Program Book

Transcription

Program Book

September 21–24, 2016
Fairmont Le Château Frontenac
Contents
Program at a Glance______________________________________________ 4
Session Descriptions______________________________________________ 5
Wednesday_______________________________________________________ 6
Thursday_______________________________________________________ 10
Friday__________________________________________________________ 18
Saturday________________________________________________________26
Session Floor Plans______________________________________________28
Honored Members_____________________________________________ 30
General Information_____________________________________________32
ConneXion Zone________________________________________________36
Sponsors________________________________________________________38
Speakers_______________________________________________________ 44
Wi-Fi
Wireless Network: TOT2016
SPO N SORE D BY ALLIAN Z
Group Name:
TOT2016
Access Code:
Allianz
M DR T ®, M I LLI O N D O LL AR ROU N D TAB LE ®, TO P O F TH E TAB LE ®, COU R T O F TH E TAB LE ®, CO N N E XI O N ZO N E ®, M DR T F OU N DAT I O N ®
AN D TH E PRE M I E R AS SO CIAT I O N O F F I NAN CIAL PRO F E S S I O NAL S ® ARE ALL R E G I S TE R E D TR AD E M ARKS O F TH E M I LLI O N D O LL AR ROU N D TAB LE .
2016
Top of the Table
Annual Meeting
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E NEW MD
RT
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APP
DOWN
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Quebec City,
Quebec, Canada
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1
2016 Top of the Table Advisory Board
William J. Rossi, CFP, ChFC
Dale W. Martin, CLU, ChFC
Scott D. Edelman
2016 Chair
Gainesville, Florida, USA
Immediate Past Chair
Palm Beach Gardens, Florida, USA
Member Content Committee Chair
Yardley, Pennsylvania, USA
Daniel O’Connell, MBA
Kerry T. Wallingford,
RICP, ChFC
Caroline A. Banks, FPFS
Program Committee Chair
Dallas, Texas, USA
2
Industry Relations Committee
Chair
Seattle, Washington, USA
Executive Committee Liaison
London, England, United Kingdom
Program
Committee
Industry Relations
Committee
Program at a Glance
2016 Top of the Table Committees
Member Content
Committee
Jose Feliciano, CFP, CLU
David M. Ethell, LUTCF
Katy Baxter
T YLE R , TE X AS, U SA
CA M AR I LLO, CALI F OR N IA , U SA
TR I NG, E NGL AN D, U N I TE D K I NGD OM
Mark Neufeld, CFP
CANADA
Marcus T. Henderson Sr.,
LUTCF
Elaine Bonello, ACII,
APFS
BRE NT WOO D, TE N N E S SE E , U SA
TA’XB I E X , M ALTA
Rick B. Stanzione, RFC,
CSA
Alan Kifer, CFP,
LUTCF
Gregory B. Gagne,
ChFC
WASH I NGTO N TE RR ACE , U TAH, U SA
SCOT T SDALE , AR I ZO NA , U SA
E XE TE R , N E W HA M PSH I R E , U SA
Brent J. Welch, CFP,
ChFC
Devang Patel, CFP, CLU
Cedric L. Watkins II, J.D.,
MBA
VAN COUVE R , BR I T I SH CO LU M B IA ,
O NAL ASK A , W I SCO N S I N, U SA
E D I SO N, N E W J E RSE Y, U SA
LOS ANGE LE S, CALI F OR N IA , U SA
3
Program at a Glance
Program at a Glance
Wednesday, September 21, 2016
Thursday, September 22, 2016
7 a.m. – 2:30 p.m.
Meet in lobby
at 6:45 a.m.
Golf Tournament (pre-paid event, at
additional cost)
7 a.m.–2 p.m.
Registration Open
7–8:15 a.m.
Networking Breakfast with Sponsors
8–9 a.m.
Yoga (pre-registration required)
7–8:30 a.m.
ConneXion Zone Open
8:30 a.m.–12 p.m.
Main Platform
10:15–10:45 a.m.
Coffee Break with Sponsors
10 a.m.–3 p.m.
Restaurant Reservation Booth Open
12–1:30 p.m.
Networking Lunch with Sponsors and
Ten X Talks at the Top
12–1:30 p.m.
ConneXion Zone Open
1:45–2:30 p.m.
Focus and Spotlight Sessions
1:45–2:30 p.m.
Spouse Sessions
2:30–3 p.m.
3:15–4 p.m.
Focus Sessions
3:15–4 p.m.
Spouse Sessions
4–5 p.m.
The Daily Recap
10 a.m.–2 p.m.
Meet in lobby
at 9:45 a.m.
Discovery of the Île d’Orleans (prepaid event, at additional cost)
10 a.m.–2 p.m.
Walking Tour of Old Quebec (pre-paid
event, at additional cost)
1–5 p.m.
ConneXion Zone® Open
1–6:30 p.m.
Registration Open
1–6:30 p.m.
Restaurant Reservation Booth Open
5–6 p.m.
First-Time Experience (Invitation Only)
6–7 p.m.
Opening Speaker
7–10 p.m.
Welcome Event
Open Evening for Dinner
9:30–11 p.m.
Sweet & Greet
Friday, September 23, 2016
Saturday, September 24, 2016
7 a.m.–2 p.m.
Registration Open
7:45–8:45 a.m.
Networking Breakfast
7–8 a.m.
Foundation Service Project
9–11:30 a.m.
Main Platform
7–8:15 a.m.
11:30 a.m.
Meeting Adjourned
7–8:30 a.m.
ConneXion Zone Open
8:30 a.m.–12 p.m.
Main Platform
book is correct at time of printing. Should any alterations
10:15–10:40 a.m.
to the program or overall schedule be necessary,
12–1:30 p.m.
Networking Lunch with Sponsors
12–1:30 p.m.
ConneXion Zone Open
1:45–2:30 p.m.
Focus Sessions
1:45–2:30 p.m.
Spouse Session
2:30–3 p.m.
3:15–4 p.m.
Open Sessions
3:15–4 p.m.
Spouse Session
4–5 p.m.
The Daily Recap
6:30–7:30 p.m.
Reception
7:30–11 p.m.
Dinner Dance
4
Note: Schedule is subject to change. Information in this
corrections will be made and added to your registration
kit distributed on-site.
Session Descriptions
Main Platform
All attendees, spouses, sponsors and speakers gather to hear presentations on
topics that appeal to everyone. Subjects include motivation, inspiration, innovation,
economic overviews, whole person, marketing and business best practices ideas.
Focus Sessions
These sessions are more technical in nature. They are open to all attendees, but may
Open Sessions
In this interactive session, participants can share what they are currently
be more appealing to specific attendees.
Wednesday
experiencing in the market and discuss trends and insights that advisors should
consider regarding annuities, RIA, investment strategies and technology. Open
Sessions offer a unique opportunity to get fresh information on a specific topic. Join
this informal discussion and hear what your peers encounter in their businesses.
Spotlight Session
This unique presentation illustrates how an individual incorporates a sponsor’s
product or service into their business. The spotlight is on the experience and benefits
received by using the product or service from an individual with first-hand working
knowledge.
Two Minute
Takeaways
Harnessing the knowledge of the Top of the Table community, this session is designed
to be a fast-paced, friendly competition. Bring your best two-minute idea and be
prepared to share it on Main Platform to be in the running for the “Best Idea” as voted
by the judges.
1st Prize: USD 200 | 2nd Prize: USD 150 | 3rd Prize: USD 100
Ten X Talks at
the Top
Ten X Talks at the Top are 10-minute presentations during Thursday’s
lunch hour. Discover new ways to improve your production as well as
provide beneficial solutions to your clients. Speakers are affiliates of
NEW
sponsoring companies.
The Daily Recap
After a day filled with informative sessions, take some time to wind
down and discuss the day’s takeaways with fellow attendees. After
the last session on Thursday and Friday, plan to attend the Daily Recap,
NEW
an informal opportunity for you to discuss ideas over light appetizers
and drinks.
Spouse Sessions
These special sessions were created to offer activities for spouses while members
participate in the afternoon Focus Sessions. They are fun, interactive classes on a
variety of topics. Register on-site at the registration counter.
5
September 21
Wednesday
Wednesday
7 a.m.–2:30 p.m.
Golf Tournament
S
La Tempête Golf Club
Pre-registration required
SH U T TLE W I LL D E PAR T F ROM TH E H OTE L LO B BY AT 7 A . M .
Start your meeting right with a round at La Tempête Golf Club, a beautiful course
created by renowned architect Darrell J. Huxham. La Tempête covers 200 acres,
including 40 acres of premium-quality bent grass.
AT T I RE : PRO PE R GO LF AT T I RE . N O D E N I M PE R M I T TE D O N TH E COU RSE . GO LF SPI KE S AR E N OT RE Q U I R E D.
Due to required guarantees, cancellations must be received in writing at MDRT headquarters
on or before Friday, August 12, to receive a refund. No refunds will be given for cancellations
received after Friday, August 12. No refunds will be given for no-shows.
8–9 a.m.
Yoga
S
Montmagny, Basement Level
Start off your day on the right foot! Prepare your mind and body for a long day
of work with a morning yoga class that will leave you feeling energized and ready
to take on any task.
10 a.m.–2 p.m.
Walking Tour of Old Quebec
S
M E E T I N TH E H OTE L LO B BY AT 9:4 5 A . M .
Quebec City is perfect for a walking tour. This is also the best way to really
appreciate the French culture of the city and feel its energy. Put on good walking
shoes, take your camera and begin exploring some of the city’s many highlights!
Based on the time allowed, the departure point or the range of interest of your
group, the guide will select the best route and will share their extensive knowledge
of the history of Quebec City. Group leaves hotel at 10 a.m. and returns at 2 p.m.
Lunch will be provided.
6
S
Spouse, non-industry (interest to both member and spouse)
10 a.m.–2 p.m.
Discovery of the Ile d’Orleans – A Gourmet Tasting Experience
S
PLE ASE M E E T I N TH E H OTE L LO B BY AT 9:4 5 A . M .
