Matteo Pederzoli grew MDRT membership and attendance in Europe by implementing a strategic plan focused on corporate relations, member activities tailored to local languages, and communications. Membership grew 20% and annual meeting attendance grew 33% in 2007. The plan involved partnering with insurance companies through ambassadorships and sales idea seminars, developing local language communications like a European eNewsletter, and leveraging partnerships. This resulted in increased membership, attendance, and brand awareness across Central and Eastern Europe.

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

2. 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.

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

9. 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.

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

15. Strategic redirecting MDRT

16. Change of perception MDRT’s Europe

17. 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)

18. 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

19. MDRT Europe Corporate Relations Strategy Chart

20. MDR

24. One for all, all for one

26. PR + CR

27. 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 )

28. 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)

32. 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.

35. 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)

36. Product buyers vs. joiners

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

41. MDRT EXPERIENCE IN EUROPE

42. Global & Regional Partnerships

43. Stretch of perception

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