MDRT Knowledge

 

5 steps to becoming unforgettable

Many people have the mistaken idea that building trusted connections is a time-consuming process, but it doesn’t have to be. The key is networking with confidence, building likability and trust by elevating your professional presence, and keeping connections alive through regular interactions. By investing just 5% of your time, you can strategically stay in touch. The result is that you will be top of mind whenever people need a referral.

Work the room with confidence

Confidence is at the core of professional presence, whether in person or virtually. Many of us have experienced the dazzling impact of working with a consummate professional or watching someone navigate effortlessly at a business event or on a virtual group conference call. You may wonder: Is confidence in their DNA? Are they extroverts? Are they fearless? Not necessarily. They’ve learned and practiced key skills to become confident, polished and effective.

Network with confidence

Introductions with impact: Before you meet someone, look them up on LinkedIn ahead of the event and connect with a personal note, “I look forward to meeting you at the conference next week.” Or ask the event coordinator if there is a list of attendees beforehand. Meet people with a smile and look them in the eye. With handshakes on hiatus, put your right hand over your heart and say, “I’m not ready to shake hands yet, but it’s great to meet you in person.” Offer your first and last name, as it’s part of your personal and professional identity. If your name is difficult to pronounce, think of a mnemonic device to help people understand or remember it.

If you’re meeting someone virtually, prepare by lifting your laptop so that it will be eye level with the person on the other side of the camera. A few thick books or an empty box works well. Have good lighting, test your mic and put a note on your door, “On a Zoom call.” Then, look into the lens and bring on that smile. Resist the urge to “talk to the screen.” Yes, you’ll notice facial expressions and body language, but people won’t feel like you’re actually looking at them. You can glance at the screen occasionally but then look right back up into the camera. It’s a subtle but significant way to connect with people.

Entering a conversation: Even with social distancing, you can “work the room.” Wait for a slight break in conversation or when people laugh and ask, “May I join you?” No need to apologize with, “Sorry to interrupt.” If you’re already in conversation, you can keep a safe distance and still welcome someone else. Extend your hand to bring them in, and say, “Come join us. We were just talking about …” People will remember this gracious gesture, which immediately welcomes them to be part of the group.

Exiting a conversation: Acknowledge what the other person has said, pause, and give a farewell gesture such as a quick wave, a tap on your own chest or take a slight bow. Then, add a parting comment: “Great to see you,” “May I connect with you on LinkedIn?” or “Good luck with your presentation.” And then move on. On video calls, say, “I promised our call would be 20 minutes, and we’re almost there. May I answer one more question for you?”

Practice the 60/40 rule: Talk less, listen more

What is our favorite thing to do when we meet a new contact? We talk about ourselves. The 60/40 rule means that you should spend 60% of the time listening to the other person and 40% of the conversation speaking about yourself. We all want to be listened to because it feels good. To make your new contacts feel good about themselves, you need to ask great questions and listen with full presence. When people walk away from a meeting feeling good about themselves, they remember both you and the meeting better — an efficient way to build your likability and trust.

Make the most of one-on-one meetings in person or online

Before any one-on-one meetings or business gatherings, take some time to research the people who will be there. LinkedIn is your friend, as it often includes a person’s awards, promotions and a list of the conferences they’ve attended. There’s no better way to make a great first impression than to approach someone you’ve researched and say, “Taylor, congratulations on your promotion!” They’ll be delighted that you’re interested and will naturally want to introduce you to others.

Be mindful of your words, as some can dilute and confuse your message. Examples include fillers such as “like,” “you know” and “umm.” It’s better to pause thoughtfully than to fill up the empty spaces with fillers. Avoid using words we say to avoid seeming aggressive, such as “just” (“I just have a quick question.”), “kind of,” “a little” and “pretty” (“I’m pretty prepared for the presentation.”).

Words to use include powerful phrases that give you authority, credibility and inspire others to have confidence and trust in you and your firm. Examples include “In my experience,” “Our firm is known for ...” and “Our most successful clients tell us ...”

Follow up after meeting a new contact with the seven-day golden rule

Out of sight, out of mind. The key here is to deliver your promises over a period of time. This way, you stay in front of them every week, biweekly, or monthly before you meet again.

