified Financial Planners to give MDRT members rights to the QFP designation.
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