5 ways MDRT Annual Meeting attendance demonstrates your value as a financial adviser

While you’re attending the MDRT Annual Meeting or other conferences, your clients might think you are away on a paid holiday — or they could see it as a benefit. It depends on how you position it.

For example, you could try communicating these ideas with them:

1. It’s a gathering of top financial advisers. MDRT members must qualify to join MDRT. When you attend the MDRT Annual Meeting, you’re recognised as being among the best and are able to hear ideas and advice from your successful peers. Clients like working with “the best.”
2. You heard famous strategists talk about the economy. Everyone is concerned about the economy. Conferences often showcase experts who analyse the data and make projections concerning what the future will hold. Your client might be interested in what they said (especially if they are famous) and your recommendations for moving forward.
3. You were a presenter. Visibility equals credibility. People are included on the program because they are perceived as experts. If you were chosen as a speaker or to serve on a panel, you fit into this category. Their financial advisor is recognized as an expert! They have bragging rights with their friends.
4. You asked a question on behalf of your client. The first step is hearing a recognised strategist speak or talking with other top advisors. From this, you got a question answered that concerned your client. Let your client know how the question was answered and that you’re learning from some of the best financial advisors and sharing your knowledge.
5. You learned new skills or gained new insight. You may have heard a presentation about the nuts and bolts of unfamiliar or new investments like private equity or cryptocurrency. These may be in areas your client doesn’t understand but was afraid to ask for details. Now you have introduced the subject.

Conferences shouldn’t be perceived by clients as vacations. They are another aspect of your work experience. The knowledge you gain can be a benefit to your clients, which is a worthwhile message to get across.

Bryce Sanders is president of Perceptive Business Solutions Inc. His book, “Captivating the Wealthy Investor,” is available on Amazon.