Get a complete immersion in Quebec’s culture by visiting the small haven of fresh
and specialized gourmet products only minutes from the heart of Quebec City. Set
out on the “road of all flavors” (La route des saveurs), named because of the rich
history and culture that can be discovered and explored along the way. Group
leaves hotel at 10 a.m. and returns at 2 p.m. Lunch will be provided.
1–5 p.m.
1–6:30 p.m.
ConneXion Zone
Open
Registration
Open
Frontenac,
2nd Level
Verchères,
2nd Level
1–6:30 p.m.
Restaurant
Reservations Booth
Open
Verchères,
2nd Level
7
September 21 | Wednesday (continued)
5–6 p.m.
First-Time Experience Orientation
S
Salle de Bal, 2nd Level
I NVI TAT I O N O N LY
MO D E R ATOR: W. J. ROS S I, CF P, CH F C
Is this your first Top of the Table Annual Meeting? At this orientation, first-time
attendees and spouses will mingle with other members, including the Top of the Table
Advisory Board, to help acclimate everyone to the meeting and all it has to offer.
6–7 p.m.
Opening Speaker
S
TH E POWE R O F PE RSPE C T IVE
SAN DR A J OSE PH
MO D E R ATOR: W. J. ROS S I, CF P, CH F C
Joseph will deliver a once-in-a-lifetime experience with a powerful message.
As an alternative to the typical stand-and-speak presentation, she will share
her message through an intimate “fireside chat” that invites a conversational,
interactive experience. Joseph’s story will inspire you to reach for your own highest
level of performance in life and business. The powerful session will close with an
unforgettable performance you will not want to miss.
7–10 p.m.
Welcome Event
S
Seminaire’s Courtyard & Chapelle
O F F-S I TE LO CAT I O N . TR AN SPOR TAT I O N W I LL B E PROVI D E D,
H OWE VE R TH E LO CAT I O N I S WALK AB LE . M E E T I N TH E LO B BY AF TE R TH E O PE N I NG SPE AKE R .
The Welcome Event allows members and their spouses to get acquainted with fellow
attendees before the meeting begins. It takes place off-site this year at the historic
Seminair’s Courtyard and Chapelle. Built in 1854, this unique property offers both
contemporary comfort and 19th century elegance. Weather permitting, warm attire
is recommended for this outdoor event, as evenings can get chilly.
8
S
Thursday
September 22
Thursday
7 a.m.–2 p.m.
Registration Open
Verchères, 2nd Level
7–8:15 a.m.
Dufferin, Aylmer, Haldimand, Montmagny, Basement Level
7–8:30 a.m.
ConneXion Zone Open
Thursday
Frontenac, 2nd Level
8:30 a.m.–12 p.m.
Main Platform
S
Emcee: Jason Hewlett
Moment of Reflection
William D. Olinger II, CLU, ChFC
Emotional Intelligence 2.0: Taking Your Game to the Next Level
Dr. Travis Bradberry
In today’s competitive world, each of us is looking for new and powerful ways
to manage, adapt and strike ahead of the pack. This session will enable you to
capitalize on your emotional intelligence — a skill set that’s responsible for 58 percent
of your job performance. Learn what an emotional quotient (EQ) is, how it works
and why it’s a skill we’re all hardwired to rely on. This session will enable you to:
• Discuss how your EQ affects your actions in the workplace and how others
respond to you
• Describe the critical connection between EQ and job performance
• Increase your EQ using a step-by-step process outlined by the presenter
• Discover how our brains are hardwired to make EQ a critical skill
10
S
Spouse, non-industry and sponsor (interest to both member and spouse)
Top of the Table Chair Welcome
W.J. Rossi, CFP, ChFC
MDRT Presidential Welcome
Mark J. Hanna, CLU, ChFC
Hope Amid the Ruins
Kevin Ryan
In this eye-opening presentation, Ryan will walk you through the lives of four homeless
kids he came to know over the past two decades. He will share with you how their
struggles illuminated for him the answers to central questions on identity, purpose and the
meaning of home. The stories will inspire you to have a new outlook on the art of living.*
*
Stop by the MDRT
Foundation Booth to make
your donation to support
Covenant House. Meet Kevin
Ryan on Thursday, and learn
more about his mission.
10:15–10:45 a.m.
Coffee Break
with Sponsors
Frontenac ,
2nd Level
10 a.m.–3 p.m.
Restaurant
Reservations Booth
Open
Verchêres,
2nd Level
Spotting Bubbles Before They Burst
Vikram Mansharamani
Mansharamani contends the ability to identify financial (and other) bubbles before
they burst is easier if you step outside your expertise. Narrow focus can lead to tunnel
vision. Instead, look broadly through multiple lenses — to art markets, architecture,
popular culture, economics, politics and more. Mansharamani empowers audiences
— assuring them they don’t need to be an expert to effectively anticipate the future.
Profession in Transition
Chris Leach, Dip PFS
Susan Catherine Paterson, FChFP
Lawrence J. Rybka, J.D., CFP
As financial services professionals, we all have to find strategies to deal with
changing economies, regulations and politics. This session will take a look at how
Top of the Table members have faced some of these challenges, realized change
gives way to opportunity and in the end reached even greater levels of success.
While business is different from country to country, we all have the same goal: to
create financial success for our clients. This session will give you a global perspective
and new ideas to transform your practice in times of change.
September 22 | Thursday (continued)
12–1:30 p.m.
Networking Lunch with Sponsors
12–1:30 p.m.
Ten X Talks at the Top
Haldimand, Basement Level
Partners Advantage Insurance Services:The Seven Secrets to Effective Communication
CHARLE S G I PPLE , CLU, CH F C
Clarity 2 Prosperity Mastermind Group: The Bucket Plan: Asset Positioning
Philosophy and the Tools You Can Use to Adapt it
JASO N L . SM I TH
LifePro Financial Services: Open the Door to Tax-Free Distributions from a Qualified
Retirement Plan
PH I LI P F. SPALD I NG JR .
Prudential Financial: 3X3 – Best Ideas to Build Your Business
D OUG W I N KLE R
12–1:30 p.m.
ConneXion Zone Open
1:45–2:30 p.m.
Focus and Spotlight
Sessions
Are you Referable?
Clay Gillespie, CFP, CIM
Bellevue, 2nd Level
TR AN SL ATE D I N M AN DAR I N
Branding is more than a logo and a tagline. Every contact with your clients and
prospects is a form of branding. In this presentation, Gillespie explains how to
successfully attract new clients and referrals by answering these three questions:
1. Why are you the right advisor?
2. What makes you stand out from your competition?
3. What makes you referable?
Gillespie helps you understand the customer journey from a client perspective so you
can see what converts a prospect to a client.
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US U.S. product or tax law-based
The Department of Labor Best Interest Standard
US
Lawrence J. Rybka, J.D., CFP
Jacques-Cartier, Lobby Level
New challenges and new opportunities await U.S. advisors. Starting April 10th, 2017,
every U.S. financial advisor will be subject to an entirely new regulatory scheme,
impacting all advice to qualified plans and their participants. The far-reaching
impact of the rule will affect producers with every kind of product and service,
including broker-dealers, registered investment advisors, insurance companies
and banks. This session will focus on practical and tactical issues your firm needs to
address to continue serving clients, including what to do with existing 401(k) and IRA
accounts, adjusting product offering and fee schedules, creating communication
with your client to document new duties under the rule, and thinking through new
ways to package your offering to decrease complexity for your firm and your clients.
Rethinking Your Sales Process For the Ultimate Competitive
Advantage
Charles D. Hollander, Jr.
Place D’Armes, Lobby Level
TR AN SL ATE D I N JAPAN E SE
One thing is certain: No matter how well planned your business strategy, or how
appealing your product portfolio, it’s the effectiveness of your sales conversations
that determines whether or not your firm meets its revenue forecasts. In today’s selling
environment, increased competition, complexity and commoditization are having
an unprecedented impact on your ability to gain attention and motivate clients
to take action. In this session, you will learn how to avoid stalled deals and client
procrastination, and discover how a single adjustment to your sales process can
have a greater impact on business growth than any other activity. You will leave with
an easy-to-implement advice delivery system that creates urgency, avoids client
procrastination and differentiates your firm, even while the competition is touting
similar offerings.
LifePro Financial Services: The Qualified Leverage Strategy:
Unlocking Your Client’s Retirement Plan Assets
Christopher Jacob, CFP
Beauharnois, Basement Level
If you thought “pension rescue” was dead, think again! Qualified Leverage Strategy
(QLS) is an innovative solution that utilizes life insurance to reposition tax-deferred
assets from qualified plans without losing 40 percent or more to taxes. Potential
benefits include an increase in retirement income, maximizing wealth transfer and
greater charitable endowments. In this session, you will learn how QLS can benefit
you and your clients, and how you can unlock their financial future.
13
1:45–2:30 p.m.
Spouse Sessions
S
M E E T I N TH E LO B BY AT 1:3 0 P. M .
The Pleasures of Healthy Eating
Imane Lalou, Ph.D.
Le Monastère des Augustines
In this session, Lalou teaches you a straightforward approach to a balanced diet,
offering concrete examples, tools and recipes that enable participants to gradually
integrate vital elements for a healthy body and a harmonious being. Did you know
that pleasure is one of the pillars of emotional health? Yet it is often portrayed as an
enemy of wellness. Bringing pleasure back to healthy eating satisfies the senses while
respecting your whole being.
Liberate Yourself from Stress and Anxiety
Marjolaine Leblanc
In this session, Leblanc will introduce the tools and knowledge to gently improve your
diet, lifestyle and perceptions so you can begin to liberate yourself from stress and
anxiety. Learn how to nourish and defend your nervous system and explore breathing
exercises and other activities that promote a calm and balanced you.
2:30–3 p.m.
Coffee Break
with Sponsors
Frontenac,
2nd Level
14
S
3:15–4 p.m.
