Our journeys reveal who we are, the experiences we have and the lives we touch. When I started in the financial services profession over 32 years ago, I could never have envisioned what would happen and the limitless possibilities! I had no idea the journey I would take – one filled with obstacles to overcome, successes to celebrate and memories to cherish. Those memories include 25 years of involvement in MDRT.

In 1999, I attended my first MDRT Annual Meeting in New Orleans and served as a Program General Arrangements volunteer. That PGA assignment started an amazing journey in MDRT and volunteer service. Fast forward 22 years to when I began serving on the MDRT Executive Committee. Then, last year at the Annual Meeting in Nashville, I addressed you as your incoming president. Now, today, I am delivering my presidential address to my fellow MDRT members here in Vancouver. I am so excited to be with you today.

But my MDRT journey has not been linear or simple. It took me a long time to understand what I needed to do and how MDRT could help me achieve those things. But once I did, my life changed significantly.

During the past nine months as your President, I have been beating the MDRT drums far and wide. I have traveled from my home near Boston to many places and events around the globe, sharing experiences and lessons learned with thousands of current and aspiring members of MDRT.

This week, you have traveled here – to beautiful Vancouver, British Columbia, Canada – to continue your MDRT journey. I am thrilled you decided to attend. We are here together to learn, grow and become better versions of ourselves than when we arrived. As I like to say, together is better, and we will prove that this week.

This morning, I will share five lessons I learned during my time as President and throughout my years of MDRT membership. I hope they resonate with you and that you can apply them to your MDRT journey.

Also, did you realize that 2027 will mark MDRT’s 100th year? How amazing is that?

As MDRT nears its centennial anniversary in 2027, I also want to discuss our organization’s progress and how MDRT is positioned to serve you well for years to come. MDRT is already preparing for its next 100 years, and there has never been a better or more exciting time to be a member.

I have learned a lot throughout my time in MDRT, and my term as President is no exception. The journey of our lives is about becoming. That leads to the first lesson I learned: Resilience, perseverance, commitment and the willingness to ask others for help are critically important.

I always enjoy meeting members around the world, and opportunities to answer their questions often foster meaningful and valuable conversations. During an MDRT event in Asia, I delivered a presentation and took questions from attendees afterward. One member shared his struggles in our business. He was visibly upset, and after several years as a financial advisor, he wondered if he should pursue a different career.

He asked me, “How do you manage your business and your clients, serve MDRT and seem to be so successful?” While he may have expected a simple, motivational answer, I answered his question with a question of my own. I asked him, “Do you want a diplomatic answer or an honest answer?” He paused for a moment and said, “An honest answer, please.” I said, “Life is not about doing or having. It is about becoming. Who we become is infinitely more important than what we do or what we have.”

I explained that my success did not occur overnight. In fact, it has taken more than 30 years to reach this point! I shared how I also struggled, especially in my early years, and even now I face challenges. All of us must continue to learn and grow, so we can continue on our paths to success.This is true for everyone in this room – even the President of MDRT.

To succeed, we inevitably experience difficult times. I call these the “valleys of life.” And overcoming these valleys helps us better appreciate when we climb to the “mountain peaks of life.” We must reflect and learn the lessons from the “valleys of life” to become better versions of ourselves. Resilience, perseverance, commitment, and consistency have been integral to reaching these peaks, and the member I spoke with reminded me how important it is to ask for help and guidance.

The more we share, the more we learn, and the more likely we are to succeed. It is remarkable how much this helps not only the person asking for help, but also the helper! Mentoring inevitably drives success for the mentee and the mentor. None of us gets to success without tripping over the steppingstones of failure. Success is never guaranteed, but with hard work and focus, it is more likely to happen. Keep trying! Never, ever give up! We are united by a common mission, and my engagement with members around the globe led to my next lesson.

The second lesson I learned is that we are more alike than we are different, and that MDRT unites us. We may come from different areas of the world, but we share many of the same challenges, opportunities, and values. All of us are striving to improve. We love our families, our work, and our communities, and that love drives us to do whatever it takes to prosper in all facets of our lives.

If MDRT was a recipe, the “secret sauce” that makes the meal special is our willingness to share information and learn from one another. MDRT is the best study group on the planet for financial services professionals.
MDRT members believe strongly in helping others get to the next level. Do not be shy, and never be afraid to ask for help. That will help all of us grow. That leads to my next lesson.

My third lesson learned is how important it is to have fun every day. Because we love and care so much, our work is often significant and serious. But we cannot be too serious all the time. Having fun is essential!

Fun takes many forms, but I will share one small thing that gives me joy: FUN Socks. What are FUN Socks? Well, I happen to be wearing a pair today. These are fun, right? If I am having a challenging day, I can take a deep breath, look down at my feet and smile. How can I not smile after looking at my FUN Socks? See how that works? Look at the smiles around you right now! Perspective matters, and something as silly as FUN Socks can change our perspective. The professional parts of our lives are vital and allow us to live, but we must remember that the other dimensions of life, including whimsy and fun, allow us to live our lives well.

