Page 1

The Premier Association of Financial Professionals®

LIM ITLE SS GROW TH E N D LESS P OSS IBILITIE S

2 0 1 9 O U T L O O K


BUILDING VA LU E

DEAR FRIENDS OF MDRT I am pleased to share the 2019 MDRT Outlook: Limitless Growth | Endless Possibilities with you. In this booklet, we will commemorate our past journey and look forward to the future growth through consistent delivery of values to our members. MDRT started in 1927 when 32 U.S. financial professionals attended the first meeting. As I am writing this letter in May 2019, our membership has expanded to more than 70,000 financial advisors across the globe. MDRT Membership over year

80,000 70,000 60,000 50,000 40,000 30,000 20,000 10,000 0

1920

1930

1940

1950

1960

1970

1980

1990

2000

2010

2020

HOW DID WE GET HERE?

MDRT’s biggest endeavor is to deliver value and grow with our membership. To do so, we have to increase and expand our offerings, both in quantity and quality. Along with continuing to host the world-class Annual Meeting, we established tangible resources like the MDRT App, the MDRT Mentoring Program and the Resource Zone. At MDRT’s core, shared innovative ideas and the Whole Person concept contribute to members’ day-to-day personal and professional growth.


As a part of the Whole Person concept, the MDRT Foundation has grounded our members by helping them give back to their communities and those who are in need. The Foundation will celebrate its 60th anniversary this year. In addition to our world-class resources and Foundation, our membership expansion around the globe has created more diverse perspectives and invaluable networking opportunities. MDRT gives the best minds in the profession exclusive access to innovative ideas to empower growth for their business. WHERE DO WE GO NEXT?

In this Outlook, we will share a sneak peek at MDRT’s future and explore how we help the best financial professionals become even more successful. Through a unique mix of networking and resources, members exchange ideas to navigate complex challenges around the globe. You will also learn more about MDRT’s new meeting offerings, including the MDRT Global Conference, the MDRT EDGE and more local events to meet the increasing demand for regional MDRT meeting experiences. Thank you for taking the time to support MDRT’s journey of growth as The Premier Association of Financial Professionals®. If you have any questions about our products, services or benefits, please contact MDRT’s Marketing and Communications department. Sincerely,

Ross Vanderwolf, CFP 2019 MDRT President


TABLE OF CONTENTS S U C C E S S W I T H I N T H E I N D U S T RY . . . . . . . . . . . . . . . . . . . . . . . . . . 2 INDUSTRY STANDARDS............................................ 2 MEMBERSHIP QUALIFICATIONS .................................. 2 GROWTH WITHIN MDRT........................................... 3 GLOBAL EXCELLENCE........................................... 5 2018 MEMBERSHIP BY COUNTRY............................... 5 2018 TOP 10 MULTINATIONAL COMPANIES SUPPORTING MDRT ................................................. 5 C O R E VA L U E S S PA N N I N G B O R D E R S . . . . . . . . . . . . . . . . . . . . . . 7 M D RT C O D E O F E T H I C S . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7 M D RT F O U N D AT I O N . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9 WHOLE PERSON CONCEPT..................................13 W H AT I S C O M I N G U P .. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1 4 C O N N E C T I N G M E M B E R S A N D E M E R G I N G T R E N D S.. . . 1 4 W H AT ’ S N E W I N T H E R E S O U R C E Z O N E ? .. . . . . . . . . . . . . . . . 1 5 M D RT M E E T I N G S .. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1 6 S H A R E D L E A R N I N G T O TA K E U S F U R T H E R . . . . . . . . . . . . 1 7 PA S S I O N AT E L E A D E R S H I P . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1 9 M D RT E X E C U T I V E C O M M I T T E E . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1 9 2 0 1 9 M D RT M A N A G E M E N T C O U N C I L .. . . . . . . . . . . . . . . . . . . . 2 1 M D RT S TA F F A N D D E PA RT M E N T S . . . . . . . . . . . . . . . . . . . . . . . . . . . 2 2 PA S T P R E S I D E N T S . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2 3


S U CC E S S W I T H I N T H E I N D U S T RY INDUSTRY STANDARDS Becoming an MDRT member is the standard for success in an advisor’s career. $200,000 $166,000 $150,000

$94,000

$100,000 $65,000 $50,000

0

4 Years Experience

8 Years Experience

Minimum Income Level for MDRT Membership

As our members represent the top professionals in the financial service profession, their growth also becomes a desirable industry benchmark. With a 13.5% average annual commission increase over their first five years of membership, MDRT members continuously strengthen their standing.ii Advisor compensation in the industry increases at less than half the rate — around 6% each year.i

MEMBERSHIP QUALIFICATIONS PRODUCTION LEVELS

To qualify for MDRT, prospective members must adhere to MDRT’s ethical standards, belong to at least one recognized financial or insurance association (provided one exists in their country), and meet specific production requirements, which are increased annually. Qualifications for 2019 membership, based on 2018 production, are below. Court of the Table and Top of the Table serve as additional incentives for members to increase their levels of production, leading to additional recognition and access to exclusive benefits. COMMISSION

INCOME

PREMIUM

USD 96,000 MDRT

USD 166,000 MDRT

USD 192,000 MDRT

USD 288,000 Court of the Table

USD 498,000 Court of the Table

USD 576,000 Court of the Table

USD 576,000 Top of the Table

USD 996,000 Top of the Table

USD 1,152,000 Top of the Table

2 Kitces, 2017 Financial Advisor Compensation Trends ii MDRT, Member Benefits i


GROWTH WITHIN MDRT Membership Categories QUALIFYING

LIFE

An individual who is a first-time

Once Qualifying and Life membership

applicant becomes a Qualifying (Q)

has been attained, a member may

member when his or her application

choose to apply as a Life (L) member

and certifying letters are approved.

by not including certified production

Until the 10th year of membership

with the membership application. Life

is attained, the member will be a

members must annually submit an

Qualifying member.

application and pay dues.