Focus Sessions
S
Marketing Without Money
Jeff Crilley
Bellevue, 2nd Floor
All of us would like to take our marketing to the next level. Who better to help us do
that than a media insider? Former Emmy Award-winning TV reporter Crilley will share
the secrets to getting good news stories that even many seasoned PR pros don’t
know. Crilley believes in combining learning with laughter. His charismatic speaking
style lends itself perfectly to this fun, interactive talk. You will walk away from this
session with skills to deliver stories to attract the media, an understanding of the
best and worst times for coverage, tips to get your press releases noticed, and best
practices for handling negative media coverage.
Uncover Millions with Advanced Planning Strategies Utilizing
Wealth Transfer
Warren Stickney
With the estate tax exemptions at USD 5.45 million, many planners wonder why
transferring wealth is important. However, there are many hidden benefits that may be
achieved, including income tax reduction and qualification for certain government
benefits. This session will explore actual cases and demonstrate how, by using timetested strategies, families can better structure their wealth and long-range goals, while
providing useful benefits to younger or older generations as needed. Additionally,
these life insurance strategies can help those dealing with blended marriages and
divorce preserve family harmony and certainty. We will explore case studies of a
high-net-worth couple trying to reduce estate- and income taxes, and parents of
successful children who need income for living and long-term care expenses.
Navigating and Operating a Family Business
Alison Murdock
Imagine going to work every day and having siblings as your colleagues. Now
imagine both of your parents are your bosses. Some may consider this a dream job;
to others, it’s a nightmare. To the Murdock family, it is a reality and part of everyday
business and life. In this session, you will hear from the oldest of four siblings who work
together in the insurance and estate planning business. Their parents created the
company and currently operate as president and vice president. You will discover how
communication, teamwork, individuality and respect can contribute to a successful
family business. Those who are looking to grow a family business can learn from the
struggles, fights and successes that have contributed to a thriving family team.
Active Management to Move Money and Variable Accounts
to the Right Places at the Right Time!
Paul S. McCready, RFC, CFP
Learn how McCready and his firm, Counsel Wealth Management, generate more than
USD 2 million of recurring revenue each year by providing active money management
on annuities, life insurance and institutional-class brokerage accounts. McCready will
share, step by step, how ordinary life insurance agents can supercharge their business
and revenue while creating exceptional client service. He began the transformation of
his practice into an independent “faith-based” full wealth management firm 20 years
ago, and so can you. Leave this session with the tips, tools and — most importantly —
the courage to take your business to the next level of success.
3:15–4 p.m
Spouse Sessions
S
Repeat of earlier sessions on page 14.
M E E T I N TH E LO B BY AT 3 P. M .
The Pleasures of Healthy Eating
Imane Lalou, Ph.D.
In this session, Lalou teaches you a straightforward approach to a balanced diet,
offering concrete examples, tools and recipes that enable participants to gradually
integrate vital elements for a healthy body and a harmonious being. Did you know
that pleasure is one of the pillars of emotional health? Yet it is often portrayed as an
enemy of wellness. Bringing pleasure back to healthy eating satisfies the senses while
respecting your whole being.
Liberate Yourself from Stress and Anxiety
Marjolaine Leblanc
In this session, Leblanc will introduce the tools and knowledge to gently improve your
diet, lifestyle and perceptions so you can begin to liberate yourself from stress and
anxiety. Learn how to nourish and defend your nervous system and explore breathing
exercises and other activities that promote a calm and balanced you.
16
S
Open Evening
for Dinner
4–5 p.m.
The Daily Recap
Friday
After a day filled with informative sessions, take some time to wind down and
discuss the day’s takeaways with fellow attendees. Plan to attend the Daily Recap,
an informal opportunity for you to discuss ideas over light appetizers and drinks.
9:30–11 p.m.
Sweet & Greet
Beauharnois & Montmagny, Basement Level
After enjoying dinner with your spouse and Top of the Table friends, return to the
Fairmont Le Château Frontenac to satisfy your sweet tooth at this dessert gathering.
Mingle with members and their spouses while enjoying after-dinner drinks, coffee
and desserts.
17
September 23
Friday
7 a.m.–2 p.m.
Registration Open
Verchères, 2nd Level
7–8 a.m.
Salon Rose, 2nd Level
7–8:15 a.m.
7–8:15 a.m.
ConneXion Zone Open
8:30 a.m.–12 p.m.
Main Platform
S
The E.P.I.C. Retirement
Friday
Mitch Anthony
More than 15 years ago, Anthony broke through the ceiling of retirement planning
with his book, “The New Retirementality.” He changed the conversation about
retirement from one focused solely on money to one focused on purpose. In “The
E.P.I.C. Retirement,” he moves that conversation to the next level by challenging
advisors to step up, broaden their capacity and embrace a new role: retirement
coach. Retirement coaching is the future of retirement planning — this new approach
represents the value proposition that will separate successful advisors from the rest.
Advisors making the transition to retirement coaching understand the characteristics
of an E.P.I.C. retirement: Engagement, Purpose, Integration and Challenge.
18
S
Two Minute Takeaways
Facilitator: Howard E. Sharfman
Harness the knowledge of the Top of the Table community in this fast-paced, friendly
competition. Bring your best, two minute idea and be prepared to share it on Main
Platform to be in the running for the “Best Idea” as voted by the judges.
10:15–10:40 a.m.
Beyond LinkedIn: Proven Social Media Strategies for
Financial Professionals
Jay Papasan
More than 75 percent of financial professionals are on social media, yet only
43 percent report a return on that investment. How do we bridge the gap? Papasan
will cover how to leverage social media to attract new business, get found on the
web, convert more leads and even enhance your professional brand. It’s simple,
practical and doesn’t require any technical expertise. Along the way, Papasan will
cover common pitfalls and how to avoid them, as well as more advanced strategies
to explore once you have the basics well in hand.
Keys to Fulfilling Life While Working
Simon Gibson
To live a fulfilling life, you need many keys to open many locks. While you are working,
however, finding those keys can be a challenge. Gibson will use a real-life story of a
client to show how the keys to unlock a successful career, health and fitness, great
friendships, a loving family, a great environment and a sound financial future are all
available. Sometimes we have had the key we are searching for all along — we just
didn’t reach far enough into our pockets to find it. Gibson uses real keys to help to
demonstrate various takeaways, and there’s a powerful, poignant twist at the end,
which will make everyone reassess their own circumstances.
What Big Brands Know
Gerry O’Brion
O’Brion is a nationally recognized marketing and branding expert who has worked
on several billion dollar brands and distilled that experience into growth strategies
you can implement immediately, regardless of your budget. His presentation is a fun,
thought-provoking dialogue that will generate real ideas you can use to ignite your
growth. You will learn the three critical questions your company should be asking to
attract your ideal customers and turn them into passionate fans. You will leave with
an action plan to navigate your company to long-term success. O’Brion will have you
reexamine your business and discover how you are different from your competitors.
The presentation is packed with strategies and case studies from several different
industries that you can leverage right now in your business.
September 23 | Friday (continued)
12–1:30 p.m.
Networking Lunch
with Sponsors
Dufferin, Aylmer, Haldimand,
Montmagny,
Basement Level
1:45–2:30 p.m.
12–1:30 p.m.
ConneXion Zone Open
Dufferin, Aylmer, Haldimand,
Montmagny,
Basement Level
Focus Sessions
S
Creating an Engaged Agency
Jennifer A. Borislow, CLU; and Mark S. Gaunya, GBA, LIA
Bellevue, 2nd Level
Successful agencies understand the importance of employee culture and
engagement. Employees need to feel connected to a purpose that is meaningful
and actionable. When your employees are engaged, their relationships with clients
are stronger, their happiness levels rise and their power to achieve more is realized.
It is the key to improved performance and agency growth. Learn what fellow Top
of the Table members Borislow and Gaunya — who have been recognized by the
Boston Business Journal as running the best place to work in Massachusetts — have
done to implement culture strategies and effective engagement tools.
Make Millions With Tax-Free Money and Long-Term Care
Don A. Quante
During this session, you will learn the blueprint to get a steady stream of motivated
prospects to drive past 20 other financial planning firms to come see you to discuss a
topic most people would rather avoid: how to pay for long-term care. In addition to
learning this proven approach that has allowed Quante to qualify for Top of the Table
14 years in a row, you will leave this fast-paced session with details on how to use an
IRS rule to convert a client’s existing annuity into a tax-free pool of money worth five
times the original annuity.
20
S
Business Succession Planning: Uncommon Planning Techniques
William H. Wakeman III, CFP
Employee stock ownership plans (ESOPs) and non-qualified deferred compensation
plans can provide tax-efficient funding for small- and medium-sized business
succession plans. These powerful planning tools can provide funding for replacing
owners and managers due to their untimely death, disability or planned retirement.
Additionally, these tools help build positive, motivational relationships with
employees. This discussion will cover the basics of this type of planning and will
include references to resources, professionals and vendors that make sure the job
gets done right and the financial advisor looks good!
Achieving Top of the Table with Nothing But Term Insurance
Guy Munro Mankey
Australian advisors don’t have a lot of choice about the insurance products they
sell. There is term insurance and, well… term insurance. With no estate taxes, and
permanent insurance unavailable since the early 1990s, every conversation is based
around fulfilling current (and usually temporary) life, disability and critical illness
needs. In this session, Mankey will share practical ideas and processes that brought
him to Top of the Table with an emphasis on concepts that advisors from around
the globe can use to protect their clients’ “what if” problems while building the
value of their own businesses.
1:45–2:30 p.m.
Spouse Session
S
Secrets to a Happy Relationship
Martine LaBreche
Petit Frontenac, 2nd Level
Happiness Expert certified (PPCC) LaBreche will lead this fun and interactive
workshop designed to empower you to take charge and reach for an exciting life,
abundant in health, wealth and meaningful relationships. Healthy relationships are
the foundation to our own happiness and wellness, coloring our world and affecting
all areas of our life. We want to get along but we don’t always know how. There is
hope, as the new science of happiness is doing research on the topic and offering
new ways to deal with the challenge. In this interactive workshop, we will look at
what often gets us in trouble and how we can overcome it. It is an invitation to create
a life full of long-lasting and conflict free relationships.
