So, MDRT to Top of the Table in four minutes — “Impossible,” I hear you say. “It’s crazy! You’ll never make it.”

Well, it is possible, it can be done, and I will do it. 

So, let’s start.

First, let’s list the factors that can affect productivity and therefore the level of MDRT qualification:

• Activity
• New clients — referrals
• Existing clients and development — segmentation
• Language

If we only see one client or prospect a week, then how can we hope to be the best, most productive version of ourselves? So, activity is crucial.

Our activity is determined by a few factors, but a big factor in increasing productivity is referrals. If you continue to see clients who have approximately the same net worth and income, then your results are going to be the same. So, upgrade your clients, and ask those new clients for referrals.

Tell your prospects at the start of the meeting that you will be asking for referrals. You see, often it’s not what we do at the end of the process that determines our results, but rather what we do at the beginning.

If we see a better quality of client, then our skills will automatically have to improve because we are dealing with different issues on a larger scale. Our skills will improve naturally, as will our knowledge. Our confidence will therefore increase, and our ability to close the case will improve also.

We are now well on our way to Court of the Table.

Not many clients in my experience take out each and every plan that you recommend for them at the first meeting. However, our existing clients are advocates. They believe in us, they trust us, and they know we make a difference in their lives. Is it easier to recommend a top-up on life assurance or an increase in pension or investments to existing clients or to prospects?

I recommend we see our Top 20 percent of clients at least three times a year. Yes, three times. Why? Because you are planning the next stages of their financial lives every four months. I guarantee you will do significant business with them at least one out of three if not two out of three times.

How do we know who are our Top 20 percent of clients? How much income do they bring into our business? If we can undertake this exercise, find out the answers to those questions, it puts us in a much stronger position to give our top clients even better service, which in turn leads to higher productivity and even more records broken within our business.

We are now well on our way through Court of the Table and approaching the Holy Grail: Top of the Table status.

Finally, the language and phrases we use with clients make all the difference to our success. I’ll share one such phrase that I use, and you are welcome to start using it too. When a prospect asks me what I do and isn’t satisfied with my usual answer, I ask them a question: “Mr. Client, what is your biggest worry if you die or get sick or have to stop working tomorrow, or on the day your child tells you they want to go to college? And, Mr. Client, you have to answer with only one word. 

The client always says, “Money. My biggest worry is money.”

“Well, Mr. Client, you asked me what I do. I’ll tell you. I look after your worries so that they disappear. My job is to take care of your biggest worries.”

Boom! Imagine the impact this has on a prospect. Now we are at Top of the Table level.

How do I know that these methods work? Well, in 2010 I was MDRT. In 2011 I was Court of the Table. And in 2012 I achieved Top of the Table and have remained there ever since. How did I do it? Well, I’ve just spent the last four minutes giving you my story. So, if I can do it, you can do it. MDRT to Top of the Table in four minutes.