QUALIFYING AND LIFE

One becomes a Qualifying and Life (QL) member when approved for the 10th year of membership. Qualifying and Life status is maintained in future years by submitting certified production with the membership application.

M D R T FAC T S ( A S O F J U LY 1 , 2 0 1 8 ) Members ................................................ 66,442 Companies represented ................................. 520 Nations and territories represented .................... 72 Members from the United States ................... 7,870 Members from outside the United States ...... 58,572 Court of the Table ...................................... 8,273 Top of the Table ......................................... 2,674

3


2018 Global Membership Statistics

ALL MDRT

MDRT ONLY

COURT OF THE TABLE ONLY

TOP OF THE TABLE ONLY

Total Members

66,442

58,169

5,598

2,675

Qualifying Members

55,548

54,958

5,598

2,480

AVERAGE

197,116

138,477

360,238

896,264

MEDIAN

124,822

115,680

334,895

707,679

1,066 1,549

900 1,412

1,833 3,318

1,398 8,354

156 70

135 69

175 87

609 84

503,491 258,716

325,495 232,999

876,289 720,839

2,755,688 1,811,224

Commissions

Commissions (per case) AVERAGE MEDIAN

Cases (lives) AVERAGE MEDIAN

Premiums AVERAGE MEDIAN

All figures in USD. As of July 31, 2018

4


G LO B A L E XC E L L E N C E

A global presence has led to exponential membership growth. Our members represent more than 500 companies from 72 nations and territories, leading to global offerings and diverse perspectives. Translated resources and localized content ensure our members receive targeted tools to enhance their business strategies. Furthermore, international exposure has helped members to build a worldwide point of view on how to find opportunities and solve problems in an ever-changing industry.

2018 MEMBERSHIP BY CO U N T RY

United States 7,870

2 0 1 8 TO P 1 0 M U LT I N AT I O N A L C O M PA N I E S S U P P O R T I N G M D R T 1 AIA Group, Hong Kong SAR .................................. 10,196 2 Prudential plc, England, UK ...................................... 5,958 3 New York Life, USA ................................................. 3,005 4 Prudential Financial, USA ......................................... 2,986

5


Republic of Korea 3,020 Japan 6,574

P.R. China 17,677 Taiwan R.O.C. 2,782 India 2,892 Thailand 2,237

Hong Kong SAR 9,928

Vietnam 2,229 Philippines 2,068

5 Manulife Financial Corporation, Canada.................... 2,897 6 MetLife, USA .......................................................... 1,933 7 AXA Group, France ................................................. 1,790 8 Life Insurance Corporation of India, India ................... 1,263 9 Sun Life Financial, Canada ....................................... 1,069 10 China Life, PR China ................................................... 844

6


C O R E VA L U E S S PA N N I N G B O R D E R S

We believe in sustainable core values, regardless of time or border. Our members adhere to strict membership, professional and ethical standards. They embody the Whole Person concept and

MDRT CODE OF ETHICS

serve their communities to achieve balanced lifestyles.

MDRT members should be ever mindful that complete compliance with and observance of the MDRT Code of Ethics shall serve to promote the highest quality standards of membership and client service. These standards will be beneficial to the public and to the insurance and financial services profession.

THEREFORE, MEMBERS SHALL:

2.

Maintain the highest standards of professional competence by seeking to maintain and improve professional knowledge, skills and competence.

1.

Always place the best interests of their clients above their own direct or indirect interests.

7

3.

Hold in the strictest confidence and consider as privileged all business and personal information pertaining to their clients’ affairs.


5.

Maintain personal conduct that will reflect favorably on the insurance and financial services profession and MDRT.

6.

Determine that any replacement of an insurance or financial product must be beneficial for the client.

7.

Abide by and conform to all provisions of the laws and regulations in the jurisdictions in which they do business.

4.

Make full and adequate disclosure of all facts necessary to enable their clients to make informed decisions. 8


MDRT FOUNDATION MDRT members formed the MDRT Foundation to support causes they are passionate about and to represent the sharing and caring spirit of the financial services profession. Through the generous support of members and industry partners, the MDRT Foundation awards grants to a diverse range of charitable organizations around the globe. Since 1959, the MDRT Foundation has awarded more than USD 34 million in grants in all 50 U.S. states and 70 countries. This year, the MDRT Foundation celebrates its 60th anniversary. The mission of the MDRT Foundation is to increase member and industry participation and to give funds to worthwhile charitable organizations throughout the world.

9


Global grant programs An exclusive member benefit, the MDRT Foundation’s global grant programs allow members to request funding for a charity they most care about. Members and their chosen charity may receive funding from one of the two primary grant programs, Quality of Life and Worldwide. The annual grant application deadline is September 1.

QUALITY OF LIFE GRANT

The Quality of Life grant program honors the selfless volunteer efforts of MDRT members who give their time to serve charitable causes in their own communities and worldwide. The MDRT Foundation

WORLDWIDE GRANT

awards grants to the member’s

Worldwide grants are awarded to

designated charity in increments ranging from USD 5,000 to the single top award of USD 50,000.

fund a diverse range of nonprofit organizations and must be endorsed by an MDRT member. Worldwide grant award amounts range from USD 1,000 to a maximum of USD 25,000.

