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When faced with events and circumstances that will inevitably surface throughout your financial services career, Blake identifies ways to stay focused on your mission and adjust the tactics needed to protect your well-being while effectively serving your clients. 

Blake helped the founder of a charity that received an MDRT Worldwide grant (Ukulele Kids Club) pursue their vision through introductions to clients and centers of influence. In this short time, we have made tremendous strides, including securing a commitment from Give Kids the World Village to establish an ongoing music therapy program in 2018 for the children, showcase presentation at an insurance conference in front of 200 insurance producers, a keynote speaker engagement at a private dinner with top donors fundraiser at a Texas Children's Hospital and an active dialogue with a Hawaii Medical Center to establish a MT program and private fundraising event. Blake has been introduced to CEOs of hospitals, heads of local charities/foundations, corporate donors supporting these events, celebrities, television and print reporters, and he believes this ability to meet centers of influence is something MDRT members should know.

Recent technological advancements allow producers with large corporate clients to offer supplemental disability insurance on a voluntary basis without having to increase staff or develop communication materials. These offerings allow participants to select coverage under preferred terms (no medical underwriting, permanently discounted rates) using personalized, web-based proposal/educational materials. In this session, Blake discusses the range of services offered through these systems and how to introduce this service to corporate clients with group insurance or leveraging existing relationships with highly compensated executives.

You efficiently achieve Top of the Table as well as better serve clients who are the best fit for you by scaling your practice and specializing. Top of the Table qualifier David Blake, of New York, discusses how he works with doctors by understanding what they need and how to reach them.

Top of the Table qualifier David Blake discusses how he has increased his business and well-being through helping in communities and meeting centers of influence.

MDRT members David Blake from USA, Gregg Mannette from Trinidad and Tobago and Meila McKitty Plummer from Jamaica share ideas, actions and strategies they have implemented during the pandemic. David shares how he has maintained his productivity with the pandemic situation. He also talks about consumer attitudes and how they have changed. Plus, he explains how he has adapted his scripts-discussions with clients to these current attitudes. Meila highlights the situations she has faced with clients who wanted to cancel policies in these uncertain times. Meila also talks about how she has remained motivated and how she is handling it in the personal and professional sphere. Gregg focuses on how training has been a key factor during these times. He also highlights ideas on how to get referrals through virtual meetings, and role plays various client scenarios.

David Blake and Pamela Sams share the out-of-the-box prospecting techniques, including social media marketing and philanthropic involvement, that they use to build their client bases.

Blake shares how members can utilize the MDRT Foundation' offerings to benefit their communities and the world at large. He also identifies the work he has done with the organization, from sending dentists to mountain villages in Honduras to providing access to therapists for New York firefighters dealing with 9/11-related PTSD.

By looking at your practice as a manufacturing company and considering all of the steps involved in creating the final product, you can scale and step away from roles that don't maximize your skills and time. Blake helps you define your process to develop an assembly line of clients that increases your efficiency, sales results and client satisfaction.

By focusing your time and energy on a specific market, you can distinguish yourself as the recognized resource who is best suited to address clients’ risk management and investment concerns. Limiting your vision to serving a specific community allows you to use your time more effectively, develop a familiarity of their business rhythms and challenges, and improve your visibility and referral opportunities. In this session, you will learn about the issues associated with identifying a vertical market that fits your personality and how to leverage this access to create secondary sales and collaborations with companies servicing the same market.