Venice to Vladivostok: MDRT Europe’s membership and Annual Meeting registration growth drive Matteo Pederzoli, Europe Regional Director, MCI Client Director

MDRT is: • Independent — Members represent 496 companies worldwide. • Membership comprises all distribution system types, industry careers and education levels. • Member-driven and member-oriented • Global — ~40,000 members in 81 countries • The Premier Association of Life Insurance and Financial Product Agents • Top 10 membership includes top 5% of the market producers in USA, China, Japan, India, Canada and Europe.

MDRT facts & figures (2005) Average commission earnings Industry: EUR 38,050 MDRT members: EUR 135,854 Court of the Table: EUR 163,570 Top of the Table: EUR 536,896 Average premiums: EUR 299,133 Average number of cases written Industry: 45 MDRT members: 188 Court of the Table: 205 Top of the Table: 363 Source: LIMRA

Average commission earnings

Industry: EUR 38,050

MDRT members: EUR 135,854

Court of the Table: EUR 163,570

Top of the Table: EUR 536,896

Average premiums: EUR 299,133

Average number of cases written

Industry: 45

MDRT members: 188

Court of the Table: 205

Top of the Table: 363

MDRT qualification requirements Qualification by Commission or Premium - new business only. S et independently for each country - and indexed per purchase price of goods (World Bank PPP). Categorized per production level (Court of the Table, Top of the Table). Expressed in local currency. Based on unlimited and/or limited credit.

Qualification by Commission or Premium - new business only.

S et independently for each country - and indexed per purchase price of goods (World Bank PPP).

Categorized per production level (Court of the Table, Top of the Table).

Expressed in local currency.

Based on unlimited and/or limited credit.

According to Nobel Prize w inning playwright, essayist, and c ritic George Bernard Shaw , " If y ou have an apple and I have an apple and we exchange these apples then you and I will still each have one apple. But if you have an idea and I have an idea and we exchange these ideas, then each of us will have two ideas." Underlying principle

According to Nobel Prize

w inning playwright, essayist, and

c ritic George Bernard Shaw , " If

y ou have an apple and I have an

apple and we exchange these

apples then you and I will still

each have one apple.

But if you have an idea and I

have an idea and we exchange

these ideas, then each of us will

have two ideas."

Sales i deas are “ MDRT Eu rope Inc’s” currency A ND shares

MDRT Europe Value Unit 1 member = 1 sales idea / 1 marketing idea / 1 (best) practice management idea

1 member = 1 sales idea /

1 marketing idea /

1 (best) practice management idea

Prestige Professional Growth Personal Growth Productivity Value pillars Education/ Knowledge Ethics Service

Prestige

One-sentence MDRT Europe mandate To develop MDRT by liaising with insurance companies’ CEOs and Sales Directors. Membership Growth Europe – MDRT Matteo Pederzoli , European Regional Director Built and implemented a European c-level executive business strategy to increase membership, Annual Meeting attendance, and brand awareness in Central and Southeastern Europe. Membership and Annual Meeting attendance grew by 20% and 33% respectively in 2007.

Pre-history/Dimlights Province of Asia Dirigiste approach (top-down only with no bottoms up and/or grassroots) Top Of Table Tour (TOT) ephemeral carnival Disney vs. productivity/math is not opinion Value Proposition No knocking on companies doors Membership impasse CR mandate with no PR/marketing & communications support Blanket solution over language barriers Client at turning point going to point of no return

Province of Asia

Dirigiste approach (top-down only with no bottoms up and/or grassroots)

Top Of Table Tour (TOT) ephemeral carnival

Disney vs. productivity/math is not opinion Value Proposition

No knocking on companies doors

Membership impasse

CR mandate with no PR/marketing & communications support

Blanket solution over language barriers

Client at turning point going to point of no return

Roadmap to solution Interest Industry Component Cube Map membership according to 3 categories Find critical mass Create unique benefits Geographical region

Component Cube

Map membership according to 3 categories

Find critical mass

Create unique benefits

MDRT Europe’s roadmap Iceland to Israel; Azores to the Urals DSF Life Insurance and related products

A sales-idea-based… MDRT Membership = Higher Productivity = MDRT Membership Value Proposition … whereby partnering with MDRT means: A more productive and profitable sales organization A more knowledgeable organization A motivated and inspired sales force A staff culture that fosters success A positive reputation in the industry Dottiest? Where can we grow?

