Supporting the career trajectory of agents - MDRT president Ian Green

With over 90,000 members around the world, the Million Dollar Round Table (MDRT) members in Southeast Asia make up an estimate of 30% of the membership. That equates to a significant level of professional knowledge, strict ethical conduct and exceptional client service surrounding us.

For those who are unfamiliar with the organisation (i.e., if you are consumer or someone who recently joined the industry), it is seen as the premier global association for financial professionals. And quoting a friend who was trying to explain it to me once, “It is the Hollywood of the insurance industry!”

Recently, Asia Advisers Network checked in with MDRT president Ian Green, and gathered his thoughts on the current MDRT landscape and how its members are a true testimonial to being resilient and hardened for success.

Being there for our members

“As an organisation we needed to be there for our members in good times and in bad times. MDRT is an organisation that has been built not only on strong financial foundations, but on strong moral foundations. So, we sprang into action and implemented what we call the Productivity Action Plan. This allowed MDRT members who were affected by the pandemic to return as a member,” Mr Green shared.

Ensuring MDRT members continue pursuing personal and professional growth, the MDRT Annual Meeting virtual event that was held this year comprised of over 200 different sessions. The sessions ranged from main platform speakers giving motivation, inspiration, and education. With focused sessions deep diving into topics that are targeted and unique, and Connexion Zone sessions providing more bite-sized pointers, members around the world got to experience all the features of MDRT from the comfort of their own homes.

With other MDRT brands like the MDRT Academy and MDRT Global Services joining in, Mr Green said the number of attendees this year grew to over 10,000 – more than 2020’s attendance of 8,000.

Unlike many industries that have fallen due to the pandemic, the outline of the life insurance industry remained strong, with many MDRT members thriving and improving their productivity. In 2021, MDRT has a total of 8,838 Court of the Table members and 3,561 Top of the Table members.

The figures in the top 10 countries have also increased from 2020 in 2021:

Top 10 Member Countries/Territories comparison (as of July 1, 2021)

Source: MDRT

Mr Green attributes the growth in life insurance to increased awareness from consumers. He said, “One of the positives that has come out of so many negative things happening is perhaps an increased awareness from the consumer, the general public all around the world of the importance of financial planning and, of course, within financial planning insurance.”

“It's also a testament to the spirit of MDRT members. MDRT members have always tended to look on the positive side of things, has always tried to make sure that their clients are put first, standing by ready to assist. And of course, you bring those two things together in the difficult last year and months that we faced, and this increased awareness of insurance has meant that the general public wants and needs to buy insurance.”

Onwards to 2021 and 2022

A great believer in simplicity and avoiding distraction and focusing on what matters most, Mr Green hopes that MDRT members and their families, friends, colleagues, and clients would all concentrate not only on their work but on their lives as well.

“We've all come to realise that many of the most important things in life are not actually things. The time we get to spend with our family and the things that we do outside of work have increased maybe in importance and focus for many of us during the pandemic.”

As someone with the name ‘Green’, things like ethical and environmental concerns are areas that he has worked on with MDRT throughout the course of this presidency. Taking the opportunity to rework the MDRT head offices while it is closed into an environmentally friendly workplace is just one of the initiatives he is focusing on.

Mr Green also gave members a final word of advice, “It's about serving the client and making sure if the client has what they want, if the client has what they need, then our success follows their success. There is no right way to do the wrong thing. Put the client first at all times, and eventually things like productivity and profitability follow through.”

Missed out on MDRT Annual Meeting? Here are the highlights:

MDRT Virtual Event Day 1: Into the future, to the next level

MDRT Virtual Event Day 2: Taking lead, making changes

MDRT Virtual Event Day 3: The times they are a-changing

P.S: Join 10,000+ financial advisers, leaders, and senior executives on our complimentary VIP Weekly Newsletter

For the full suite of stories and updates, always check in to our Facebook / LinkedIn. Click the following if you want to improve your sales, learn how to be a better leader, or you just need some motivation to kick start your engine.

Do you have a new product or programme to share? Or perhaps you are keen to explore any collaborations with us or our partners?  Reach out to us at Connect@AsiaAdvisersNetwork.com