Help prepare baby boomers; MDRT in Louisiana and Tennessee October 23, 2007

In This Issue:  SALES IDEA: BUILD INTEGRITY WITH YOUR CLIENTS  MDRT BLOG: HELP PREPARE BABY BOOMERS  GENERATING EXTRAORDINARY SALES THROUGH SIMPLE MARKETING  MDRT IN LOUISIANA AND TENNESSEE  MEMBERSHIP BENEFITS: DID YOU KNOW? SALES IDEA Build integrity with your clients Because of word-of-mouth referrals, satisfied customers can be the best advertisement for your business. However, building and maintaining integrity is not a task that can be achieved overnight. Cultivating a reputation of integrity and honesty requires your ongoing dedication and resolve. By doing so, your practice will continue to grow and prosper. Below are some important fundamentals to remember when building integrity within your practice: Get organized for compliance. Make your files your friend. Use your experience to design simple forms for recording information, and document every conversation and meeting you have with clients. This will save you time and headaches in the future. Be a leader in compliance. Get the best, most up-to-date training that is available. Lead by example, and create an atmosphere where honesty and integrity are valued. Communications should be clear, prompt and courteous. Delays and misunderstandings can mean damaged trust with clients. Fairly represent yourself and your products. Don’t create false impressions, and work hard to avoid misrepresentations. Teach your clients. You are a resource consumers are seeking for the right solutions. Honor that trust by providing clear, understandable information about even the most complicated products. Practice needs-based selling. Every recommendation should be made based on an analysis of the client’s goals, needs and what they can afford now and in the future. Practice greater professionalism. Keep up with current compliance requirements, participate in continuing education and engage in fair competition. From the 2006 “Proceedings” of Brian K. Atchinson, executive director of the Insurance Marketplace Standards Association, from Bethesda, Maryland. To learn more, read the entire session: Selling Well – Selling Right. MDRT BLOG Help prepare baby boomers Share your thoughts this week on the MDRT Member Blog. This week’s blog post, from W. Thomas Spencer Jr., CLU, ChFC, a 30-year MDRT member from Sudbury, Massachusetts, discusses the media buzz surrounding the first baby boomers in the United States applying for Social Security. He also explores how financial professionals can help baby boomers prepare for retirement. Join the discussion by visiting the MDRT Member Blog today. GENERATING EXTRAORDINARY SALES THROUGH SIMPLE MARKETING Join Brad Elman, CLU, a 15-year MDRT member from San Jose, California, and strategic marketing consultant Maribeth Kuzmeski, MBA, RFC, as they discuss the secrets and benefits to developing your own personal brand identity during the next free MDRT Web seminar. The event will be held on Thursday, November 15, from 1 p.m. to 2 p.m. EDT. Register in advance for the event by clicking here. MDRT IN LOUISIANA AND TENNESSEE Lafayette, Louisiana John R. Milam, CLU, a 24-year MDRT member from Knoxville, Tennessee, will speak at the Acadiana AIFA meeting in Lafayette, Louisiana, on Thursday, November 1. To make your reservations for this event, please contact Ken Barton at (337) 412-0723. Memphis, Tennessee Guy E. Baker CLU, MSFS, a 37-year MDRT member from Irvine, California, will speak at the Memphis AIFA meeting in Memphis, Tennessee, on Friday, November 9. To make your reservations for this event, please contact Scott Jordon at (901) 758-1321. MEMBERSHIP BENEFITS: DID YOU KNOW? Less than 1 percent of producers worldwide qualify for MDRT membership. MDRT membership is a coveted career milestone that signifies excellence and brings deserved recognition. Continue your relationship with MDRT and achieve the recognition you deserve. On November 1, applications for the 2008 MDRT will automatically be sent to all 2006 and 2007 members. Return the application as soon as possible, so you do not miss out on any of the benefits. If you know of others who could be part of this prestigious organization, they may request an application by phone, fax or through the MDRT Web site. DISCLAIMER and COPYRIGHT STATEMENT MDRT Copyright Statement All material is owned and copyrighted by the Million Dollar Round Table. All rights reserved. Disclaimer MDRT is not liable for claims or damage arising in any way from information contained in, or transmitted via this e-mail or its Web site or in connection with the access to or use of this e-mail or its Web site, including damages arising from viruses, defects or malfunctions. Please do not reply to this e-mail. If you would like to contact MDRT, visit http://www.mdrt.org/about/contact.cfm or e-mail info@mdrt.org You are receiving this e-mail because you're an MDRT member. If you wish to unsubscribe to all MDRT e-mails, visit http://www.mdrt.org/mail/unsub.cfm?email=&w=enews Important Notice: Some or all of this communication may be considered advertising. MDRT: The Premier Association of Financial Professionals

About MDRT Million Dollar Round Table 325 West Touhy Avenue Park Ridge, IL 60068-4265 USA Phone: 847.692.6378 Fax: 847.518.8921 E-mail: info@mdrt.org Web site: www.mdrt.org POWER PHRASE "The difference between success and failure is that success means getting up just one more time than you fall down." William Van Winkle, CFP, MSFS Tinton Falls, New Jersey

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