Have a process to follow up after you meet someone. Everyone’s life is busy. Don’t assume that people will remember you after a wonderful conversation. If the relationship seems worth exploring in the future, pull out your smartphone to set the next meeting for 90 days later. And, in the next 90 days, have a plan to stay at the top of their mind. Otherwise, say thank you and move on. In our experience, fewer than 5% of people follow up after a meeting.

The seven-day golden rule means that within seven days of meeting new contacts, you should connect with them again. Send an invitation to connect on LinkedIn using a personalized invite if you’re not already connected. You can follow what’s going on in their world and vice versa. More importantly, their network is opened up to you. It will be easier to ask for strategic introductions once you have gained trust and respect in these new relationships.

Your network grows through confident and consistent interactions that build trust. By taking 30 minutes a week and 5% of your time to stay in touch with your contacts, your network flourishes and so will your net worth.

Create a 90-day action plan to stay in front of your centers of influence

After meeting new contacts, decide if they will become one of your top 10 centers of influence (COI) or your prospect list. Set aside 30 minutes each week to touch base with everyone on your COI list through interactions that don’t need to be time intensive. For example:

• Tag them on social media
• Invite them to an event
• Send a card
• Call, text or leave a voicemail
• Take them out for coffee, lunch or dinner every 90 days. If you can’t meet in person, have food or coffee delivered to them and schedule a video call.
• Send them a referral
• Connect them with another COI who serves a common niche

Thirty minutes over 90 days — or 13 weeks — comes out to 6.5 hours. Your target number of touches to each COI is at least once a week, or 13 times in 90 days. Ten one-hour meetings with your top 10 COIs takes 20 hours, including preparation and travel. Between your weekly touches and meetings, you’ll invest 26.5 hours, which is 5% of your work hours in 90 days.

12 ideas for prospecting

You built a client base when you started in the business. Maybe you smiled and dialed. You’ve gained success and qualified for MDRT, but you still need a prospect pipeline. Where will they come from?

Before we start looking at strategies, here’s the most important lesson to pass along. An experienced financial advisor in Northern California said: “You can chop down a tree with a hammer.” Yes, a chainsaw would be faster and easier, but persistence pays off.

Regardless of your time in the industry, many agents and advisors adopt a new strategy, almost get it to the point when it starts to bring in business, then say: “It’s a stupid strategy. It’s not working.” They abandon it. They put a series of failed strategies in place instead of sticking with one and tweaking it along the way.

Now let’s look at 12 ways to fill that pipeline. They all work, yet have pros and cons. The majority of these ideas came from advisors in the field.

1 Social media. The latest silver bullet. You put something out there and people will get in touch saying: “I want to do business.”
Pros: It’s cheap and popular. You build name recognition, establishing yourself as a subject-matter expert.
Cons:Many firms have restrictions on how you can use it. It’s a crowded field. LinkedIn listed 265,595 results when I entered the words “insurance agent.”

2 Referrals. Considered the best overall. Satisfied clients send along friends.
Pros: You aren’t calling strangers. The referral is usually pre-sold on you.
Cons: You can’t lean on clients for referrals. It only works if they want to tell your story.

3 Networking in the high-net-worth market.You join the right organizations, develop friendships and transition some to business relationships.
Pros: It’s a targeted, top-down strategy. If they are interested, they are automatically prequalified.
Cons:It has a long timeframe. It’s passive.

4 Public seminars. You send mailings to prospects’ homes. People will attend if the topic is timely.
Pros: You get immediate results.
Cons: There are overhead costs to build an audience and host the event.

5 Cold calling. Although rules have changed regarding cold calling in many countries, it still produces results.
Pros: It’s an activity you can do during the daytime. Your firm likely provides scrubbed lists.
Cons: Many countries have laws against this. In others, it’s culturally offensive to call people at home for business.

6 Client/prospect dinners You invite a couple of clients to dinner. They each bring a friend. Business isn’t a major conversation topic. Everyone leaves liking each other. People do business with people they like.
Pros: The guest is pre-sold on the advisor by the client.
Cons: Some clients show up without a guest because they aren’t good at telling your story.

7 Prospecting business owners. They often have money, need insurance products, are easy to find and make decisions quickly.
Pros: Business-to-business calls are generally not prohibited under do-not-call rules.
Cons: Business owners usually have a very effective screener answering calls.

8 Speaking engagements. You bring a compelling, public interest topic to homeowners associations and other groups that provide meetings or activities for members.
Pros: Someone else assembles the audience. You can target professionals.
Cons: Getting access can be tough if they think it’s a sales presentation.

