{"id":1085,"date":"2018-03-15T12:49:22","date_gmt":"2018-03-15T02:49:22","guid":{"rendered":"http:\/\/magazine.riskinfo.com.au\/34\/?p=1085"},"modified":"2018-03-16T08:11:35","modified_gmt":"2018-03-15T22:11:35","slug":"mdrt-evolution-of-advice-national-roadshow","status":"publish","type":"post","link":"http:\/\/magazine.riskinfo.com.au\/34\/mdrt-evolution-of-advice-national-roadshow\/","title":{"rendered":"MDRT Evolution of Advice National Roadshow"},"content":{"rendered":"<div class=\"twocol-one\">\n<p>The 2018 MDRT Evolution of Advice National Roadshow brought three high-achieving and prominent MDRT member advisers from the United States and the United Kingdom to Australia with stops in Perth, Adelaide, Melbourne, Brisbane and Sydney.<\/p>\n<p>Australian advisers heard from the UK\u2019s\u00a0<strong>David Braithwaite<\/strong>\u00a0(Citrus Financial) and two former Past Presidents of MDRT &#8211; <strong>Jennifer Borislow<\/strong>\u00a0(<strong>Borislow Insurance<\/strong>) and <strong>Brian Heckert<\/strong> (Financial Solutions Midwest).<\/p>\n<p>Braithwaite\u00a0encouraged his Australian peers to \u2018do what you can\u2019t\u2019, that is to take on the challenges that people say are hard or impossible to achieve, reminding them that \u201c\u2026non-action is the single biggest reason that we fail\u201d, and that \u201c\u2026embracing fear also means embracing growth.\u201d<\/p>\n<p>He also spoke about the challenges of recruiting and retaining the right staff to build an advice business but also letting go of those that don\u2019t fit the business model anymore saying, \u201cDon\u2019t cling to a mistake just because you spent a long time making it\u201d.<\/p>\n<p>Using her business as an example, Borislow spoke about how advisers can create a \u2018wow\u2019 experience for their client by engaging in \u2018over and above\u2019 efforts which sometime took leaps of faith as well as the ability to identify new ways of engagement, instead of being restricted to conventional methods.<\/p>\n<p>Coming from a more philosophical direction, Hecker reflected on leadership, wisdom, and values and ask advisers at the Roadshow to consider who they were as individuals, and as business people, and how they added value for the clients they serve.<\/p>\n<p>He added that the value he brings to clients was not related to products but the wisdom he offers and the best measure of an adviser\u2019s success is determined by the quality of their relationships with clients. \u201cSuccess is not about the money. it\u2019s about the relationships we have,\u201d said Heckert.<\/p>\n<\/div>\n<div class=\"twocol-one last\">    <style>      #bwg_container1_0 #bwg_container2_0 .bwg_standart_thumbnails_0 * {        -moz-box-sizing: border-box; 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