MDRT Minute: 10 Tips to Get to the Top

This article is the latest in a monthly series of sales tips articles brought to you by MDRT.

Follow these practice management tips to take your business to Top of the Table level:

1. People: You win with people. Your clients, colleagues, suppliers and fellow association members are all direct or indirect members of your team. Take good care of them, and they will take good care of you.

2. Smile: It increases your face value and that of others around you.

3. Enthusiasm: Act enthusiastic, and you will feel and be enthusiastic. Make it a habit to do this, particularly when you don’t feel like it.

4. Goals: Lifetime, yearly, monthly, weekly — and especially daily — goals will keep you focused and motivated. Put them in writing, and share them with others.

5. Physical health: Take good care of your body. Without good physical health, it is extremely challenging to manage and succeed in this business.

6. Education and experience: Is your 10 years of experience the same year repeated 10 times, or have you compounded your experience 10 times? There is a difference. Take stock of what you know, and build upon it. We need to be perpetual students to add value to our clients and continue to earn our keep.

7. Prospect: Keep your prospecting antenna up and tuned in. The major difference between an MDRT member and a Top of the Table member is the quantity and quality of their prospects.

8. Confidence: Nurture it, leverage it, borrow it from others. But, most importantly, protect it. With confidence, just about anything is possible. Without it, you fail.

9. Persistence: Most Top of the Table members were overnight successes — after 10 or more years in the business. Never, ever give up.

10. Attitude: Remember that everything in your practice starts and stops with your attitude. Master the subject of emotional intelligence.

Ralph Antolino Jr., J.D., CLU is a 29-year MDRT member from Columbus, Ohio.  He has six Court of the Table and ten Top of the Table qualifications. Ralph has served on several MDRT committees, the most recent being the Top of the Table Advisory Board.

Comments

[Jason Peplinski]

Great list Ralph! I have it printed and hung next to my computer to read daily as a reminder of how I can become an MDRT member. Thank you!