This idea is central to MDRT’s Whole Person concept, which emphasizes the importance of balance in our lives. Living in balance is not always easy, and sometimes it seems impossible to achieve. But striving for it helps us move in the right direction – toward a life of fulfillment with loving relationships and positive experiences, all while making a meaningful difference in the lives of people we serve.  MDRT and the Whole Person concept have helped make me a better businessperson, friend, father and husband. Remember: Have some fun! Which brings us to my next lesson.

My fourth lesson learned is the importance of gratitude. We must be grateful for the journey and the people we meet along the way. During the Moment of Reflection, you heard some insights about gratitude from my wife Diana and my children Lucas, Sarah and Emily. I think they did a wonderful job – don’t you agree? Thank you, Diana, for your unwavering support. You are my rock, and I am so thankful to have you as my partner in life. Without you, I would be stuck in the valleys of life. And thank you to my children, who as kids were so understanding about my career responsibilities and since have grown up to be wonderful young adults! I love you all.

I begin and end each day thankful for where I am on my own journey and everyone who has been a part of it. This morning, I was reflecting on how grateful I am for all of you. I encourage you to be thankful, too. Have gratitude for those who came before us and the people who ensure that when we fall over the steppingstones of failure, we can get up, tighten the laces on our shoes and move forward. And as we move forward, remember that MDRT is not a destination. It is part of the journey.

That is my fifth and final lesson: Qualifying for MDRT is not a conclusion. It is not the ultimate goal or destination. Becoming MDRT is often seen as the end of a journey, but it is important to recognize that the end of one journey is the beginning of another. Qualifying for MDRT takes work, and you do not want to achieve it only once. You want to qualify every year.

I have been a member of MDRT for 25 years and Top of the Table for 16. I don’t say this to brag but to emphasize to you that despite my successes, I still learn new things every day. That is the value of continued engagement in MDRT. We all face obstacles at times, no matter how successful we are, so we must continue to learn and grow. MDRT helps us stay focused and on course.

My friends, you have earned your seat at the round table, and I am glad you are here. Everyone in MDRT leadership looks forward to seeing you with us for many years to come. And let me assure you, as mentioned earlier: There has never been a more thrilling and rewarding time to be a member of MDRT.

MDRT is a positive, productive, and purposeful community that thrives on togetherness. We are dedicated to professional and personal growth that constantly pushes forward, asking “what’s next” for members in all facets of their lives. As an MDRT member, you are part of this special community. You are continuing to make a positive difference for yourself, your family and your community. And now MDRT is helping you do that in new and exciting ways.

I want to call your attention to only a few of the exciting programs and initiatives under way within MDRT.

Our new Capability Program will help early and mid-career members further develop their competencies to succeed long term in our profession.

Our digital transformation initiative is helping members find the information they want in the manner that best suits them.

And our focus on customized content means that you will have the resources and tools, in multiple languages, to help you thrive in your professional and personal lives.

Meanwhile, MDRT opened its new Asia Pacific Headquarters office in Singapore last year to better serve our growing membership in the region.

MDRT also has a renewed commitment to financial advisors throughout their lives.

Our Family of Brands includes the MDRT Academy, which helps aspiring members achieve MDRT-level production. It is now available in five languages, with Spanish being the latest addition.

And the MDRT Center for Field Leadership helps team and field leaders become the best they can be.

What does all of this mean for you?

More value, better engagement, higher production and a stronger Million Dollar Round Table!

As I reflect upon the 32 individuals who met in 1927 and how they were thinking about the limitless possibilities, I am reminded of MDRT’s beginnings, where we are now and where we are headed on this journey together. MDRT has been and will remain the Premier Association of Financial Services Professionals. MDRT has been and will remain a member-driven organization. MDRT has been and will remain a place to connect with fellow members from around the globe. Together is indeed better! MDRT has been and will remain a place of excellence with a commitment to upholding the highest ethical standards. MDRT has been and will remain a place to learn, to share, to grow and, of course, to celebrate achievement. In 2024, we are nearly 95,000 members strong!

I sometimes wonder what MDRT’s founders would think if they could see us here today. Could they have imagined the possibilities? Looking back to my MDRT beginnings, I could not have imagined the possibilities – but here we are. Serving as your President has been an honor and a privilege, thank you for placing your trust in me.

On behalf of MDRT, thank you for your dedication and hard work to evolve our profession and make a positive difference in people’s lives.

The 2024 Annual Meeting marks a new beginning with limitless possibility as we imagine a brighter future as proud members of MDRT.

Congratulations to you for choosing your seat at the Million Dollar Round Table! Let’s continue to beat the MDRT drums far and wide and take our organization to even greater heights – together!

Presidential address

Transcript

Author(s):

Gregory B. Gagne, ChFC