A sales-idea-based…

MDRT Membership = Higher

Productivity = MDRT Membership

Value Proposition

… whereby partnering with MDRT means:

A more productive and profitable sales organization

A more knowledgeable organization

A motivated and inspired sales force

A staff culture that fosters success

A positive reputation in the industry

MDRT’s critical mass “ New” Europe: More favorable view toward USA/low or non-existent counter-Americanism Grasp for economic improvement Declining welfare system and birthrates Population Age MDRT MDRT

“ New” Europe:

More favorable view toward USA/low or non-existent counter-Americanism

Grasp for economic improvement

Declining welfare system and birthrates

Strategic redirecting MDRT

Change of perception MDRT’s Europe

2006-08 Action Plan (Equation) Corporate Relations + Member Activities + Local Languages = Increased Membership + Increased Annual Meeting Participation (with increased brand awareness and stronger brand equity as side organizational benefits)

Membership Development Strategy Chart Central, Southeastern Europe and Russia Croatia Hungary Slovakia Lithuania Poland Russia Romania Slovenia Serbia Ukraine Cyprus Israel France Spain Turkey Italy Portugal Luxembourg Ireland Netherlands United Kingdom Northwestern Europe Belgium Germany Greece Czech Rep. Bulgaria Mediterranean

MDRT Europe Corporate Relations Strategy Chart

MDR

MDRT Ambassadorship: At own expense , a company requests one or more MDRT member/s and/or staff to address an audience made up by sales force and/or sales management at a company event. MDRT Sales Ideas Seminar: An MDRT Volunteer Leader and/or staff invites one or more companies to endorse an MDRT event at the company’s expense. MDRT Day/s: Driven by one or more MDRT Volunteer Leaders and involving participation & financial support of producers (sellers) from a minimum of two companies.

MDRT Ambassadorship: At own expense , a company requests one or more MDRT member/s and/or staff to address an audience made up by sales force and/or sales management at a company event.

MDRT Sales Ideas Seminar: An MDRT Volunteer Leader and/or staff invites one or more companies to endorse an MDRT event at the company’s expense.

MDRT Day/s: Driven by one or more MDRT Volunteer Leaders and involving participation & financial support of producers (sellers) from a minimum of two companies.

Dear Company Executive, … you could also consider having an MDRT speaker address your top sales force and management and/or organizing a practical & transferable MDRT Sales Ideas Seminar …here follows a sample session sequence/schedule (minutes based on simultaneous interpretation): MDRT Value Proposition (toward increased sales force productivity) - 45 minutes How To Sell (focus on selling techniques) - 60 min. Effective time management (how to increase activity volume) - 60 min. Sales Ideas ("open the relationship, do not close the deal") - 60 min. Questions & Answers - 45 min. tot.? … as long as we plan ahead speaker availability-wise, no speaker fees would apply; we would ask you to cover only the cost of our travel and accommodation.

Dear Company Executive,

… you could also consider having an MDRT speaker address your top sales

force and management and/or organizing a practical & transferable MDRT

Sales Ideas Seminar …here follows a sample session sequence/schedule

(minutes based on simultaneous interpretation):

MDRT Value Proposition (toward increased sales force productivity) - 45 minutes

How To Sell (focus on selling techniques) - 60 min.

Effective time management (how to increase activity volume) - 60 min.

Sales Ideas ("open the relationship, do not close the deal") - 60 min.

Questions & Answers - 45 min. tot.?

… as long as we plan ahead speaker availability-wise, no speaker fees would apply; we

would ask you to cover only the cost of our travel and accommodation.

Ambassadorships (2) at Commercial Union (Zygmunt Kostkiewicz, Piotr Czub, Tomasz Bartuzel and Managers) Executive meetings with AEGON, Allianz, AXA, ING, Pramerica, Premium Financial, PZU & Skandia Executive meetings with Alfa Strahovanie Life, AIG, Allianz, Aviva, Cheska Pojistovna, Ingosstrah LMT, Renaissance Life, Amb’ship at Allianz 2008 members ( first from Allianz)/ AM attendees Executive meeting and MDRT sales idea seminar at PZU No. 1 MDRT Europe Country for membership/AM in 2008 MDRT sales idea seminars at AXA, Pramerica and PZU Amb’ships at Aviva (András Farkas) and Generali (Tibor Vegh; first members) MDRT sales idea seminar at ING (first member) Executive meetings with Allianz, ING Exec meetings with Brokernet and Groupama MDRT sales idea seminars at Aviva and ING Exec meetings with AEGON, AIG, AXA and Union Pojistovna First members/AM in 2008 Amb’ship at ING Executive meetings with Aviva, AXA and ING Sample

Ambassadorships (2) at Commercial Union (Zygmunt Kostkiewicz, Piotr Czub, Tomasz Bartuzel and Managers)

Executive meetings with AEGON, Allianz, AXA, ING, Pramerica, Premium Financial, PZU & Skandia

Executive meetings with Alfa Strahovanie Life, AIG, Allianz, Aviva, Cheska Pojistovna, Ingosstrah LMT, Renaissance Life,

Amb’ship at Allianz

2008 members ( first from Allianz)/

AM attendees

Executive meeting and MDRT sales idea seminar at PZU

No. 1 MDRT Europe Country for membership/AM in 2008

MDRT sales idea seminars at AXA, Pramerica and PZU

Amb’ships at Aviva (András Farkas) and Generali (Tibor Vegh; first members)

MDRT sales idea seminar at ING (first member)