9 Mailings. They build name recognition. It’s a numbers game.
Pros: It works with high volume and repeated mailings.
Cons: The reply rate is very low. High volume means high expense.

10 Asking friends for business. In 2013, the New York Times ran an article making the case the average American knows about 600 people. Do they know what you do?
Pros: You are increasing your professional visibility among people who like you.
Cons: It’s a long-term, passive strategy.

11 Newsletters and e-newsletters. You have a list of interested people. Every few weeks, they hear from you with articles giving general financial advice or addressing lifestyle topics.
Pros: You build name recognition and stay top of mind.
Cons: It’s a passive strategy. It’s difficult to drive results.

12 Radio and TV advertising. You’ve seen local public television shows sponsored by a financial advisor. You’ve probably heard ads on drive-time radio.
Pros: You reach a large audience. Cons: It’s expensive and needs to be repeated often.

These 12 strategies each have reasons why they work along with why they don’t. Fortunately a workaround can usually be found.

 

12 sa12 Sales ideas to impress

Hold your calls

When you meet with a client or prospect at your office, after you have welcomed them to the firm, turn to your receptionist and tell them to please hold all of your calls. This lets them know they will have your undivided attention and you are a professional.

— Brad J. Myer, South Jordan, Utah

Tailored gifts

Send out parenting magazines to new parents, ice cream gift cards for kids’ birthdays, golf balls with clients’ names on them and chocolates with the clients’ company logos on them. It’s about valuing the clients and their companies.

— Ashok Sardana, Dubai, United Arab Emirates

Vacation surprise

For clients going on vacation for a special occasion, such as a birthday, I surprise them with something in their room when they arrive. It could be something simple like a mid-afternoon snack or bottle of wine. It sets you apart because you not only listened but took action, and they wind up talking about you during the trip.

— Thomas J. Henske, CFP, ChFC, New York, New York

Donate

Thank the person who has given you a referral by giving a donation to the charity of their choice.

— Clay Gillespie, CFP, CIM, Vancouver, British Columbia, Canada

Riding in style

Transport clients to your office with ride-booking services, such as Uber. Clients feel like celebrities when that car comes to pick them up and is waiting downstairs. Plus, it costs me less than it would to validate their parking downtown.

— Ali Hashemian, CFP, MBA, Los Angeles, California

In the news

Give clients a newspaper from the day they were born, which you can get from specialty sites. We use it as gifts for birthdays and retirement parties. We add a little letter to summarize what was going on in the world at the time — famous movie stars, stock market levels, etc. It’s worked absolutely fantastic for us, and the clients keep these forever because it’s unique.

— Michael Morrow, CFP, MBA, Thunder Bay, Ontario, Canada

For the fun of it

Invite your top 150 clients to client appreciation events with champagne receptions. When we hold the event, the evening is not about business. After we spend a few minutes welcoming everyone and letting them know how much we appreciate them, we move on to the fun. We offer unforgettable entertainment, such as magic shows or opera singers, and a good buffet so clients can mingle with each other as well as our staff.

— Chris Leach, Dip PFS, Cardiff, Wales

Care about their families

When proposing insurance plans for existing clients, offer advice in advance for their young children. For example, at the time of a portfolio annual review you may say, “Your child becomes 15 years old next year. In my experience, wise parents get the first adult insurance plan for their children when they turn 15.”

— Yu Jae Lee, Seoul, Republic of Korea

Social media

See what clients are up to on Facebook, and notice opportunities for helping them. For example, two of our clients unfortunately suffered broken bones and posted about it online. I was able to send them each private messages saying we had already arranged their income protection claim forms, well before they even had time to think about me or my office. Clients are impressed by this level of proactive service.

— Peter Jason Byrne, Coorparoo, Queensland, Australia

Milestone parties

Throw platinum clients surprise parties for milestone events, such as birthdays and retirements. We get a list of all the friends and family they want to invite, along with their contact information. We handle the invitations, book a room in a nice restaurant and hire a photographer. We follow up with attendees with thank you letters and photos of the event. No business is discussed. But ultimately the client tells us about everybody in the room, giving us new opportunities in a relaxed environment.

— Brian Murray, Phoenixville, Pennsylvania

Tiffany dinners

At the end of the year, we hold our client Tiffany dinner, where everyone who provided a referral receives a Tiffany wine glass. The glasses are about $30 each. If you want to see an excited group of clients, pile up a bunch of blue boxes at the front of your annual dinner and see what happens.