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2:30–3 p.m.
Coffee Break
with Sponsors
3:15–4 p.m.
Open Sessions
S
Open Session
Registered Investment Advisors (RIA)
Facilitator: William Beynon
Bellevue, 2nd Level
In this interactive session, Beynon will facilitate a conversation about registered
investment advisors (RIA) and cover some of the most common questions about
becoming an RIA, including who is qualified to become an RIA, and what
benefits are associated with being an RIA.
Open Session
Annuities
Facilitator: Marc A. Silverman, CFP, ChFC
Join Silverman as he facilitates a conversation about current experiences in the
market related to annuities. Gain insights on what advisors should consider when
using annuities to prepare clients for retirement and explore how annuities can
be best used to reach client goals.
22
S
Open Session
Technology
Facilitator: Brett A. Simpson, CLU, CFP
Are you interested in introducing new technology or products into your practice?
Simpson will facilitate a conversation on how advisors can use technology to
service clients, stay in compliance and run daily activities more efficiently. You will
hear the latest trends and insights that advisors should consider.
Open Session
Investment Strategies
Facilitator: Michelle L. Hoesly, CLU, ChFC
Join Hoesly in a conversational exploration of open investment strategies. In this
interactive session, participants will discuss various investment strategies, how to
create the right strategies for clients and how to manage portfolios.
Open Session
Japanese
Facilitator: Hiroharu Tauchi
Montmagny, Basement Level
PRE SE NTE D I N JAPAN E SE
Join the conversation about technology, investment strategies and other topics
of interest to today’s advisor.
Open Session
Mandarin
Facilitator: Julia R. Cheng, CFP, MBA
Salon Rose, 2nd Level
PRE SE NTE D I N M AN DAR I N
Join the conversation about technology, investment strategies and other topics
of interest to today’s advisor.
23
3:15–4:00 p.m.
Spouse Session
S
Learning to Say No… Positively
Martine LaBreche, Life Coach-Happiness Expert certified (PPCC)
Petit Frontenac, 2nd Level
Being nice and caring for others is a good thing. It builds great relationships. But
do you sometimes feel that you are doing a bit too much with little appreciation in
return? Worst, when it’s time for you to ask the same people for help, they are not
available. For you, it is impossible to say no to your children, your spouse, your family,
your friends or your boss. But at what cost? If resentment and frustration are building
up inside you, your to-do list is rapidly becoming endless and you feel a burnout is
just around the corner, then this workshop is for you. You will learn that you always
have a choice between a yes or a no.
4–5 p.m.
The Daily Recap
After a day filled with informative sessions, take some time to wind down and
discuss the day’s takeaways with fellow attendees. Plan to attend the Daily Recap,
an informal opportunity for you to discuss ideas over light appetizers and drinks.
6:30–7:30 p.m.
Reception
7:30–11 p.m.
Dinner Dance
Enjoy a wonderful evening of good food, camaraderie and music. Begin the dinner
with quiet music and great conversation, and later you can dance the night away.
Attire for the dinner dance is semi-formal. Men will be comfortable in a sport coat or
suit, and ladies in a cocktail dress.
24
S
Saturday
September 24
Saturday
7:45–8:45 a.m.
Networking Breakfast
9–11:30 a.m.
Main Platform
S
Salle de Bal , 2nd Level
5 Shark Points: Fundamentals for Success in Business and Life
Daymond John
John has been a phenomenally successful business person for more than 25 years.
Along his entrepreneurial journey, through his many successes as well as failures,
he has learned a few things about getting an edge on the competition. He believes
the keys to his success include establishing the right mindset and following a few
fundamental principles, which he calls his five “shark points.” Get ready! John is
going to share his unique goal-setting and achievement strategies, which will
empower you to make positive changes in every aspect of your life.
2016 Top of the Table Chair’s Closing Address
W.J. Rossi, CFP, ChFC
2017 Top of the Table Chair Address
Saturday
Ian Green, Dip PFS
26
S
Session Floor Plans
Top of the Table 365
Brian H. Langford, CFP, CRPC
Jonathan D.W. Lewis
Branden Schiralli , CLTC
In this session, you will hear some of the greatest tips Top of the Table members
have taken away from past meetings, how they implemented them and how their
businesses were positively affected. You will get firsthand stories that show how the
innovative ideas you hear in sessions and through networking with other members
can inspire growth in your business.
Leading on the Edge: 3 Vertical Lessons to Build Momentum
and Reach Your Next Summit
Manley Feinberg
In his presentation, Feinberg will help you realize how to achieve more in your life,
maintain momentum, serve at a higher level and step up to reach more of your
potential. He’ll show you how to do so in a way that encourages those in your
workplace to also step up. In this session, you will:
• Discover a technique you can use immediately to gain clarity in chaos and focus
in your efforts
• Learn to leverage a strategic mindset that will change your relationships for life
• Walk out equipped and inspired to lead with more impact in all areas of your life
• Build the momentum you need to reach your next summit
27
Session Floor Plans
Session Floor Plans
Fairmont Le Château Frontenac
2nd Level
Frontenac
Frontenac
Frontenac
ConneXion Zone
ConneXion
Reception Zone
ConneXion Zone
Reception
Reception
Bellevue
Bellevue
Bellevue
Focus Sessions
Focus
Open Sessions
Focus Sessions
Open
Open Sessions
Salon Rose
Salon Rose
Salon
Rose Service Project
Foundation
Salle de Bal
Salle de Bal
Salle
de Bal
Main
Platform
Main
Platform
First-Time
Experience
Main
Platform
First-Time
Experience
Opening
Speaker
First-Time
Experience
Opening
Speaker
Dinner
Dance
Opening
DinnerSpeaker
Dance
Dinner Dance
Verchéres
Verchéres
Verchéres
Registration
Registration
Registration
Petit Frontenac
Petit Frontenac
Petit Frontenac
Spouse
Sessions
Spouse Sessions
Spouse Sessions
Lobby Level
Jacques-Carter
Jacques-Carter
Jacques-Carter
Focus
Sessions
Focus
Open Sessions
Focus Sessions
Open
Open Sessions
Place D’Armes
Place D’Armes
Place Sessions
D’Armes
Focus
Focus Sessions
Open
Focus Sessions
Open
Open Sessions
Basement Level
Duffernin
Duffernin
Duffernin
Breakfast and Lunch
Breakfast and Lunch
Breakfast and Lunch
Aylmer
Aylmer
Aylmer and Lunch
Breakfast
Breakfast
and Lunch
with Sponsors
Breakfast
and Lunch
with Sponsors
with Sponsors
28
Montmagny
Montmagny
Montmagny
Sweet
& Greet
Sweet
Greet
Breakfast
and&Lunch
Sweet
Greet
Breakfast
and&Lunch
BreakfastBeauharnois
and Lunch
Beauharnois
Beauharnois
Focus
Sessions
Focus Sessions
Open
Focus Sessions
Open
Open
Sessions
Haldimand
Haldimand
Haldimand
Daily
Recap
Daily
Recap
Ten X
Talks
Recap
Ten
Talks
BreakfastDaily
andX
Lunch
Talks
Breakfast Ten
andXLunch
Breakfast and Lunch
VISIT THE MDRT STORE ONLINE
Find educational products and
branded merchandise at your fingertips
Honored Members
Meeting Presentations
∙ Annual Meeting
∙ Top of the Table Annual Meeting
∙ MDRT Experience
and Global Conference
Books
∙ Client Strategies
∙ Marketing/Branding
∙ Practice Management
∙ Whole Person
Multimedia
∙ Audio Books
∙ eBooks
∙ CD Sets
Insignia Items
∙ Pins and Jewelry
∙ Pens
∙ Apparel
∙ Accessories
∙ Plaques
Visit mdrtstore.org
Visit mdrtstore.org
Register online to see special pricing.
Honored Members
Honored Members
Top of the Table Past Chairs
1977–78
Edwin T. Johnson, CLU
1998
Peter A. Sullivan, CLU
1979
Lyle L. Blessman
1999
John M. Nicola, CLU, CH.F.C.
1980
David J. Downey, CLU
2000
Garry Avis, FLUA
1981
James A. Mueller
2001
Michael L. Weintraub, CLU
1982
Albert J. Schiff, CLU, CAP
2002
Andrew C. Lord, CLU, ChFC
1983–84
Wesley F. Arnold, CLU
2003
Marc A. Silverman, CLU, ChFC
1985
James A. Burton
2004
Douglas R. Peete, ChFC
1986
Marvin H. Feldman, CLU, ChFC
2005
Jennifer A. Borislow, CLU
1987
Mark L. La Vine, CLU, ChFC
2006
Alphonso B. Franco, RHU, RCIS
1988
James E. Rogers, CLU, CFP
2007
1989
Tony Gordon
2008
Mark Dorfman, CLU, ChFC
1990
Sidney A. Friedman, CLU, ChFC
2009
Michelle L. Hoesly, CLU, ChFC
1991
Bobb A. Meckenstock, CLU, MBA
2010
W. Luther Pierce IV, CLU
1992
Gary R. Sitzmann, CLU
2011
Ralph Antolino Jr., J.D., CLU
1993
Bruce W. Etherington, CLU, CH.F.C.
2012
Randy L. Scritchfield, CFP, LUTCF
1994
Frank A. Creaghan, CLU
2013
E. Dennis Zahrbock, CLU, CFP
1995
William H. Dodd, CLU
2014
Jason J. Dudum, LUTCF
1996
Dermot T. Healey Sr., CLU, ChFC
2015
Dale W. Martin, CLU, ChFC
1997
Thomas S. Rogers Jr., CLU
30
2017 MDRT Executive Committee
President
Concord, California, USA
Brian D. Heckert, CLU, ChFC
Immediate Past President
Nashville, Illinois, USA
James D. Pittman, CLU, CFP
First Vice President
40-Year Top of the Table Members
Congratulations to the following 2016 members who
have been members of the Top of the Table every
year since its inception in 1977.
