Exposure to big ideas multiplies your mindset. When I came to MDRT the very first time, I was exposed to all these ideas, and they multiplied my mindset. I’m going to give you three bullet points that tripled my production in just two years.

1. Collaborate with specialists. When I was at my first meeting at MDRT, I was talking to all those successful advisors who’ve been Top of the Table, even 10 times Top of the Table, for many, many years. And I asked them, “What is the reason for that success? What is the reason that you are continuously there at Top of the Table?” They told me a very good, very easy concept: “It’s who, not how.” I learned how to collaborate with the specialist. As you all know, nobody can do everything. Of course, I wanted to do a lot, but I couldn’t do everything. So, I learned that I don’t have to know how to do it all; what I need to do is find out who can do it for me. Collaborate with the specialists, hire the specialists, bring the specialists on your team, use their expertise, and then you can go to that level, and that will shorten the gap.
   
   I collaborated with specialists, brought those people on my team, used their expertise, and then I got those big cases, which I could never get just on my own. So, that was a very big thing in my practice. When I came to my first MDRT meeting, I didn’t even have one person on my staff. I learned from MDRT members that you should only be doing what you are good at. So, hire assistants, and collaborate with the people who are best at what they do. Now, I have three assistants. They keep me fully organized, and I am only in front of the client doing the best that I can do.

2. Hire a coach. I was going crazy at my first meeting. I was talking to everybody. And then what I found is that most successful advisors have coaches. I had no idea why they have coaches. I thought maybe a professional athlete needs a coach or maybe a professional musician needs a coach. I never knew that I would need a coach. But when I heard from them the importance of a coach, I realized that coaches manage your success. They monitor you. They motivate you. They count your numbers. There is somebody who is always there for you. The moment I returned home, the first thing I did was I hired a coach.
   
   I had two coaches. I had a tactical coach as well as a professional, strategic coach. That really added lot of value to my practice, and business immediately started going up.

3. Ask for help. MDRT is the home for help. This is the place where anybody sitting to the left of you, right of you, behind you or in front of you is either at your level or higher than you.
   
   Everybody comes here with a mindset to give ideas or take ideas. Even 20-, 30- or 40-year-old members are so ready to take your ideas and give you ideas. When I was here, I would talk to anybody. Whether I was in the elevator or at a bar, lunchtime, coffee table, I would not miss even one minute to talk to them about what brought them here and what’s keeping them here even now. That was a great thing. And trust me, everybody was very open to that.
   
   The first time I was here, I even created my own study group. I had no idea what a study group was. On the second day of my meeting, I learned there is something called a study group. I read about it the whole night, and I made some nice friends. Five of us created a study group. All five of us track each other’s performance; we help each other. And all five of us are growing with each other.
   
   MDRT is the home of the ideas. If you come to these meetings, you will get a lot. This can really add a lot of value to your practice. When I was going back home on the plane, even in the taxi from the hotel to the airport, I made sure I was with somebody who was Top of the Table. I just tried to pull in the same taxi. I reached the airport; I was talking to somebody. On the plane, I was sitting with somebody and talking. Then I landed in Toronto, and my mindset was totally changed. I was a different person.

The first time I came to MDRT, I was an MDRT qualifier. The second year I was Court of the Table. The third year I was Top of the Table. And this is my fourth year where I’m already Top of the Table but double the production. This is only because of MDRT. This is only because of the great, great, great people around us who are ready to share and give anything. I suggest everyone take the best out of this time and talk to everybody. That changed my mindset, so it can change your mindset as well.