— J. Leland Davis, LUTCF, Greenwood Village, Colorado

Friendlier meetings

Create a menu of coffee and teas for clients, which warms them up. I also prefer a round table when talking with clients because it feels friendlier.

13 ideas to increase your business

PAY YOURSELF FIRST
Here is a way to overcome call reluctance: actually pay yourself cash for making calls. Think of it like a reward you have earned —instantly. First, go to your bank and obtain $100 bills or whatever denomination will get your juices flowing. Second, go to your happy place and start making your calls. For every live conversation, pay yourself one of the bills. You have to earn the money, otherwise it rolls over or you give it away. (You make the rules; however, they cannot be broken.) It works even better if you do this with a buddy to hold each other accountable. Third, enjoy the reward! This psychologically reinforces the positive behavior.
— John F. Nichols, MSM, CLU, Chicago, Illinois, 17-year member

LEVERAGE THE FOUNDATION

During the fact-finding session with clients, don’t forget to ask them about their charitable interests and if they are involved with a nonprofit organization. As an MDRT member, you can sponsor charities by applying for a grant from the MDRT Foundation. Wouldn’t it be great if you could sponsor a charity one of your clients is involved with?
— Ana Sofia Rodriguez, MBA Panama City, Panama, 12-year member

WHO’S YOUR IDEAL CLIENT?

Take a moment to clearly and thoroughly define who your ideal client would be. Once you can fully articulate who this is, start thinking about other professionals who would also do business with this same ideal client. Plan on meeting with these other professionals to see how you can help each other get in front of more of these ideal clients.
— Joe Thomas, AIF, Birmingham, Alabama, 5-year member

I tell clients, “I’m not here to make you money; I’m here to provide a solution to preserve your money.”
— Michael Yen Pon Wan, FChFP, Hong Kong, 16-year member

FIND A USEFUL HOBBY
To find new ways to connect with clients, try to develop a hobby that will enable you to:

1. Find new friends, who could turn into prospects.
2. Have something to share with your clients as a talking point, giving you a reason to make contact. My hobby is photography — I am able to share the pictures I take with my clients in a very unassuming and unthreatening fashion. This helps keep me in my clients’ minds so if there is a need for anything in relation to their finances, I am the first person they think of.

— Caroline Kheng, ChFC, Singapore, 19-year member

ATTEND THE FUNERAL

I generally average 20 death claims in a year, and I have dealt with many of those clients for more than 30 years. I have always felt that if I worked with these clients to ensure their families will be taken care of upon their death, then I want to ensure I am there to take care of their families. Also, after 30 years, these people become more than just clients; they become friends. Thus it is my practice to try to attend most funerals and celebration-of-life events. I feel it helps the widows to know I am there to take care of them. Their families see me, and I get a chance to meet those I have not had the opportunity to meet in the past. It is also a chance for me to say goodbye to someone who I worked with for a long time and pay my respects.
— Beth Lachance Hesson, CFP, CLU Midhurst, Ontario, Canada, 23-year member

PUMPING IRON
I talk to my clients about fiscal planning and saving using an analogy of weightlifting. No one walks into the gym and throws 400 pounds on the bar and bench presses it. You might have to start with the bar or a few smaller weights, and those are going to hurt for a while. But soon it doesn’t hurt, and then you don’t feel it at all. That’s when you add more weight to the bar. In our case, you can do it through automatic retirement withdrawals or monthly/quarterly premium payments. That saving will hurt at first, but when it doesn’t, add more. That way, in 10 years, you will look back and you won’t believe how much money you have saved.
— Brendan Clune Walsh, Detroit, Michigan, 6-year member

I use the long plane ride home from the Annual Meeting to plan how I’ll implement what I’ve learned. When I get home, I do my planning in early July for the business when the ideas are still fresh in my head.
— Dominique Schuh Gympie, Queensland, Australia, 5-year member

BUSINESS CARD FOR THE FAMILY
After closing a sale with a new client, I give them another business card and say, “I gave you my business card the first time we met — that one is for you, and this one is for your family. I haven’t met them and they haven’t met me. Please give them this card and tell them to give me a call if anything happens to you.” This makes the clients happy and could lead to a new sale with family members down the line.
— Sherry Lee Ong, Manila, Philippines, 6-year member