David J. Downey, CLU
Champaign, Illinois, USA
Edward S. Felsenthal, CLU
Memphis, Tennessee, USA
Robert D. Hall
Sunnyside, Washington, USA
Ross Vanderwolf, CFP
Second Vice President
Thomas I. Hull, CLU
Fortitude Valley, Queensland, Australia
Regina Bedoya, CLU, ChFC
Secretary
Juno Beach, Florida, USA
General Information
Portland, Oregon, USA
Toronto, Ontario, Canada
Barton L. Kaufman
Carmel, Indiana, USA
William H. Koptis, CLU
Cleveland, Ohio, USA
Leon L. Levy, CLU, RHU
Philadelphia, Pennsylvania, USA
Thomas P. McQuillan, CLU, CFP
Toronto, Ontario, Canada
Norman A. Pappas, CLU, ChFC
Farmington Hills, Michigan, USA
Arnold J. Price
Los Angeles, California, USA
Rick Thomas, CLU
Tampa, Florida, USA
John Yaissle, CLU, ChFC
Allentown, Pennsylvania, USA
31
General Information
Attire
Attendees are encouraged to wear casual and comfortable clothing to the sessions
and events. Neckties and similar clothing are not required, but feel free to wear what
makes you comfortable. The evening calls for dresses or suits for women, sport shirts
for men. Some of the finer restaurants require men to wear a sport coat or blazer. A
light jacket will be comfortable in the cool evenings as well as in the air-conditioned
meeting rooms of the hotel. Attire for the Welcome Event is casual, and the event
takes place outdoors (weather permitting). Attire for the Dinner Dance is semi-formal.
Men will be comfortable in a sport coat or suit, and ladies in a cocktail dress.
Continuing
Education
Credit
The 2016 Top of the Table Annual Meeting does not offer continuing education (CE)
Children
The Top of the Table Advisory Board has determined that, although children under the
credit.
age of 21 may be present at the meeting site, they will not be permitted to attend any
General Information
of the meeting sessions or social functions. Meals, activities, etc., for your children will be
at your own expense. Children under the age of 21, parents, business associates or friends
of the attendee may not attend as a spouse. Please visit the hotel concierge to find out
about child care offered by the hotel.
ConneXion Zone
Stop by the ConneXion Zone for the most up-to-date industry information, to view
the latest products and services available, and to seize valuable educational
opportunities. Grab a snack and a beverage while you peruse the room, where
you can engage in discussions with those who know these products better than
anyone else.
Consent for Use
of Photographic
Images and
Activity Waiver
Registration and attendance at or participation in MDRT meetings or other activities
constitutes an agreement by the registrant to MDRT’s or its licensees’ use and
distribution (both now and in the future) of the registrant’s or attendee’s image and
voice in photographs, videos, electronic reproductions and audio recordings of such
events or activities.
By registering for this meeting, you acknowledge that participation at the meeting
and in all related activities are voluntary and optional, and that participation in any
of these events are at your own risk. You agree to hold MDRT harmless from any claims,
costs or expenses arising from any injury as a result of any person included in your
registration fee.
32
Follow Us
on Twitter
MDRT (@MDRtweet) is tweeting live at this event, and we want you to join us. Follow
#MDRT2016 when you tweet about the Top of the Table Annual Meeting.
If you don’t have a Twitter account and need help setting one up, look for members
wearing the “MDRT Tweet Team” ribbon. They will be happy to assist you and show
you how to join, search, start and follow conversations. Want to join the Tweet Team?
Stop by the Registration Desk to pick up a ribbon.
With Twitter,
you can
Connect with
speakers and ask
questions
Electronic
Handouts
Look for
restaurant
advice
Meet members
who have the same
interests as you
Post pictures
taken with your
smartphone
Handouts will be available as PDFs at mdrt.org/2016tot in September, and on the
MDRT Event Guide app. Attendees can download, save and print all handouts.
The handout material will remain posted until October 2016. If you prefer having
a hard copy of the handout materials while attending the sessions, it is strongly
recommended that you print these handouts before you leave for the meeting and
take them with you to Quebec to prevent paying on-site printing charges.
Electronics
Audio and video recordings, streaming, Periscope and photography are prohibited
in ALL sessions, including Main Platform. To avoid any disturbances to the speakers
and other attendees, please ensure all sound-emitting electronic devices are either
turned off or set to silent mode during the sessions.
Instant
Annual Meeting
Recordings
Instant audio recordings of most sessions are available for purchase at the Mobiltape
Local
Transportation
Plan ahead for transportation if you’re leaving the hotel. REQUEST YOUR MODE OF
booth, located in Verchères, just outside the Salle de Bal. After the meeting, the Main
Platform recordings will be available through the Resource Zone on mdrt.org and
available for purchase in MDRT’s online store at mdrtstore.org.
TRANSPORTATION IN ADVANCE FOR THE OPEN EVENING ON THURSDAY. Metered taxi
service is available at the valet station or concierge desk and be sure to call ahead to
arrange. Town car or shuttle service can also be arranged through the concierge.
33
General Information
Mobile Device
Apps
Tired of paper? Go digital with the MDRT Event Guide app. Get information, maps
Name Badges
Your name badge must be worn for all meetings and Top of the Table-sponsored
and connect on the go with this meeting app, available for download for Apple and
Android devices.
social functions. It is your admission ticket to all sessions as well. Green badges identify
first-time attendees. Blue badges identify returning member attendees. Purple
badges identify spouses.
Networking
Breakfasts and
Lunches
Start your day with a hot breakfast buffet, coffee and plenty of opportunities to
Restaurant
Reservations
Booth
Thursday evening is free for you to enjoy dinner with friends. There are a variety of area
network with sponsors and your peers on Thursday, Friday and Saturday. On Thursday
and Friday, continue the conversation over a luncheon buffet. This is a perfect
opportunity to share ideas and catch up with friends.
restaurants that are popular destinations to choose from. We encourage you to make
your reservations on-site. Visit the Quebec City Destination Representative table
located next to registration where a local expert can help you select and reserve
space during your stay. Hours are Wednesday from 1 to 6:30 p.m. and Thursday,
10 a.m. to 3 p.m.
Statement
for Antitrust
There shall be no negative discussion of commercial companies or products. There
shall be no discussion or activity for the purpose of any legal compliance preventing
any person or persons from gaining access to any market or customer for goods or
services, nor any agreement or understanding to refrain from purchasing or using
any material, equipment, services or supplies. There shall be no discussion or activity
that may be construed as forestalling or limiting research and development. We, of
course, expect your consideration and full compliance with these guidelines, both
while in attendance at this meeting and at all times in your business.
Wi-Fi –
Sponsored by
Allianz
Complimentary wireless Internet service has been sponsored by Allianz is available to
all meeting attendees in the ConneXion Zone, Focus Session rooms and Main Platform
room from Wednesday through Saturday.
Wireless Network: TOT2016
34
Group Name:
TOT2016
Access Code:
Allianz
The MDRT Foundation is proud
to partner with Covenant House,
an international charitable
organization serving young
adults who are homeless. Since
1972, Covenant House has
provided food, shelter, life skills,
job training and compassion
for youth who have nowhere
else to go.
mdrtfoundation.org
VOLUNTEERS NEEDED
Bring personal care items for a collection drive benefiting youth at
Covenant House. On Friday morning from 7 to 8 a.m., join fellow
MDRT members and spouses in the Salon Rose room to fill bags with
these items.
ConneXion Zone
FROM
HOMELESS
TO
HOPEFUL.
Help us raise funds to support
programs that create hope for youth
in need. Donate USD 200 or more
at the MDRT Foundation Booth.
ConneXion Zone
1
2
3
4
5
6
7
Entrance
Entrance
8
9
10
11
12
13
14
15
20
Entrance
ConneXion Zone
MDRT
Foundation
MDRT Store
ConneXion Zone Hours
Wednesday, September 21
1–5 p.m.
Thursday, September 22
7–8:30 a.m.
10:15–10:45 a.m.
12–1:30 p.m.
2:30–3 p.m.
Friday, September 23
7–8:30 a.m.
10:15–10:40 a.m.
12–1:30 p.m.
2:30–3 p.m.
36
16
17
18
19
2016 Sponsors
AD D I T I O NAL SPO N SORSH I P
AgencyONE
ConneXion Spot #17
Allianz
ConneXion Spot #12
Ash Brokerage
ConneXion Spot #5
Clarity 2 Prosperity Mastermind Group
ConneXion Spot # 8
Columbus Life Insurance Company
ConneXion Spot #7
Coventry
ConneXion Spot #3
Financial Independence Group
ConneXion Spot #4
First Heartland
ConneXion Spot #20
Hanleigh
ConneXion Spot #18
John Hancock Insurance
ConneXion Spot #13
Life Insurance Settlements
ConneXion Spot #16
LifePro Financial Services
ConneXion Spot #1
M3 Financial
ConneXion Spot #19
Ohio National Financial Services
ConneXion Spot #2
Partners Advantage Insurance Services
ConneXion Spot #14
Ten X Talk at the Top
Prudential Financial
ConneXion Spot #10
S&P Dow Jones Indices
ConneXion Spot #15
Sagicor Life Insurance Company
ConneXion Spot #11
Strategic Coach
ConneXion Spot #6
Woodbury Financial
ConneXion Spot #9
Wi-Fi
Spotlight Session and
The MDRT Foundation and MDRT Store are also located in the ConneXion Zone.
37
Sponsors
Thank you to the following companies for their continued sponsorship at the
2016 Top of the Table Annual Meeting.
AgencyONE, a boutique BGA in Bethesda, Maryland, offers its clients superior
medical and financial underwriting and advances planning expertise. With a stellar
reputation in the MGA marketplace and significant carrier relationships, AgencyONE
provides outstanding service and support to ensure the successful placement of life
insurance annuities.
