It’s awards season again. I’m extremely grateful to the people who have contributed to the success – my clients, my family (both at home and at work) and my Heavenly Father. Some may be impressed with the accolades. However, although very satisfied with the results, I’m not overly excited about it. Here’s why.
For the uninitiated, membership to the Million Dollar Round Table (MDRT) is reserved for the top 5% of insurance professionals worldwide (according to some sources. Some other sources say 10% or even 1%). One achieves MDRT by selling a certain amount of insurance premiums. It is essentially a sales award – therein lies the problem. The criteria for this accolade does not take into account professionalism, sincerity nor financial expertise. It doesn’t even take into account ethics. Unfortunately I have seen too many “consultants” simply chasing the sale (sometimes to the detriment of their clients and neglect of their families).
To the credit of the MDRT organization, they do encourage adherence to a code of conduct and ethics. I also have no intention to belittle the achievements of my fellow MDRT qualifiers. It does take a certain amount of discipline and sacrifice to reach that level. To me, what is more important is not the sale itself but the process of uncovering and meeting the financial needs of the clients who trust me.
I encourage the consultants that I mentor to achieve MDRT early in their career. But how they go about it, trumps everything else. I would rather they take more time to achieve MDRT in the correct way than sell for the sake of the sale. MDRT is nothing if they do not advise clients from a heart of sincerity and a wealth of knowledge. I believe that as long as we go about our business in the correct manner, the accolades will come.
Therefore next time when someone boasts of being a member of the MDRT, let’s not be so easily impressed. Similarly, let’s not look down on consultants who have yet to achieve this accolade. Genuine desire to help clients is always more important than number of deals closed. In conclusion, is MDRT such a big deal? Yes it is – only if it is achieved by putting clients’ welfare ahead of the sale. Wouldn’t you agree?