10


MDRT FOUNDATION V O L U N T E E R S E RV I C E P R O J E C T S

The MDRT Foundation develops meaningful community service projects that bring together MDRT members to make a difference in underserved communities. By partnering with local charitable organizations, members get to see firsthand the impact of their investment of time and effort.

Algalita Of the more than USD 53,000 in donations raised at the 2018 Top of the Table Annual Meeting in Kauai, Hawaii, nearly USD 30,000 was directed by donors to charity partner Algalita. As a pioneer in the study of plastic pollution, Algalita was the first to research methodology for collecting and analyzing plastic samples from the ocean. At an educational workshop, Algalita executive director Katie Allen encouraged Top of the Table attendees to think about how to be more responsible with the material through their daily actions.

11


Life is Good Kids Foundation Life is Good Kids Foundation founder and chief playmaker Steve Gross delivered a keynote address at the MDRT EDGE about the power of optimism. Gross was presented with a check for USD 25,000 to support the Life is Good Kids Foundation’s signature Playmaker Program. This program supports the men and women who dedicate their careers to helping children heal from the devastating impact of early childhood trauma. More than 100 conference attendees volunteered to pack 500 gratitude packages to send to teachers, nurses and social workers engaged in the Playmaker program all across the Boston area. The Exodus Road The 2018 MDRT Annual Meeting partner, The Exodus Road, works handin-hand with local police to free trafficking victims and arrest offenders in India, Latin America, Southeast Asia and the United States. With the aid of cutting-edge cyber technology, The Exodus Road is able to impact larger organizations of criminal activity. Following his presentation on Main Platform, The Exodus Road CEO Matt Parker led an innovative training course that equipped members with the information to counter trafficking in their own neighborhoods. More than USD 252,000 was raised at the meeting. MDRT Gives Day Every year the MDRT Foundation hosts an annual day of giving to raise funds for the Foundation. Teams made up of member-volunteers spent the day reaching out to MDRT members and raised more than USD 160,000 from members in 35 countries. MDRT Gives Day 2019 will be held on November 12. To learn more about these initiatives, please email foundation@mdrt.org.

12


WHOLE PERSON CONCEPT Since it is easy to lose touch with the equally important aspects of life such as family and community service, MDRT embraces the Whole Person concept and provides resources to help members achieve a balanced lifestyle. Maintaining a holistic outlook keeps members engaged in all aspects of their lives.

13

Relationships

Whole Persons spend meaningful time with their family and friends, making sharing, love, mutual respect and openness the cornerstones of these relationships. Effective time management allows them to engage in relationships without distractions.

Health

Whole Persons maintain a sound mind and body through study, a well-balanced diet, regular exercise and lifestyle choices conducive to physical and mental well-being. If their health is off-balance, Whole Persons prioritize a shift in mindset and habits.

Education

Whole Persons love to learn and seek to enrich their lives through continual intellectual development. Whether this is through additional financial certifications or exploring a new language, Whole Persons enthusiastically engage in meaningful pursuits that enrich their lives and the lives of others.

Career

Whole Persons strive to become more productive, enhance their professional esteem, and contribute to industry and professional organizations. They also seek to improve the careers of their peers through mentorship, idea exchanges and leading by example.

Ser vice

Whole Persons voluntarily contribute time, energy, leadership and financial resources to worthwhile charitable causes without expectation of personal gain. MDRT members generously support nonprofit organizations to build stronger communities and give back to people in need through the MDRT Foundation.

Financial

Whole Persons live within their means, enjoy and share the fruits of their labor, and plan and implement programs for the creation, accumulation and preservation of capital in their lives. Their financial well-being is a model for clients who entrust MDRT members with their finances.

Spiritual

Whole Persons live their lives according to their faith and strive to grow spiritually while helping others toward greater fulfillment. Each day, they lead a life that reflects their strong personal values.


W H AT I S CO M I N G U P

CONNECTING MEMBERS AND EMERGING TRENDS As trends emerge in the tumultuous financial services profession, our members can look to their peers across the globe and learn from their experiences. C O P I N G W I T H R E G U L AT I O N S

U.S. members can learn from their Australian or British counterparts who face increasing regulations. As they enhance their practices to remain compliant, advisors across the globe can take note of the strategies used to adapt to these changes and how they address associated client concerns. COEXISTENCE WITH TECHNOLOGY

With Korea’s and China’s advancement in the digital era, advisors in this Asian region serve as examples for others confronting the rise of technology. U.S. advisors in particular have room for growth with digital implementation—MDRT’s fintech study found an overwhelming majority of Americans (88%) believe technology should complement, not replace, the services of a human financial advisor.iii P O P U L AT I O N S T R U C T U R E S

As life expectancies increase globally, advisors must stay in tune with relevant product offerings. Advisors can exchange ideas for retirement solutions and look to other regions with aging societies to collaborate. For instance, in South Korea, the aged population in 2026 is predicted to be 20.8%.iv

MDRT, Consumers Want Technology to Complement, Not Replace Human Financial Advisors National Statistical Office of Korea, Population Projections for Korea

iii iv

14


As the industry continues to face complex challenges, MDRT looks to the future with new initiatives to ensure members are well-informed and receive targeted, localized content. Through new meetings like the MDRT Global Conference and mobile applications, members increase their connectivity to MDRT’s network of top financial professionals and reach new levels of growth and success together.