Edward Leisher, CLU | Partner
AGENCYONE | 1120 0 ROCKVILLE PIKE, #50 0 | ROCKVILLE, MD 20852, USA | 301.803.7504 | AGENCYONE.NET
Allianz Life Insurance Company of North America, one of Fortune’s 100 Best
Companies to Work For in 2015, has been keeping its promises since 1896. Today,
WI-FI SPONSOR
it carries on that tradition, helping Americans achieve their retirement income
and protection goals with a variety of annuities and life insurance products.
Jason Wellmann | Senior Vice President Life Distribution
ALLIANZ | 5701 GOLDE N HILL S DRIVE | M INNEAPOLI S, MN 55 416, USA | 763.765. 53 3 3 | ALLIANZLIFE .COM
Ash Brokerage offers a single source of expertise, technical infrastructure and
administrative support to take its advisors’ practices to the next level. We honor
the impact of everything we do, which means we go to great lengths to ensure
the solutions we place are the best for your clients.
Bob Klein | Executive Vice President
ASH BRO KE R AGE | 8 8 8 S . HARR I SO N S TRE E T, SU I TE 9 0 0 | F OR T WAYN E , I N 4 68 0 2 , U SA | 8 0 0 . 5 89. 3 0 0 0 |
ASH BRO KE R AGE .COM
Clarity 2 Prosperity Mastermind Group and Prosperity Capital Advisors are financial
planning organizations founded by accomplished advisors, coaches and industry
leaders. They consistently package proven business building strategies into allTEN X TALK AT THE TOP SPONSOR
inclusive processes to include on their innovative e-learning platform. They partner
with like-minded advisors to build efficient businesses with multiple streams of income.
David Alison | Chief Marketing Officer
CL AR I T Y 2 PROSPE R I T Y | 2 56 51 D E TRO I T ROAD, SU I TE 210 | WE S TL AKE , O H 4114 5, U SA | 8 8 8 . 2 4 0 .192 3 |
CL AR I T Y2 PROSPE R I T Y.COM
Columbus Life offers universal life and term life products along with single premium
fixed annuities. Within the UI product line, Columbus Life offers NLG, index, traditional
and second-to-die policies. The term product line includes 10-, 15-, 20- and 30-year
terms. Living benefits are available on both universal life and term products as well.
Chuck Maines | PGA Recruiting Coordinator
CO LU M BU S LI F E I N SU R AN CE COM PANY | 4 0 0 E AS T BROADWAY S TR E E T | CI N CI N NAT I, O H 4 52 0 2 , U SA |
513 . 3 61. 673 2 | CO LU M BU SLI F E .COM
38
For more than 30 years, Coventry has been redefining insurance. We created the
secondary market, providing consumers with USD 3.5 billion for their unneeded
policies. And we are changing the way people think about life insurance, making
it more powerful, more flexible and more valuable.
Peter Hershon, CLU | Senior Vice President, Account Services
COVE NTRY | 7111 VALLE Y GRE E N ROAD| F OR T WASH I NGTO N, PA 19 0 3 4 , U SA | 87 7. 8 3 6. 8 3 0 0 |
COVE NTRY.COM
Financial Independence Group (FIG), founded in 1976 by William H. Cain, has
been providing superior insurance products and service to independent agents,
general agents and brokers nationwide for 40 years. As an independently owned
and operated full-service marketing organization, FIG represents the industry’s top
insurance carriers who provide premier annuity, life and long-term care products.
FIG has a passion for assisting the independent financial advisor and insurance
professional to grow their business. They do this through innovative marketing
systems and effective practice management.
Jim Cooper | Chief Marketing Officer
F I NAN CIAL I N D E PE N D E N CE GROU P | 1952 0 WE S T CATAWBA AVE N U E , SU I TE 2 0 0 | COR N E LI U S, N C 2 8 0 31, U SA |
70 4 . 4 39. 2 378 | F I GM ARKE T I NG.COM
First Heartland is an independently owned broker dealer, brokerage general
agency and registered investment advisory. FHC is continuously focused on
relationships and the changing needs of financial professionals, offering the product
variety and services that others are unable to provide due to their ownership or
ties to large companies.
David Hoff | President
F I RS T H E AR TL AN D CAPI TAL | 18 39 L AKE S T LOU I S BOU LE VAR D | L AKE S T LOU I S, MO 63 3 67, U SA |
63 6. 62 5. 09 0 0 | JAN D E RSO N @ F I RS TH E AR TL AN D.COM
Hanleigh provides high-limit disability income protection for elite corporate,
entertainment and sports risks. For more than 30 years, Hanleigh’s reputation has
been unmatched as innovators of products such as GSI and key person coverage.
Hanleigh team members are industry experts who meet the needs of your clients
through innovative solutions.
Bryan Musa, Vice President, Sales and Marketing
5 0 T I CE BOU LE VARD, SU I TE 12 2 | WOO D CLI F F L AKE , NJ 0767 7, U SA | 413 . 3 6 4 . 6917 |
BRYAN . M U SA@ HAN LE I GH I N SU R AN CE .COM
39
Sponsors
John Hancock Insurance empowers people to feel confident about the future by
providing innovative solutions that protect their loved ones, while enhancing their
health, wealth and financial well-being. With more than 150 years of delivering on
our promises, and backed by a company with strong financial ratings, John Hancock
offers a diverse range of products, including our industry-first John Hancock Vitality
life insurance solutions that reward people for healthy living, along with term, universal
life, indexed UL, variable universal life and long-term care insurance.
Anne Marie Sacco | National Account Director
J O H N HAN CO CK I N SU R AN CE | 197 CL ARE N D O N S TR E E T | BOS TO N, M A 0 2116, U SA | 617. 572 . 4 3 4 3 |
J O H N HAN CO CK .COM
Over the past 24 years, Life Insurance Settlements Inc. (LIS) has become synonymous
with success in the life settlement industry. Our leverage, experience and presence
are unmatched in the settlement industry. LIS is a broker that will present your cases to
the most qualified institutional buyers in the marketplace and negotiate the highest
offer, bar none, on behalf of you and your client.
Mark A. Mrky | Managing Partner
LI F E I N SU R AN CE SE T TLE M E NT S | 15 0 0 W. CYPR E S S CR E E K ROAD | F OR T L AU D E R DALE , F L 3 3 3 09, U SA |
8 66. 3 26. 5 4 3 3 | LI SE T TLE M E NT S .COM
LifePro Financial Services, Inc. is the premier distributor of life, annuity, long-term care
TM
and securities-based insurance products, partnering with the top five percent of all
financial advisors. Fostering a community where independent does not mean alone,
SPOTLIGHT SESSION AND
TEN X TALK AT THE TOP SPONSOR
LifePro provides 24-hour support, cutting edge sales strategies and systems, premier
industry education, top valued products, underwriting expertise, competitive industry
commission and unmatched bonus opportunities.
Ben Nevejans | President
LI F E PRO F I NAN CIAL SE RVI CE S, I N C . | 11512 E L CA M I N O R E AL , SU I TE 10 0 | SAN D I E GO, CA 9213 0, U SA |
8 5 8 .793 . 5999 | LI F E PRO.COM
M3 Financial brings a wealth of experience and history to the table. In the brief period
since our inception in 2007, we have aligned with over 75 independent brokerage
Financial
agencies and broker dealers, with a single goal of helping grow their fixed annuity
business. With that focus in mind, we have grown from a fledgling company to a
billion dollar annuity operation in seven years. In addition, our team has experience
in virtually every aspect of the business, from sales and marketing to product design.
Jarrod Fisher | National Sales Director
M 3 F I NAN CIAL | 4 27 NAU BU C AVE N U E , SU I TE 10 2 | GL AS TO N BU RY, C T 0 6 0 3 3, U SA | 8 0 0 . 3 0 8 . 5 5 5 5 |
M 3 F I NAN CIAL . NYC
40
The Million Dollar Round Table Foundation is the charitable organization of the
Round Table. The MDRT Foundation’s global grant programs are a meaningful benefit
that allow you to maximize your social impact in your own community and around
the globe. To date, the MDRT Foundation has awarded more than USD 30 million to
support member-endorsed charitable programs that serve children and adults in
need worldwide.
Michele Stauff | Executive Director
M DR T F OU N DAT I O N | 3 2 5 WE S T TOU HY AVE N U E | PARK R I DGE , I L 6 0 0 68 , U SA | 8 47. 692 . 6378 |
M DR TF OU N DAT I O N .ORG
Performance. Leadership. Initiative. These are qualities that distinguish MDRT
members — and the qualities to which we aspire when we select products to help
our members continue to meet the challenges of the value-added marketplace.
MDRT’s dynamic e-commerce website is home to our entire catalog. Stop by the
MDRT Store, located in Salon Frontenac, for the latest products.
Shawn Boothe | Client Service Manager
M I LLI O N D O LL AR ROU N D TAB LE | 3 2 5 WE S T TOU HY AVE N U E | PARK R I DGE , I L 6 0 0 68 , U SA | 8 47. 692 . 6378 |
M DR T S TOR E .ORG
Tracing its corporate origins to 1909, Ohio National markets a variety of insurance and
financial products through more than 50,000 representatives in 49 states (all except
New York), the District of Columbia, Puerto Rico and through affiliated operations in
South America. Additional subsidiaries operate in New York and Connecticut.
John DelPozza, CLU, LUTCF | Senior Vice President, PGA Distribution
O H I O NAT I O NAL F I NAN CIAL SE RVI CE S | O N E F I NAN CIAL WAY | CI N CI N NAT I, O H 4 52 4 2 , U SA | 513 .794 . 6168 |
O H I O NAT I O NAL .COM
Partners Advantage Insurance Services is one of the largest national insurance
marketing organizations in the country. It is our business to know your business, and
we do. In marketing, technology, selling systems, suitability and compliance, we
serve the need of professionals like you and offer compelling reasons to do
business together.