BIRTHDAY CAKES
I send birthday cakes to almost all clients. I’ve found that clients not only enjoy receiving the cake, it reinforces the feeling that I care about them. There’s tiering — so if a client pays a higher premium, their cake is nicer. I customize each cake with “Happy birthday (name) from Tim and your Philam Life company.” Clients unfailingly share this online with social media, which creates more visibility for us. Some clients look forward to the cake each year, to the point where their families say, “I don’t need to buy a cake for the birthday; Tim will send one.”
— Timothie Williamson Sy Bacolod, Philippines, 5-year member

NO STRINGS ATTACHED
A lot of banks advertise gifts for opening an account; however, when you go to open up the account, they make all sorts of stipulations of what you have to do. You have to open the account. You have to set up automatic deposits and you have to wait a couple of months before you get the freebie.

We decided to send that kind of gift to high-net-worth individuals, but with no strings attached. We simply included a letter saying we’d love to meet them, but there is no obligation to purchase a policy or even schedule a meeting.

They get to keep the gift regardless. Invariably, most people we send this to are very curious and give us a meeting anyway, and from those meetings, we get quite a few sales.
— Elli Schochet, CFP Toronto, Ontario, Canada, 18-year member

ANNUAL PLANNING MEETINGS
I never hold annual reviews for clients anymore, and it has been transformative to my business. In its place, I now have an annual planning meeting. If you review a client, it automatically sets up the idea that you are reviewing what has already happened. You can’t do anything about that. By contrast, in an annual planning meeting, we’re now having an actionable, forward-looking meeting. It’s made an unbelievable difference.
— Jeremy Mark Wellington, Dip PFS, Dip CII Truro, England, 6-year member

REFERENCE THEIR PARENTS
When talking with millennials, I reference their parents. I ask if their parents are still working or retired. If a millennial says, “My parents are still working,” I ask, “When you’re in your 60s, do you want to still work like that?” Or, if their parents are done working, I ask, “Don’t you want to be like them and enjoy retirement?”

Why do we get objections? Objections come to us in many forms:

 • “I have no time to talk.”

• “I am not interested.”

• “I already have an advisor.”

 • “What are you going to try and sell me today?”

• “I don’t need life cover or a pension.”

• “I’m not sure.”

 • “I’ll have to think about it.”

 • “I’ll be dead by the time I’m 65.”

• “I’m much better off in a deposit account.”

 • “I’m not meeting you; it’s raining.” (Yes, that’s a genuine one I’ve had!) Before we can effectively handle objections, we need to understand why we are hearing them in the first place.

Objections are thrown at us for several simple reasons:

 • It’s an excuse to get rid of us easily.

 • It’s because of fear.

 • It’s a need for us to explain further.

 • It’s a genuine concern that needs addressing.

If we can understand which objections fall into which category, then it is much easier for us to handle the objection efficiently and effectively, without, of course, leading to a further, different objection.

So, what are the excuses? “I have no time, I’m too busy” or “I’m not interested” are what I would term “excuse objections.” The client has probably had many phone calls like ours before and has successfully avoided meeting financial advisors by using these objections. That is until now!

“What are you going to sell me today?” “I don’t need life cover or a pension.” “I’m not sure.” Well, these are fear objections. The prospects do not comprehend what we can do to help them, and they are fearful of taking the next step and attending a fact-finding meeting with us.

“I’ll have to think about it” is a classic objection in which we have not explained ourselves to the level required. The prospect is essentially saying to us, “Please explain a little more about what you do for me and it will be enough for me to say yes!” We just need to recognize this and deal with it.

 “I already have an advisor.” “I’ll be dead by the time I’m 65.” “I’m much better off in a deposit account.” These are examples of genuine concerns. They are issues that the prospect or client has that will remain a barrier to proceeding further unless they are addressed.

 I know that there are many more objections that we have all heard, but they all fit into the classifications I’ve highlighted in the slide above. [visual] As I hear a new objection, it is important to classify it into one of the four mentioned. By doing this, we will have a much better understanding of what we have to say in order to deal with the objection efficiently.

 Now then, we know that an objection has been raised, and we know which type of objection it is, so how do we go about handling it?