WHAT’S NEW IN THE RESOURCE ZONE? Content in MDRT’s Resource Zone is regularly updated so members have access to the latest information and trends shaping the financial services profession. By engaging with available content, members can make immediate changes to their businesses and personal lives through lessons learned from the best in the industry. Among the offerings added this year:

Meeting Presentations Presentations from all of MDRT’s live events, including the first Global Conference, are recorded and published in text, audio and video formats.

12 Sales Ideas to Impress Downloadable and printable e-book filled with ideas for members to delight clients and differentiate themselves from the competition.

Hiring and Staffing Guide A collection of 20 articles with best practices for hiring and retaining talent, compensating and motivating employees, and managing employees and processes.

15


MDRT MEETINGS As the global financial services profession grows more complex than ever, MDRT helps members remain competitive through expanding regional networking offerings, like the MDRT EDGE for members in the U.S. and Canada and the MDRT Global Conference for Asia-Pacific members. With unique and tailored content presented through all meetings, the options are endless.

THE MDRT ANNUAL MEETING

The MDRT Annual Meeting is a one-of-a-kind event known for its inspirational Main Platform, educational Focus Sessions, and entertaining special sessions and social events. In addition, MDRT members share their stories — reminding attendees of how important their work is. Perhaps most importantly, members can network with other top financial services professionals from around the world, building friendships and business relationships that last a lifetime. MDRT GLOBAL CONFERENCE

The MDRT Global Conference offers a new opportunity for members to enjoy MDRT’s world-class meeting experience. Thousands of members from all over the world, especially from the Asia-Pacific region, will listen to inspiring industry leaders, learn in-depth local and global trends, and exchange innovative ideas to advance their businesses. This special occasion also allows

financial professionals to celebrate their achievement with their peers while becoming reenergized for the next level of success. T O P O F T H E TA B L E ANNUAL MEETING

The Top of the Table Annual Meeting provides an opportunity for the world’s leading financial producers to exchange advanced sales ideas and network. MDRT EDGE

Started in 2018, the MDRT EDGE offers a hands-on experience for MDRT members from the U.S. and Canada to learn about industry topics and trends and join in-depth workshops. Here members can discover new skills to be more efficient in running and growing their practice, more effective at finding solutions for clients and more prepared to get in front of industry change. 16


SHARED LEARNING TO TA K E U S F U R T H E R We believe in the power of sharing innovative ideas to advance individual and industry growth. MDRT offers its members a multitude of tools and resources, including:

Local Events Our MDRT Community Leaders team is creating opportunities for members to connect close to home and expand their local professional network. Learn more about ways to connect with the MDRT Community Leaders team at communityleadersinfo@mdrt.org.

The MDRT Branding Toolkit This toolkit helps members better position themselves as MDRT members when working with their clients and prospects. The toolkit includes news releases, advertisements and logos members can use to promote their businesses.

17

MDRT Industry Studies MDRT is at the forefront of industry trends, and we update our members with those insights. Included in the toolkit are findings from various MDRT consumer studies with topics like fintech, financial wellness and do-it-yourself personal finance.

MDRT Podcast MDRT’s exclusive podcast series features members’ tips for increasing business efficiency, appreciating clients, adding value to your practice, confronting frequently encountered challenges and more personal success stories. Released monthly, each episode can be streamed or downloaded at mdrt.org/podcast.


ROUND THE TABLE

Round the Table

Mentoring Program

MDRT’s bimonthly magazine features articles by members and industry experts, as well as timely and practical information members can use to improve their overall business. Each issue includes profiles of members’ unique practice management strategies, tips from industry experts, case studies of client success stories and a member Q&A.

Committed MDRT members provide counseling, guidance and encouragement to aspiring MDRT qualifiers. As go-to resources, mentors share their wisdom regarding both day-to-day and long-term challenges and work to advance the mentee to MDRT-level productivity.

MDRT Media Program MDRT’s members frequently contribute to various external trade publications to share their insights with the wider industry. To learn more about the media program as a member or an editor, please reach out to mdrt@gscommunications.com.

MDRT Blog With new posts every week, the award-winning MDRT Blog (mdrt.org/blog) provides useful and up-to-date content on the latest industry trends and topics. Members can access proven strategies to best advise clients, run a practice, achieve work-life balance and more.

MDRT Connect e-newsletters Twice per month, members receive MDRT’s e-newsletter, which is full of curated content, allowing members to harvest peers’ proven business ideas and concepts from a global perspective.

The MDRT Store A one-stop shop for the latest bestselling books, CDs, DVDs and educational materials for top performers, the store also offers insignia items, office accessories and membership plaques.

The MDRT App From three-minute-read articles to on-the-go podcasts, the MDRT App curates the most vetted tips and ideas for members in new themes every week.

18


PA S S I O N AT E LEADERSHIP MDRT EXECUTIVE COMMITTEE MDRT is governed and managed by a five-member Executive Committee duly elected each year by the membership. The 2019 MDRT Executive Committee includes:

Ross Vanderwolf, CFP, of Brisbane, Queensland, Australia, is the President of MDRT. He is a 32-year MDRT member with nine Court of the Table and nine Top of the Table qualifications. A Platinum Knight of the MDRT Foundation, he is also a member of its Inner Circle Society and has served on its Board of Trustees. Vanderwolf, a 36-year industry veteran, is managing director of Rothgard Financial Partners, a full-service financial planning practice. Over the course of his MDRT membership, Vanderwolf has served on numerous committees. He has been recognized as one of Australia’s Most Trusted Financial Advisers, since this designation’s inception in 2014. James D. Pittman, CLU, CFP, of Portland, Oregon, is the

Immediate Past President of MDRT. He is a 45-year MDRT member with 16 Court of the Table and seven Top of the Table qualifications. He has served on the MDRT Foundation’s Board of Trustees and is both a Platinum Knight and a member of its Inner Circle Society. Pittman is founder and president of Insurance Consulting Services Inc., an affiliate firm of M Benefit Solutions. In 2009, he was honored with the prestigious Bud Horn award from the Oregon Association of Insurance and Financial Planners. He is the past president of the Estate Planning Council of Portland and the Portland Chapter of CLU and ChFC.

