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2019 MDRT Annual Meeting e-Handout Material Title: Barriers and Goals Speaker: Ravi Rajpal Presentation Date: Wednesday, June 12, 2019 Presentation Time: 10:00 – 11:00 a.m. Session Room: MBCC - Meeting Room 106 The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal matters and is not liable for errors and omissions. You are urged to check with tax and legal professionals in your state, province or country. MDRT also suggests you consult local insurance and security regulations and your company’s compliance department pertaining to the use of any new sales materials with your clients. The information contained in this handout is unedited; errors, omissions and misspellings may exist. Content may be altered during the delivery of this presentation.

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Ravi Rajpal

Barriers and Goals

Stepping over Barriers for Goal Setting

Our Typical Barriers

“Last year I achieved my MDRT. Will I be able to do it again?”

“I’ve had too many rejections - NO’s.”

“I don’t have big / quality references.”

“Financial markets are challenging this year.”

“I declare COT / TOT every year and I fail.”

“The regulations has reduced the commissions.”

“There are no new products.”

“Last year was pure luck that I got a big case. Will it repeat again?”

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Barrier

Real and Physical

Getting Rid of the Typical Barrier

Our Typical Barriers are in CONVERSATIONS!

Steps to drop the conversation:

First declare that YOU have created this conversation.

Second choose to drop them.

Now create a NEW CONVERSATION which will bring about – Action, Action and

Action!

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Getting Rid of the Typical Barrier

When in doubt, remember:

Our barrier is only in LANGUAGE.

It’s only created out of something that happened in the PAST.

You can give away only what you own.

Conversations of the Team

“People don’t want to invest as they are WORRIED.”

“Business owners are struggling to keep their businesses stable.”

“The profits are tumbling.”

“The job loss and pay cut is as much as 40%.”

“In this situation why would people invest?”

“Equity markets are crashing and so is the real estate market.”

Observation

We collect data only to make our barriers real!

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Disempowering v/s Empowering

EMPOWERING

There are opportunists/

ambitious people

Open and excited potentials

Ripe for investment

Listen to KNOW

Big or small… It’s just a

conversation!

DISEMPOWERING

Scarcity of money

No reference

Bad market conditions

Rejections/ NO

No big leads

Impact of the Conversations

What do Disempowering Or Empowering conversations leave us with?

Empowering Conversations

What opens up is new possibilities from empowering conversations!

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Who Needs Financial Advice?

Does a salaried employee needs financial guidance?

Does a business man needs financial advice ?

Does an HNI need advice on how his/ her legacy planning

and preservation?

Do professionals (like Doctors / Lawyers) who are always

busy, need someone to guide for their wealth ?

What Stops You?

Contemplate:

What stops you from taking references?

Meeting people?

Meeting prospective clients?

Meeting high net worth individuals?

Pursue opportunities related to business?

Blank Canvas

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Dead Lift 101

Surfs Up

Let’s Work on Our Typical Barriers

“Last year I achieved my MDRT. Will I be able to do it again?”

“I’ve had too many rejections - NO’s.”

“I don’t have big / quality references.”

“Financial markets are challenging this year.”

“I declare COT / TOT every year and I fail.”

“The regulations has reduced the commissions.”

“There are no new products.”

“Last year was pure luck that I got a big case. Will it repeat again?”

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Fly in a Glass

MDRT Declaration 2003-04

“I declared that this is my first day at work and in the next 4 months I am

completing my MDRT. I am so passionate that what I say is happening.

Life can be a roller coater ride and throw challenges, I am clear that I

am unstoppable to face this ride”.

Be a Player, Not a Spectator!

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Keep the Purpose Larger Than Us!

Activity Has No Attachment with Result!

Declare Goals!

Declare goals that will give you a pinch in your stomach.

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I Never Fails!

What fails is the outcome or the task we are working on… And not I!

How Do We Create a New Conversation?

Just by declaring:

“I will have 30 quality references by the end of the month.”

“Wow! My clients are so happy with my services.”

“Amazing! There are so many new lives that I am going to impact”

E.g. 100 meters race

Disempowering Conversations

Conversation with barriers that leave me disempowered

“Whom do I ask for reference?”

“It’s tough to get references?”

“Last time they refused will they give now?”

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Getting over Conversation Barriers

Now I want you to close your eyes and get present to what your

conversations are.

Take these four steps:

Take a pause and acknowledge that you are stopped in action.

Notice the disempowering conversation you are operating from.

Give it up!

Now declare a new empowering conversation and take new actions.

Choose Your Words

I have the best team in my office.

I have the best investment advice for my clients.

Objections and rejections are part of my industry.

I am clear to complete14 meetings per week.

My clients are very happy with my services.

My clients love to refer / introduce me to new prospects.

I am committed to a 200% growth this year.

MDRT COT TOT

This is MY Time!