 I want to show you a method that I have been using and developing for 10 years. It has now become a part of my personal and working life, and I don’t even think about it anymore. It’s just there and it works! I call it “F.A.C.E. objection-handling method,” and I want to show you today how you can use it too. “F.A.C.E.” stands for the following:

 • F: Foundation

 • A: Agree

• C: Congratulate

• E: Empathize

We can handle any objection that comes our way by incorporating F.A.C.E. So let me explain. We are in Cog 1—making appointments. Let’s say we are on the telephone to a prospect we would like to meet. We will start by introducing ourselves, what we do, and how we can help them, and we will throw in an incentive, or what I call a carrot, to get the prospect to bite at the appointment. We will then suggest a time and a place to meet and await the response.

 MDRT is a global organization made up of life insurance and financial professionals that exists to provide:

1.        Networking. 

2.        Education.

3.        Personal growth. 

4.        Professional development.

5.        Observing ethical standards. 

6.        Exceptional client service.

Are you constantly seeking ways to grow your life insurance business?

It may be time to consider membership in the Million Dollar Round Table (MDRT). 

You’ll be among good company – top life insurance producers all over the globe enjoy the myriad benefits of membership.

Here’s what you need to know about how you can become an MDRT level life insurance producer in 2020.

We’ll cover the requirements for membership, the eligible life insurance products and the advantages of being a part of this exclusive group of life insurance producers. 

Let’s dive in.

What is the Million Dollar Round Table (MDRT)?

The Million Dollar Round Table, or MDRT, was founded in 1927 as an independent, global organization made up of the world’s foremost life insurance and financial services professionals.

It has 72,000 members in 72 countries, representing more than 500 of the world’s top companies.

Not just anyone can be a part of such an organization. Becoming an MDRT level life insurance producer is a distinction that will elevate you above your competition.

The focus of the MDRT is on these six elements: 

1.    Networking. 

2.    Education.

3.    Personal growth. 

4.    Professional development.

5.    Observing ethical standards. 

6.    Exceptional client service.

Since the MDRT only recognizes high-achieving life insurance producers, your membership will ensure you’re well-respected and esteemed by your peers.   

Continuing education perks

MDRT recognizes that ongoing education for MDRT level life insurance producers is crucial for continued success.

The organization facilitates this goal by holding several meetings each year (where members can attend trainings and workshops) and provides an extensive library of resources that members can use for their continuing professional development.  

MDRT gives back

Paying it forward to society is another important mission for MDRT. 

The MDRT Foundation is a philanthropic branch that supplies funds to worthwhile nonprofits across the globe. 

Some of the more well-known organizations the MDRT supports are The Salvation Army, Habitat for Humanity and Make-A-Wish International and others.  

How to qualify for MDRT

What are the life insurance sales avenues to consider in order to qualify for MDRT?

Here are the life insurance sales avenues to consider if you want to qualify for MDRT:

1.        Foreign national life insurance

2.        Retirement seminars

3.        Marketing to physicians

Now that you understand how prestigious an organization the Million Dollar Round Table is, you may be wondering how you can join the ranks of other MDRT level life insurance producers.

These are some of the life insurance sales avenues you can consider in your quest to qualify for MDRT.

 1. Foreign national life insurance with no location stipulations 

This is an ideal solution for clients who don’t live in the U.S. but would like a United States-based life insurance policy.

These types of policies are referred to as “no nexus,” which means that the client can live somewhere other than the U.S. and still buy American life insurance.

 2. Retirement seminars

It’s always a good idea to think outside the box. Part of that is meeting your prospects and clients where they are. 

Putting on retirement seminars is a way to educate your clients about one of their most pressing areas of concern.

It can be lucrative for you and set you up for membership in the MDRT.

 3. Marketing to physicians 

Though the thought may make you apprehensive, the reality is that – with the right touch – you can have a lot of success and become a trusted resource for physicians.

MDRT requirements for membership

What are the requirements to become an MDRT level life insurance producer?

The requirements for becoming an MDRT level life insurance producer involve effectively selling:

1.        Life insurance.

2.        Accidental death and dismemberment.

3.        Disability and other forms of insurance. 

4.        Annuities.

5.        Health insurance. 

6.        Mutual funds and other securities. 

7.        Fees earned from financial planning.

It should come as no surprise that such a distinguished organization would have some stringent requirements for membership.

Your suitability for membership is based on how effective you are at selling these seven types of insurance:

1.    Life.

2.    Accidental death and dismemberment.

3.    Disability and other forms of insurance. 

4.    Annuities.

5.    Health insurance. 

6.    Mutual funds and other securities. 

7.    Fees earned from financial planning.