Regina Bedoya, CLU, ChFC, of Juno Beach, Florida, is the First

19

Vice President of the MDRT Executive Committee. She is a 26-year MDRT member with seven Court of the Table and three Top of the Table honors. She is also a Diamond Knight of the MDRT Foundation and a member of its Inner Circle Society. Bedoya is president of RB Financial Advisors, a financial consulting firm specializing in retirement and insurance planning. Bedoya’s volunteerism within MDRT includes speaking at several Annual Meetings, an MDRT Experience and Global Conference, and international industry conferences. She has been the recipient of the Irvin Konter Award, was named Prudential Palm Beach’s Agent of the Year twice, and is the recipient of the American Free Enterprise Companion Medal awarded by Palm Beach Atlantic University.


Ian James Green, Dip PFS, of London, England, is the Second Vice President of the MDRT Executive Committee. He is a 21-year MDRT member with five Court of the Table and 13 Top of the Table qualifications. Green is also a Diamond Knight of the MDRT Foundation and a member of its Inner Circle Society. An advocate of MDRT’s Whole Person concept, he is the founder of a familyowned financial planning firm, Green Financial Advice, in London. His extensive MDRT volunteerism includes leadership within several divisions, including as Divisional Vice President of Top of the Table in 2017 and Chair of the 2016 Annual Meeting Main Platform/Special Sessions Committee. His leadership in the profession includes regular speaking engagements to audiences of his peers and previously held positions as trustee on the Personal Finance Society Charitable Foundation and on the board of directors of the Life Insurance Association. Randy L. Scritchfield, CFP, LUTCF, of Damascus, Maryland,

serves as the Secretary of the MDRT Executive Committee. He is a 35-year MDRT member with three Court of the Table and 18 Top of the Table qualifications. An MDRT Foundation Excalibur Knight, Scritchfield is also a member of its Inner Circle Society and has served on its Board of Trustees. He is founder and president of Montgomery Financial Group, a retirement planning firm in Damascus. His extensive MDRT volunteer history includes service on MDRT’s Management Council six times and nine times as a Committee Chair. Among his leadership roles, Scritchfield has served as Chair of the Top of the Table Advisory Board, Divisional Vice President of Annual Meeting Program Development. Scritchfield has also spoken at numerous MDRT Annual Meetings and Top of the Table Annual Meetings, as well as internationally on behalf of MDRT. He balances industry leadership with community involvement, having served as chair of the BlackRock Center for the Arts, his local chamber of commerce and as founding president of the Damascus Heritage Society.

20


2019 MDRT M A N AG E M E N T COUNCIL Management Council is MDRT’s leadership team which comprises the Executive Committee and each of the following Global Council Members:

Kimberly A. Harding, CLU ................................... Finance Division Ross Hultgren, CFP, DFP .................... Membership Communications Division 1 Hirofumi Morimoto ........................... Membership Communications Division 2 Heather L. Meszaros, CHS ................... Member Resources Practice Management Division Andrew C. Lord, CLU, ChFC ..................... Member Resources Best Practices Division Leung Wai Ming Patric, CFP, FChFP .................. Member Resources Productivity Division Chan Hyun Baek .................................... Member Resources Client Strategies Division Gregory B. Gagne, ChFC ............... Program Development Division Clay Gillespie, CFP, CIM ......................... Top of the Table Division

21


MDRT STAFF AND DEPARTMENTS MDRT headquarters in Park Ridge, Illinois, USA, is home to approximately 90 professionals. Following is a list of executive staff:

Chief Executive Officer ................................ Stephen P. Stahr, CAE Managing Director .......................................... Barbara O’Connor Senior Director, Finance ....................... Laura McGrady, CPA, CAE Senior Director, Global Markets .......................... Eryn Carter, CAE Senior Director, Information Technology ..... Jim Unander, MBA, PMP Senior Director, Human Resources .... Laura E. Good, PHR, SHRM-CP Director, Professional Development ....................... Jess Jurasz, CMP Marketing and Communications Director .................. Don Noverini MDRT Foundation Executive Director .............. Michele Stauff, CFRE Meeting Services Director ............................ Jeanne Malone, CMP Strategic Engagement Director ........... Pamela K. Brown, CMP, CAE Member Services Director .................................. Thomas S. Ensign Emerging Media Director .................................. Wayne Schmeiser Director of Facilities ............................ Austin Hurley, FMP, MCOM Director of Content Development ....... Kathryn Furtaw Keuneke, CAE

22


PAST PRESIDENTS Y E A R

23

T O TA L M E M B E R S H I P

1927

*Paul F. Clark, CLU, John Hancock, Boston, Massachusetts ......................................... 32 Meeting at the Peabody, Memphis, Tennessee

1928

*William M. Duff, CLU, Equitable – New York, Pittsburgh, Pennsylvania ...................... 39 Meeting at the Book-Cadillac, Detroit, Michigan

1929

*George E. Lackey, CLU, MassMutual, Detroit, Michigan ........................................... 64 Meeting at the Mayflower, Washington, D.C.

