Why sales is more relevant than ever in an era of increased regulation

I had just given a presentation on the challenges of replacement business. In contrast to my presentation, Gribble’s was optimistic, focused on growth, and clearly well-received.

It had been some time since I had heard much about MDRT, so I was keen to talk with Tony afterwards. Following that discussion, I had contact from Rick Willis, MDRT New Zealand chairman. Rick suggested that I attend the upcoming MDRT Global meeting in Singapore as a special guest – which simply means that I get an invitation to the conference, as not being an adviser, I would not otherwise qualify.

Late last month I joined a dozen Kiwi advisers and some leading insurance company managers in Singapore to find out all about MDRT. Just in case you were thinking ‘junket’ I should point out that I paid my own way. All the Kiwi party did.

That’s the first point to note: if these people are all willing to invest substantial time and money to attend a four-day event, then clearly they are getting a lot out of it.