Charles Gipple, CLU, ChFC | Senior Vice President of Sales
PARTNERS ADVANTAGE INSURANCE SERVICES | 4204 RIVERWALK PARKWAY, SUITE 30 0 | RIVERSIDE, CA 92505, USA |
951.977.260 0 | PARTNERSADVANTAGE.COM
41
Sponsors
We help our business partners thrive by offering dynamic underwriting, enduring
value and customized life insurance solutions. With Prudential’s robust support
architecture and direct, personal support, you get access to the concepts, materials,
industry-leading service and people who can help your business thrive.
Kevin Brayton | Vice President, Independent Sales and Distribution
PRU D E NT IAL | 213 WASH I NGTO N S TRE E T | N E WARK , NJ 0710 2 , U SA | 973 . 8 0 2 . 3191 | PRU D E NT IAL .COM
S&P Dow Jones Indices is the leading index provider for indexed-linked life and
annuity products. It’s home to iconic financial market indicators S&P 500 and Dow
Jones Industrial Average, and more than 90 percent of indexed-linked insurance
offerings use crediting methods linked to S&P Indices.
Alan Grissom | Global Head of Insurance, Vice President, Channel Management
S&P D OW J O N E S I N D I CE S | 5 5 WATE R S TRE E T| N E W YORK , NY 10 0 41, U SA | 212 . 4 3 8 . 3 5 5 3 | SPDJ I .COM
Sagicor Life Insurance Company is a full-service life insurance company that
helps clients make wise financial decisions today to ensure that they’re taken care
of tomorrow. Licensed in 45 states and the District of Columbia, Sagicor is rated
“A-” (Excellent) and is a wholly-owned subsidiary of Sagicor Financial Corporation,
founded in 1840.
Sean Shotzberger | Regional Sales Manager
SAG I COR LI F E I N SU R AN CE COM PANY | 4 3 4 3 N . SCOT T SDALE ROAD, SU I TE 3 0 0 | SCOT T SDALE , A Z 8 52 51, U SA |
8 8 8 .72 4 . 4 267 | SAG I COR .COM
The Strategic Coach offers focusing programs for successful and highly motivated
business owners. Currently, over 3,500 business owners from more than 60 industries
worldwide attend Strategic Coach programs. Participants meet every 90 days
to learn concepts and tools they can use to achieve greater freedom, simplicity,
balance, focus and confidence in every area of their lives.
Dan Sullivan | Founder and Creator of Strategic Coach Program
S TR ATE G I C COACH | 3 3 F R ASE R AVE N U E , SU I TE 2 01 | TORO NTO, O NTAR I O, M6K 3 J9, CANADA | 416. 5 8 3 .718 5 |
S TR ATE G I CCOACH .COM
Woodbury Financial is an advisor-focused broker-dealer that shares your peoplefirst approach to financial planning and insurance solutions. As a part of Advisor
Group, we’re able to offer the resources of a larger broker-dealer, yet we operate
independently, which allows us to maintain the rich culture and close relationships
of a small firm.
Holly Maier | Assistant Director
WOO D BU RY F I NAN CIAL | 775 5 3 RD S TRE E T N OR TH | OAKDALE , M N 5 512 8 , U SA| 6 51.70 2 .17 70 |
J O I NWOO D BU RY.COM
42
It is the intention of MDRT/Top of the Table, through its sponsors, to provide members with access
to products and services which are useful and enhance the quality of business. However,
MDRT/Top of the Table does not recommend or guarantee the quality or value of the products
or services offered by the sponsors.
Speakers
Speakers
Mitch Anthony is the founder and president of Advisor Insights and the Financial Life
Planning Institute. For more than a decade, Anthony and his team have provided
training and development for both individual advisors and major organizations. He is
a contributing editor for Research magazine and his column “Financial Life Planning”
appears in Financial Advisor magazine. His radio feature, “The Daily Dose,” is heard
daily on 100 radio stations nationwide. Anthony is the author of several books for
advisors and consumers, including “Storyselling for Financial Advisors,” “The New
Retirementality” and “Selling with Emotional Intelligence.”
E AGLE S TALE NT SPE AKE RS BU R E AU
57 WE S T SOU TH OR ANGE AVE N U E
SOU TH OR ANGE , NJ 07079 U SA
PH O N E : 973 . 313 .98 0 0
E M AI L : AN N @ E AGLE S TALE NT.COM
William Beynon is CEO and co-founder of Capital Wealth Advisors and vice
chairman and partner of Fundamental Global. Beynon is dedicated to building client
relationships marked by communication, commitment and a keen ability to clarify
complex decisions. Beynon’s career has spanned more than 20 years. Throughout
that time, he has worked with many of the nation’s largest families. Benyon leads
a team of more than 30 professionals focused on assisting families with their asset
management and estate planning. Prior to founding CWA, Beynon served as partner
of First Financial Resources in Naples, Florida, and director of estate planning at
Creative Asset Services in Pittsburgh, Pennsylvania.
CAPI TAL WE ALTH ADVI SORS
9 0 4 5 S TR ADA S TE LL COU R T, SU I TE 10 6
NAPLE S, F L 3 4109 U SA
PH O N E : 2 39. 4 3 4 .74 3 4
E M AI L : B I LL@ CAPI TALWE ALTHADVI SORS .COM
Jennifer A. Borislow, CLU, is a Past President of MDRT and the founding principal
of Borislow Insurance (BI). A 28-year MDRT member with one Court of the Table and
18 Top of the Table honors, she is a nationally recognized expert, author, speaker
and thought leader on employee benefits, insurance and related business strategies.
As the CEO and strategic coach of the organization, Borislow focuses her energy on
helping the agency create a unique experience for clients. For more than 34 years,
Borislow has helped business owners and executives develop a clear, forward-looking
strategic vision for their organizations that leverages employee benefits, risk
management and much more.
Speakers
BOR I SLOW I N SU R AN CE AGE N CY
O N E GR I F F I N BROO K DR IVE
M E TH U E N, M A 018 4 4 U SA
PH O N E : 978 . 689. 8 2 0 0
E M AI L : J E N N I F E R @ BOR I SLOW.COM
44
Dr. Travis Bradberry is the award-winning co-author of “Emotional Intelligence
2.0” and the co-founder of TalentSmart, the world’s leading provider of emotional
intelligence tests and training, serving more than 75 percent of Fortune 500
companies. His bestselling books have been translated into 25 languages and are
available in more than 150 countries. Dr. Bradberry is a LinkedIn Influencer and a
regular contributor to Forbes, Inc., Entrepreneur, the World Economic Forum and the
Huffington Post. He has written for or been covered by Newsweek, Time, BusinessWeek,
Fortune, the Wall Street Journal, the Washington Post and Harvard Business Review.
WASH I NGTO N SPE AKE RS BU R E AU
1663 PR I N CE S TRE E T
ALE X AN DR IA , VA 2 2 314 U SA
PH O N E : 70 3 . 2 3 6. 4181
E M AI L : KR I S T I N D @ WASH I NGTO N SPE AKE RS .COM
Julia R. Cheng, CFP, MBA , is a 22-year MDRT member with one Court of the Table and
nine Top of the Table qualifications. The principal of Julia Cheng Wealth Management
and Estate Planning Inc., she received the Management Achievement Award from
GAMA International from 2002 to 2004 and was a featured speaker at the national
conference for the American Business Women’s Association. She is an advisor to the
board of the Asian Heritage Society. Her education includes an executive program in
retirement planning from the Wharton School of the University of Pennsylvania and an
MBA in finance from San Diego State University.
J U LIA CH E NG WM E P, I N C .
PO BOX 8 81615
SAN D I E GO, CA 92168 U SA
PH O N E : 8 5 8 . 5 0 5. 8 8 89
E M AI L : J U LIACH E NG999 @163 .COM
Jeff Crilley spent 25 years in TV news reporting in cities across the U.S. He’s made
hundreds of national news appearances, including on CNN, Fox News, Discovery
Channel, “Good Morning America” and “The CBS Early Show.” He was recognized
by his peers with dozens of national and regional awards, including an Emmy,
the National Headliners Award, the Edward R. Murrow Award and the Thurgood
Marshall Award. In 2004, he was named “best reporter in the state” by the Texas
Associated Press.
RE AL N E WS PU B LI C RE L AT I O N S
5 4 2 0 LYN D O N B . J O H N SO N F RE E WAY, #515
DALL AS, T X 752 4 0 U SA
PH O N E : 972 . 515.74 0 2
E M AI L : J E F F CR I LLE Y@ R E ALN E WSPR .COM
45
Speakers
Manley Feinberg is a bestselling author and award-winning international keynote
speaker. Leveraging more than 20 years of business, professional speaking and
adventure experience, he helps teams build breakthrough mindsets to reach their
next summit. As a result of his work, people have more focus, courage, commitment
and momentum. Feinberg’s 11 years of leadership influence contributed to a
workplace culture that landed Build-A-Bear Workshop on the Fortune 100 “Best
Companies to Work For” list four years in a row.
VE R T I CAL LE S SO N S I N C .
816 ALDAN DR IVE
SAI NT LOU I S, MO 6313 2 U SA
PH O N E : 314 .72 4 . 3 4 4 3
Mark S. Gaunya, GBA, LIA , is a 10-year MDRT member with one Court of the Table and
nine Top of the Table qualifications. He is a co-owner and the chief innovation officer
of Borislow Insurance (BI). Located in the greater Boston area, BI is highly regarded
as a leading employee benefits brokerage and consulting firm serving more than
350 corporate and 2,000 individual clients in 35 states across the country. BI has been
recognized by the Boston Business Journal as one of the best and healthiest places to
work in Massachusetts.
BOR I SLOW I N SU R AN CE AGE N CY
O N E GR I F F I N BROO K DR IVE
M E TH U E N, M A 018 4 4 U SA
PH O N E : 978 . 689. 8 2 0 0
E M AI L : M ARK@ BOR I SLOW.COM
Simon Gibson is a 17-year MDRT member with four Court of the Table and 10 Top of
the Table honors. He is a co-founder of a charitable trust established for the benefit of
children and young people in his area, and is a passionate supporter of Alzheimer’s
Research UK. He has spoken for MDRT around the world, and loves to promote
financial services as a profession. Gibson specializes in advising wealthy clients on
their financial planning and asset management needs. Gibson emceed the 2007
Top of the Table Annual Meeting to great acclaim, and also spoke at 2014’s meeting.
