The first “P” of this business is “people.” Here we are today, gathered virtually from all over the world, united as one. And yet we are all unique. Each one is created individually. There is not a single person on this entire planet who is the same as you. We may speak different languages, but we are all here watching today because of one reason: We care about people. We were created to be in community with one another and to work together in harmony.
These past few months have shown us how critical and important community is. We were created to care for each other, to love each other, to share in the joys and the sorrows of day-to-day living. This business allows us to do that.
Our clients are unique. Each one has different needs, fears, goals and dreams. It is our job as advisors to listen to them, to connect with them, to guide them, to find common ground. It is our job to build relationships with our clients based on trust and integrity. It is our job to help them solve their problems, to protect their families, to give them the assurance that they will be OK when disaster strikes. You don’t need to be perfect or know the answer to everything; you just need to build strong relationships with your clients. If you build those relationships based on trust and integrity, you can work through anything with your clients, even COVID-19.
The second “P” is “purpose.” Every single one of us is unique and created for a purpose. In the last few months, our world has been turned upside down, shaken up, and life as we knew it is no more. Things we once thought important now mean nothing. People and jobs we thought insignificant are now the lifeblood of nations.
It’s no mistake that you are here today. Everything in your life has led to this moment. Why are you in this business? What makes you stay in this business? I remember well my first death claim. I had been in the business less than three years, and I received a call on June 20, 2008, from a widow telling me that her husband had died by suicide. I remember the immediate panic, wondering if the policy had been in force for more than two years and the intense relief in knowing that yes, it had been two years and eight months, and our company would honor the claim. I remember going to the bank with the widow and depositing the check because she didn’t want to do it on her own. My purpose that day was to bring her hope, to show her love in the midst of crushing sorrow, to let her know that she and her two young boys were going to be OK, that we would get through this together.
My purpose in this business is to secure people’s tomorrows so they can sleep well at night knowing that there is someone to help them and walk along side of them in the valleys. My purpose is to let them know that while weeping may last for the night, joy will come in the morning.
The final “P” of this business is “passion.” Passion is defined as strong, barely controllable emotion. Passion flows from the emotions we feel, whether that be joy or sorrow. Are we passionate about what we do? Passion helps us feel alive; it’s the fuel that keeps us going. It wells up within our soul and spills out to everyone around us. We need to share our passion with our clients. Passion is contagious! Clients want to see that you are human. They want to be able to laugh with you, cry with you, share in the joy of a new birth and the sorrow of a lost loved one.
Clients will never care about how much you know until they know how much you care. Be passionate! Get excited! This is an amazing industry! We save lives! We create lasting legacies and life-long memories. These are extraordinary times, and now, more than ever, the world needs passionate, caring advisors who put their clients first. MDRT is an amazing organization that we are all a part of. It doesn’t matter if you are at the Top of the Table or if this is your first meeting. As an MDRT member, you are part of this worldwide family that is passionate about sharing and caring for our fellow man. MDRT unites all corners of the globe. We are all individuals running diverse and unique practices, and yet we are all one.
Collectively, we can change the world one client at a time. So, remember your purpose and share your passion with the people you meet because this business is about people, purpose and passion.
Heather L. Meszaros, CHS, is a seven-year MDRT member from Whitehorse, Yukon, Canada. In addition to being an active volunteer at Annual Meetings, her past roles have included Office Efficiency Task Force Chair, Assistant Director of Registration and most recently Global Council Member for Member Resources Practice Management division. She spoke in the ConneXion Zone at the 2016 Annual Meeting in Vancouver. Meszaros is the chief operations officer for Tomorrow Financial Services Inc.