1930

*Earl G. Manning, John Hancock, Boston, Massachusetts ......................................... 118 Meeting at the Royal York, Toronto, Ontario, Canada

1931

*Theodore M. Riehle, CLU, Equitable – New York, New York, New York ................... 168 Meeting at the William Penn, Pittsburgh, Pennsylvania

1932

*Robert A. Brown, Pacific Mutual, Los Angeles, California ....................................... 125 Meeting at The Fairmont, San Francisco, California

1933

*M.J. Donnelly, Equitable – New York, New Castle, Pennsylvania ............................. 101 Meeting at The Stevens, Chicago, Illinois

1934

*Thomas M. Scott, Penn Mutual, Philadelphia, Pennsylvania ..................................... 118 Meeting at The Schroeder, Milwaukee, Wisconsin

1935

*Caleb R. Smith, MassMutual, Fort Lauderdale, Florida ........................................... 124 Meeting at The Savery, Des Moines, Iowa

1936

*Harry T. Wright, Equitable – New York, Chicago, Illinois ......................................... 143 Meeting at the Ritz- Carlton, Boston, Massachusetts

1937

*Grant Taggart, California – Western States, Cowley, Wyoming ............................... 158 Meeting at the Brown Palace, Denver, Colorado

1938

*Jack Lauer, Penn Mutual, Cincinnati, Ohio ............................................................ 162 Meeting at The Rice, Houston, Texas

1939

*Paul C. Sanborn, Connecticut Mutual, Boston, Massachusetts .................................. 163 Meeting at The Jefferson, St. Louis, Missouri

1940

*Henry G. Mosler, MassMutual, Los Angeles, California .......................................... 154 Meeting at the Bellevue -Stratford, Philadelphia, Pennsylvania

1941

*H. Kennedy Nickell, CLU, Connecticut General, Chicago, Illinois ............................ 171 Meeting at the Netherland Plaza, Cincinnati, Ohio

1942

*Robert P. Burroughs, National Life – Vermont, Manchester, New Hampshire .............. 223 No meeting due to war.

1943

*Ron Stever, CLU, Equitable – New York, Los Angeles, California ............................. 232 Meeting at the William Penn, Pittsburgh, Pennsylvania

1944

*A.J. Ostheimer III, Northwestern Mutual, Honolulu, Hawaii ..................................... 408 Meeting at The Statler, Detroit, Michigan

1945

*John E. Clayton, MassMutual, Newark, New Jersey ............................................... 468 No meeting due to war.

1946

*Louis Behr, CLU, Equitable – New York, Chicago, Illinois ........................................ 525 Meeting at French Lick Springs, French Lick, Indiana

1947

*Harold S. Parsons, The Travelers, Corona Del Mar, California ................................. 726 Meeting at the New Ocean House, Swampscott, Massachusetts

1948

*Paul H. Dunnavan, CLU, Canada Life, Minneapolis, Minnesota ............................... 829 Meeting at French Lick Springs, French Lick, Indiana

1949

*Paul W. Cook, CLU, Mutual Benefit Life, Chicago, Illinois ....................................... 824 Meeting at the Netherland Plaza, Cincinnati, Ohio


1950

*Theodore Widing, CLU, Provident Mutual, Philadelphia, Pennsylvania ..................... 790 Meeting at Haddon Hall, Atlantic City, New Jersey

1951

*John O. Todd, CLU, Northwestern Mutual, Evanston, Illinois .................................... 949 Meeting at the Hotel Del Coronado, Coronado, California

1952

*Walter N. Hiller, CLU, Penn Mutual, Chicago, Illinois .......................................... 1,065 Meeting at the Mount Washington, Bretton Woods, New Hampshire

1953

*William T. Earls, CLU, Mutual Benefit Life, Cincinnati, Ohio ................................. 1,240 Meeting at The Greenbrier, White Sulphur Springs, West Virginia

1954

*G. Nolan Bearden, New England Life, Atlanta, Georgia ..................................... 1,492 Meeting at the Hotel Del Coronado, Coronado, California

1955

*George B. Byrnes, CLU, New England Life, Palos Verdes, California ..................... 1,557 Meeting at The Greenbrier, White Sulphur Springs, West Virginia

1956

*Arthur F. Priebe, CLU, Penn Mutual, Rockford, Illinois .......................................... 2,013 Meeting on the Kungsholm to Bermuda

1957

*Howard D. Goldman, CLU, Northwestern Mutual, Richmond, Virginia ................... 2,438 Meeting at The Greenbrier, White Sulphur Springs, West Virginia

1958

*William D. Davidson, CLU, Equitable – New York, Chicago, Illinois ...................... 2,987 Meeting at the Banff Hotel, Banff, Alberta, Canada

1959

*Adon N. Smith II, CLU, Northwestern Mutual, Charlotte, North Carolina ............... 2,688 Meeting at the Americana, Bal Harbour, Florida

1960

*Robert S. Albritton, CLU, Provident Mutual, Los Angeles, California ...................... 3,040 Meeting at the Hilton Hawaiian Village, Honolulu, Hawaii

1961

*James B. Irvine Jr., CLU, Northwestern Mutual, Chattanooga, Tennessee ............... 2,932 Meeting at the Americana, Bal Harbour, Florida

1962

*Lester A. Rosen, CLU, Union Central, Memphis, Tennessee ................................... 3,122 Meeting at The Queen Elizabeth, Montreal, Quebec, Canada

