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September 15, 2004 at 08:00 PM
Trepidation often accompanies the start of something new and different, like a flutter at the beginning of an endeavor that stretches you in creative and meaningful ways.
So, I have to admit I had a slight bit of trepidation regarding the very first Life Insurance Sales Mastery Forum, the joint conference put on last week in Orlando by The National Underwriter Company and Harry P. Hoopis. Would all the hard work and planning of so many people be a winner?
The answer, Im happy to say, is yes, the conference was a rousing success.
The idea behind the Sales Mastery Forum was twofold. First, the importance of life insurance sales needs to be bolstered in the producer community; and second, life insurance sales are tough and producers need a place to find motivation, encouragement and inspiration.
Its true that these can be found at Million Dollar Round Table meetings. But with MDRT producers accounting for only about 6% of agents, what about the other 94%? Where can they go to get the nourishment to take it to the next level?
I can only touch on the highlights of the Sales Mastery Forum here, but youll get the idea.
The parade of speakers at the general sessions started with Reginald Rabjohns, a former president of the MDRT, whose talk was entitled “Do You Believe in Magic?”
(By the way, after hearing Regs talk it occurred to me, why doesnt the Life & Health Insurance Foundation for Education contract to use The Rascals song Do You Believe in Magic? as the theme song for promoting life insurance? It was a big hit and very recognizable to many boomers that the industry would like to reach.)
In any case, Reg got the audience involved and looking at themselves, by saying that “people who are somewhat successful are often the least likely to become the most successful. They are too often satisfied with what they have.”