Executive meetings with Allianz, ING

Exec meetings with Brokernet and Groupama

MDRT sales idea seminars at Aviva and ING

Exec meetings with AEGON, AIG, AXA and Union Pojistovna

First members/AM in 2008

Amb’ship at ING

Executive meetings with Aviva, AXA and ING

One for all, all for one

Pre-history/Dimlights Province of Asia Dirigiste approach (top-down only with no bottoms up and/or grassroots) Top Of Table Tour (TOT) ephemeral carnival Disney vs. productivity/math is not opinion Value Proposition No knocking on companies doors Membership impasse CR mandate with no PR/marketing & communications support Blanket solution over language barriers Client at turning point going to point of no return

Province of Asia

Dirigiste approach (top-down only with no bottoms up and/or grassroots)

Top Of Table Tour (TOT) ephemeral carnival

Disney vs. productivity/math is not opinion Value Proposition

No knocking on companies doors

Membership impasse

CR mandate with no PR/marketing & communications support

Blanket solution over language barriers

Client at turning point going to point of no return

PR + CR

Membership of MDRT can play an important role in a company’s Corporate Social Responsibility program. Recently, MDRT was mentioned in AvivaSA Turkey’s report. Hanzade Aytaçlı, customer relations unit manager at AvivaSA, said that support for MDRT is a "sign of our investment in people". ( http://www.associationhq.com/mdrt/newsletter/index.html#item8 )

2006-08 Action Plan (Equation) Corporate Relations + Member Activities + Local Languages = Increased Membership + Increased Annual Meeting Participation (with increased brand awareness and stronger brand equity as side organizational benefits)

MDRT Ambassadorship: At own expense , a company requests one or more MDRT member/s and/or staff to address an audience made up by sales force and/or sales management at a company event. MDRT Sales Ideas Seminar: An MDRT Volunteer Leader and/or staff invites one or more companies to endorse an MDRT event at the company’s expense. MDRT Day/s: Driven by one or more MDRT Volunteer Leaders and involving participation & financial support of producers (sellers) from a minimum of two companies.

MDRT Ambassadorship: At own expense , a company requests one or more MDRT member/s and/or staff to address an audience made up by sales force and/or sales management at a company event.

MDRT Sales Ideas Seminar: An MDRT Volunteer Leader and/or staff invites one or more companies to endorse an MDRT event at the company’s expense.

MDRT Day/s: Driven by one or more MDRT Volunteer Leaders and involving participation & financial support of producers (sellers) from a minimum of two companies.

All in all, the most important result of the MDRT Day is that it brought alive the organisation to the Hungarian insurance companies. Being a member is now an honour.

Key partners Chambers of Commerce National Organizations Sister Organizations Glocal triangular approach (PIPUiF) Grassroots triangular approach (LIA, PSAS) Same industry Geographic and industry expertise

Chambers of Commerce

National Organizations

Sister Organizations

Glocal triangular approach (PIPUiF)

Grassroots triangular approach (LIA, PSAS)

Same industry

Geographic and industry expertise

2006-08 Action Plan (Equation) Corporate Relations + Member Activities + Local Languages = Increased Membership + Increased Annual Meeting Participation (with increased brand awareness and stronger brand equity as side organizational benefits)

Product buyers vs. joiners

European eNewsletter Unique European communications/community building tool For European members and prospects SIX languages — ENG, GRE, HUN, ITA, POL & ROM. Content from International MDRT news and Europe-specific Articles, community news, member interviews/testimonials, Research, etc.

Unique European communications/community building tool

For European members and prospects

SIX languages — ENG, GRE, HUN, ITA, POL & ROM.

Content from International MDRT news and Europe-specific

Articles, community news, member interviews/testimonials,

Research, etc.

Highlights Members up by 20% YOY in 07 & 22%+ so far in 08 AM registrants up by 33% in 07 (42% in 08) Poland at no.1; UK no. 2 but reversed trend Quadrupled eNews distribution list

Members up by 20% YOY in 07 & 22%+ so far in 08

AM registrants up by 33% in 07 (42% in 08)

Poland at no.1; UK no. 2 but reversed trend

Quadrupled eNews distribution list

I love when a plan comes together! plan comes together! I love when a n Action Plan comes together!

Never doubt that a small group of thoughtful, committed citizens can change the world. Indeed, it is the only thing that ever has. Margaret Mead Applicable lessons “ Every man owes a part of his time and money to. the development of the industry in which he is engaged.” Theodore Roosevelt Go East! Put your members to work …for themselves Legacy teams work hard and have fun at what they do!

Never doubt that a small group of thoughtful, committed citizens can change the world. Indeed, it is the only thing that ever has. Margaret Mead

“ Every man owes a part of his time and money to. the development of the industry in which he is engaged.” Theodore Roosevelt

Go East!

Put your members to work …for themselves

Legacy teams work hard and have fun at what they do!

MDRT EXPERIENCE IN EUROPE

Global & Regional Partnerships

Stretch of perception

Thank you! Matteo Pederzoli (Marco Polo!) [email_address] +32 495 616939