1963

*Daniel H. Coakley, New York Life, Boston, Massachusetts .................................... 3,420 Meeting on The Kungsholm to Bermuda

1964

*Alfred J. Lewallen, CLU, Mutual Benefit Life, Miami, Florida ................................. 3,202 Meeting at The Diplomat, Hollywood, Florida

1965

*Iram H. Brewster, Phoenix Mutual, Pittsburgh, Pennsylvania ................................. 3,636 Meeting at The Broadmoor, Colorado Springs, Colorado

1966

*Donald Shepherd, John Hancock, Boston, Massachusetts .................................... 4,076 Meeting at the Statler Hilton, Boston, Massachusetts

1967

*Frank E. Sullivan, CLU, Mutual Benefit Life, Newark, New Jersey .......................... 4,616 Meeting at Congress Hall, Lucerne, Switzerland

1968

*Sadler Hayes, Penn Mutual, New York, New York .............................................. 5,078 Meeting at the Masonic Memorial Temple, San Francisco, California

1969

*Stanley S. Watts, CLU, Equitable – New York, Miami, Florida .............................. 5,689 Meeting at The Diplomat, Hollywood, Florida

1970

*John H. Ames, CLU, Mutual Benefit Life, Morristown, New Jersey ......................... 6,675 Meeting at the Hilton Hawaiian Village, Honolulu, Hawaii

1971

*Richard G. Bowers, CLU, New York Life, Keokuk, Iowa ....................................... 7,589 Meeting at The Washington Hilton, Washington, D.C.

1972

*James B. Longley, CLU, New England Life, Lewiston, Maine ................................. 8,361 Meeting at The Queen Elizabeth, Montreal, Quebec, Canada

1973

*Henry F. McCamish Jr., CLU, MassMutual, Atlanta, Georgia ................................ 9,587 Meeting at The Seattle Center, Seattle, Washington

*DECEASED

24


PAST PRESIDENTS Y E A R

T O TA L M E M B E R S H I P

1974

*C. Robinson Fish III, CLU, Northwestern Mutual, Boston, Massachusetts ............... 10,987 Meeting at the Fountainebleau, Miami Beach, Florida

1975

Jack Peckinpaugh, CLU, ChFC, Indianapolis Life, Muncie, Indiana ....................... 12,422 Meeting at the Masonic Memorial Temple, San Francisco, California

1976

*Rulon E. Rasmussen, CLU, New York Life, Phoenix, Arizona ............................... 11,804 Meeting at The Hynes Auditorium, Boston, Massachusetts

1977

*Marshall I. Wolper, CLU, Equitable – New York, Miami, Florida ......................... 12,757 Meeting at the Atlanta Civic Center, Atlanta, Georgia

1978

*Jack L. McKewen, CLU, Fidelity Mutual, Birmingham, Alabama .......................... 14,742 Meeting at the Blaisdell Center, Honolulu, Hawaii

1979

*Paul L. Oliver Jr., CLU, Prudential of America, San Francisco, California ............. 17,205 Meeting at McCormick Place, Chicago, Illinois

1980

*Millard J. Grauer, CLU, Equitable – New York, Chicago, Illinois ......................... 17,406 Meeting at The Rivergate, New Orleans, Louisiana

1981

Clune J. Walsh Jr., CLU, Home Life, Detroit, Michigan ......................................... 17,581 Meeting at Radio City Music Hall, New York, New York

1982

*Stanley Liss, CLU, New York Life, New York, New York ..................................... 17,737 Meeting at the Atlanta Civic Center, Atlanta, Georgia

1983

Jack B. Turner, CLU, ChFC, General American Life, Clarksville, Tennessee ............ 17,679 Meeting at the Dallas Convention Center, Dallas, Texas

1984

*Paul R. Buckley, CLU, New England Life, Lewiston, Maine ................................. 18,964 Meeting at Radio City Music Hall, New York, New York

1985 Ron D. Barbaro, North American Life, Toronto, Ontario, Canada ......................... 21,722 Meeting at the San Francisco Civic Auditorium, San Francisco, California

25

1986

*Frank Friedler Jr., CLU, Home Life, New Orleans, Louisiana ............................... 20,598 Meeting at the Orange County Convention/Civic Center, Orlando, Florida

1987

Wilmer S. Poynor III, CLU, ChFC, New York Life, Birmingham, Alabama ............... 17,051 Meeting at McCormick Place, Chicago, Illinois

1988

Arlen I. Prentice, CLU, ChFC, Seattle, Washington .............................................. 16,944 Meeting at the Atlanta Civic Center, Atlanta, Georgia

1989

G. Carey Hauenstein, CLU, State Mutual of America, Laurel, Mississippi ............... 16,792 Meeting at the Metro Toronto Convention Centre, Toronto, Ontario, Canada

1990

*David H. Hilton, CLU, ChFC, Northwestern Mutual Life, Chicago, Illinois ............. 16,393 Meeting at the San Francisco Civic Auditorium, San Francisco, California

1991

Seymour Petrovsky, CLU, Business Men’s Assurance, Phoenix, Arizona .................. 16,297 Meeting at the New Orleans Convention Center, New Orleans, Louisiana

1992

William T. O’Donnell, MassMutual, Chicago, Illinois ............................................ 15,957 Meeting at McCormick Place, Chicago, Illinois

1993

Charles D. Marks, CLU, ChFC, Prudential of America, New Orleans, Louisiana ...... 15,721 Meeting at the Hynes Convention Center, Boston, Massachusetts

1994

Lyle L. Blessman, Northwestern Mutual, Englewood, Colorado ............................. 15,686 Meeting at the Dallas Convention Center, Dallas, Texas

1995

Robert B. Plybon, CLU, ChFC, Phoenix Home Life, Greensboro, North Carolina ..... 15,703 Meeting at the Metro Toronto Convention Centre, Toronto, Ontario, Canada


1996

Walter G. Schnee III, Phoenix Home Life, Pasadena, California ............................ 18,784 Meeting at the Anaheim Convention Center, Anaheim, California

1997

John W. Cruikshank III, CLU, Northwestern Mutual, Deerfield, Illinois .................... 18,815 Meeting at the Atlanta Civic Center, Atlanta, Georgia

1998

Gene L. Mahn, CLU, ChFC, MassMutual, Thousand Oaks, California ................... 19,182 Meeting at McCormick Place, Chicago, Illinois

1999

Reginald N. Rabjohns, CLU, ChFC, New England Financial, Chicago, Illinois ....... 21,262 Meeting at Ernest N. Morial Convention Center, New Orleans, Louisiana

2000

Brian H. Ashe, CLU, Independent, Lisle, Illinois ................................................... 23,341 Meeting at Bill Graham Civic Auditorium, San Francisco, California

2001

Tony Gordon, Independent, Bristol, England, United Kingdom .............................. 25,037 Meeting at Metro Toronto Convention Centre, Toronto, Canada

2002

Marvin H. Feldman, CLU, ChFC, New York Life, East Liverpool, Ohio ................... 28,282 Meeting at Gaylord Opryland Resort and Convention Center, Nashville, Tennessee

2003

Richard H. Sullenger, GenAmerica Financial, Bakersfield, California ..................... 27,665 Meeting at Paris and Bally’s Hotel and Casino, Las Vegas, Nevada

2004

George B. Pickett, J.D., CLU, Valmark Securities, Jackson, Mississippi ................... 29,652 Meeting at the Anaheim Convention Center, Anaheim, California

2005

Adelia C. Chung, CLU, ChFC, Chung Insurance and Investment Group, Honolulu, Hawaii ........................................................................................... 33,297 Meeting at the Ernest N. Morial Convention Center, New Orleans, Louisiana

2006

Stephen O. Rothschild, CLU, ChFC, Rothschild & Sale, St. Louis, Missouri ............. 35,781 Meeting at the San Diego Convention Center, San Diego, California

2007

Philip E. Harriman, CLU, ChFC, Lebel and Harriman, Falmouth, Maine ................. 35,662 Meeting at the Colorado Convention Center, Denver, Colorado

2008

James E. Rogers, CLU, CFP, Rogers Group Financial, Vancouver, British Columbia, Canada ............................................................... 39,340 Meeting at the Toronto Convention Centre, Toronto, Ontario, Canada

2009

Walton W. Rogers, CLU, ChFC, W. Rogers and Associates, Annapolis, Maryland .... 31,857 Meeting at Indiana Convention Center, Indianapolis, Indiana

2010

Guy Baker, MSFS, CLU, BMI Consulting, Irvine, California .................................. 31,142 Meeting at Vancouver Convention Centre, Vancouver, British Columbia, Canada

2011

Julian H. Good, CLU, ChFC, MetLife Creative Financial Solutions, New Orleans, Louisiana .................................................................................. 35,908 Meeting at Georgia World Congress Center, Atlanta, Georgia

2012

Jennifer A. Borislow, CLU, Borislow Insurance, Methuen, Massachusetts ................ 37,805 Meeting at Anaheim Convention Center, Anaheim, California

2013

D. Scott Brennan, The Brennan Group, LLC, South Bend, Indiana ......................... 38,270 Meeting at the Pennsylvania, Convention Center, Philadelphia, Pennsylvania

2014

Michelle L. Hoesly, CLU, ChFC, Resource 1 Inc., Norfolk, Virginia ........................ 42,729 Meeting at the Metro Toronto Convention Center, Toronto, Ontario, Canada

2015

Caroline A. Banks, FPFS, Caroline Banks & Associates, London, England .............. 42,885 Meeting at the Enest N. Morial Convention Center, New Orleans, Louisiana

2016

Brian D. Heckert, CLU, ChFC, Financial Solutions Midwest, LLC, Nashville, Illinois .... 49,652 Meeting at the Vancouver Convention Centre, Vancouver, British Columbia, Canada

2017

Mark J. Hanna, CLU, ChFC, Hanna Insurance & Financial Solutions, Inc., Concord, California ........................................................................................ 62,771 Meeting at Orange County Convention Center, Orlando, Florida

26 *DECEASED


M D R T C O N TA C T I N F O R M AT I O N

To learn more about MDRT, or to interview a member or Executive Committee officer, please contact Giang Ngo in MDRT’s Marketing and Communications Department at +1 (847) 993-4961. For additional information on MDRT, visit mdrt.org. Additional information about the MDRT Foundation and ways to contribute can be found at mdrtfoundation.org.

M I L L I O N D O L L A R R O U N D TA B L E

325 West Touhy Avenue Park Ridge, IL 60068 - 4265 USA Phone: +1 (847) 692- 6378 Fax: +1 (847) 518 - 8921 mdrt.org

Million Dollar Round Table®, MDRT®, Top of the Table®, Court of the Table®, MDRT Foundation®, and The Premier Association of Financial Professionals® are all registered trademarks of the Million Dollar Round Table.

Profile for Million Dollar Round Table

MDRT Outlook 2019  

MDRT Outlook 2019