He is the author of the Amazon best-seller “A Joke A Day,” with all proceeds going to
Alzheimer’s Research UK.
M AT T I O LI WOO DS
CH E VE LE Y H OU SE , F OR D HA M ROAD
N E WM ARKE T CB 8 7 XN
E NGL AN D, U K
PH O N E : 4 4 .163 . 8 56. 4 2 3 0
E M AI L : SG I B SO N M DR T @ GM AI L .COM
46
Clay Gillespie, CFP, CIM, is a 15-year MDRT member with one Court of the Table and
12 Top of the Table qualifications. He is a financial advisor, portfolio manager and
managing director with Rogers Group Financial and has been with the firm since
1992, specializing in retirement income planning and the associated estate planning
issues. Gillespie also contributes to a number of Canadian newspapers and financial
journals on the subjects of estate, financial, retirement and investment planning. He is
the author of “Create the Retirement You Really Want.”
ROGE RS GROU P F I NAN CIAL
1701 WE S T BROADWAY
VAN COUVE R , BC, V6J 1Y3 CANADA
PH O N E : 6 0 4 .73 2 . 6 5 51
E M AI L : CG I LLE SPI E @ ROGE RSGROU P.COM
Charles Gipple, CLU, ChFC, is a specialist in index products, financial markets,
financial legislation, behavioral finance and the positioning of insurance products.
He is well-known in the industry as a keynote speaker on these topics. As an index
product thought leader, Gipple regularly authors articles about index universal
life insurance and index annuity products. His expertise has been featured in
LifeHealthPro, InvestmentNews, Financial Advisor magazine, Life Insurance Selling
and numerous other media outlets. He has also made appearances on thestreet.com
and AM Best TV. Gipple joined Partners Advantage in 2015 as senior vice president of
sales and marketing. He manages all sales, marketing, recruiting, agent training and
sales support activities across all company segments.
PAR TN E RS ADVANTAGE I N SU R AN CE SE RVI CE S
4 2 0 4 R IVE RWALK PARK WAY, SU I TE 3 0 0
R IVE RS I D E , CA 92 5 0 5 U SA
PH O N E : 8 8 8 . 2 51. 5 52 5
E M AI L : CG I PPLE @ PAR TN E RSADVANTAGE .COM
Jason Hewlett has appeared at more than 2,000 events and venues in the last
decade as one of the country’s premier corporate event headliners. He has
performed in every major casino in Las Vegas, appeared on the nationally televised
Jerry Lewis MDA Telethon and received the “Best of State Entertainment Award” in
his home state of Utah multiple times. Hewlett began his career with the Las Vegas
“Legends in Concert” and has been a member of the National Speakers Association
since 2003. His show is a combination of comedy, music, parody and over-the-top
hilarious impressions, received with standing ovations from audiences worldwide.
JASO N H E WLE T T E NTE R TAI N M E NT
PO BOX 957 74
SOU TH J ORDAN, U T 8 4 095 U SA
PH O N E : 8 01. 674 . 3 668
E M AI L : JASO N @JASO N H E WLE T T.COM
47
Speakers
Michelle L. Hoesly, CLU, ChFC, is a 37-year MDRT member with 13 Top of the Table
qualifications. She is a Past Chair of Top of the Table, a Past President of MDRT, and
the owner and principal of Resource 1 Inc., a registered investment advisory firm.
Her continuing goal is to provide superior service and appropriate cost effective risk
control solutions for select employers and their employees. Additionally, Hoesly is
Series 7 licensed as a registered representative through Ceros Financial Services Inc.
A respected speaker both nationally and internationally, Hoesly has been quoted
on financial issues by such publications as the Wall Street Journal, the Financial Times
and Kiplinger’s.
RE SOU RCE 1 I N C .
370 WORLD TR AD E CE NTE R
N ORF O LK , VA 2 3 510 U SA
PH O N E : 757. 616. 0 6 0 0
E M AI L : M I CK I @ R1ADVI SOR .COM
Charles D. Hollander Jr. is founder of Red Flag Advantage, a revolutionary
performance-based consulting and training firm. An industry insider, he knows what
it takes to challenge and inspire change in growth-minded individuals and sales
organizations. One of the industry’s top producers for decades, Hollander is a past
president and chairman on the board of one of the industry’s most elite member
organizations, The Forum 400. He is also a certified Blue Ocean Strategy consultant —
one of the very few in North America.
Red Flag
2 0 3 4 3 N . HAYD E N ROAD, SU I TE 10 5 -19
SCOT T SDALE , A Z 8 52 5 5 U SA
PH O N E : 4 8 0 .789. 0 637
E M AI L : ADM I N @ RE D F L AGADVANTAGE .COM
Christopher Jacob, CFP, is a 13-year MDRT member with three Court of the Table and
six Top of the Table honors. In 2005, Jacob founded Cadeau with the goal of helping
high-net-worth individuals and families with their unique financial needs. After reading
the book “The On-Purpose Person,” Jacob was inspired to fulfil his purpose in life: serving
others by cultivating financial freedom. Armed with this purpose, as well as his passion
and natural inclination for finance, he entered the financial services industry in 1984.
Over the course of his career, Jacob has conducted more than 400 presentations
across the country on a variety of financial services topics, such as legacy planning and
family wealth preservation. He works closely with attorneys, charitable advisors and
CPAs to help his clients plan for their future in a tax-efficient way.
JACO B F I NAN CIAL SE RVI CE S
4 2 5 S WOO DS M I LL , SU I TE 29 0
TOWN COU NTRY, MO 63 017 U SA
PH O N E : 314 . 579.918 0
E M AI L : C JACO B @ CAD E AU S TL .COM
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Daymond John is an entrepreneur in every sense of the word. John has come a long
way from taking out a USD 100,000 mortgage on his mother’s house and moving
his operation into the basement. CEO and founder of FUBU, a much-celebrated
global lifestyle brand, he is a pioneer in the fashion industry with over USD 6 billion in
product sales. John has received more than 35 awards, including the Brandweek
Marketer of the Year, the Advertising Age Marketing 1000 Award for Outstanding Ad
Campaign and Ernst & Young’s Master of Excellence Award. In 2015, John was named
a Presidential Ambassador for Global Entrepreneurship by the White House. John is
the author of three bestselling books, “Display of Power,” “The Brand Within” and New
York Times best-seller “The Power of Broke,” released in January 2016.
E AGLE S TALE NT SPE AKE RS BU RE AU
PH O N E : 973 . 313 .98 0 0
Sandra Joseph is an author, speaker and living Broadway legend who is best known
for her record-breaking run in “The Phantom of the Opera.” Sandra starred as leading
lady Christine Daaé for 10 years and more than 1,500 performances — longer than
any other actress in Broadway history. She has been seen on “The Oprah Winfrey
Show,” CNN, “The Today Show,” “Dateline,” “The View” and many other national
broadcasts. Joseph is co-author of the audio learning program “Your Creative Soul:
Expressing Your Authentic Voice” with five-time New York Times-bestselling author
Caroline Myss.
LE AD E RSH I P I N C .
10787 CA M I N I TO BR AVU R A
SAN D I E GO, CA 9210 8 U SA
PH O N E : 3 0 3 .94 6. 0 4 69
E M AI L : J I LL@ LE AD E RSH I PI N C .COM
Brian H. Langford, CFP, CRPC, is a three-year MDRT member with three Top of the
Table honors. Starting as an assistant 15 years ago, he is now a partner and financial
advisor at Verus Wealth Advisors, a firm specializing in retirement income, estate
planning and tax diversification strategies through comprehensive financial planning.
In addition to leading families through the process of creating their own desired
outcomes, Langford provides expertise in insurance and annuity solutions for all
members of the firm. Other accolades include being named a D magazine five star
wealth manager from 2012 to 2016.
VE RU S WE ALTH ADVI SORS
2 4 3 5 N . CE NTR AL E XPRE S SWAY, SU I TE 870
R I CHARDSO N, T X 75 0 8 0 U SA
PH O N E : 972 . 398 . 8 599
E M AI L : BR IAN . H . L ANGF OR D @A M PF.COM
49
Speakers
Chris Leach, Dip PFS, is a 38-year MDRT member with 12 Court of the Table and
12 Top of the Table honors. She joined the financial services industry not long after
leaving higher education and spent 12 years as agent for a life office before setting
up her own independent financial services company. She specializes in bespoke
financial planning and has a team comprising seven support staff and two advisors.
Leach has spoken at four MDRT Annual Meetings. Her practical, no-nonsense
approach means she is never short of new clients. She believes that clients do not
buy products; they buy creativity and peace of mind.
CH R I S LE ACH & AS SO CIATE S LTD
TE LYN FA M AI N ROAD
GWAE LO D -Y- GAR TH
CARD I F F CF15 9HJ, WALE S U K
PH O N E : 4 4 . 292 0 . 814 . 070
E M AI L : CH R I S @ CL A- I FA .CO.U K
Jonathan D.W. Lewis is a 10-year MDRT member with one Court of the Table and three
Top of the Table qualifications. Lewis earned a Bachelor of Commerce with a major in
finance from Saint Mary’s University and began his distinguished career as a financial
advisor in 1999 following multiple endeavors, including owning his own landscaping
company and becoming a lieutenant in the Canadian military. He founded Eastport
Financial Group in 2004. As a financial advisor, Lewis continuously challenges his
clients to grow financially, professionally and personally. He brings his own unique
energy to every meeting and prides himself on being as committed to his clients’
success as they are.
E AS TPOR T F I NAN CIAL GROU P I N C .
PO BOX 270
3 E DGE WATE R S TRE E T
M AH O N E BAY, N S, B 0J 2 E 0 CANADA
PH O N E : 9 0 2 . 5 31. 5 4 3 3
E M AI L : J LE W I S @ E AS TPOR TF I NAN CIAL .COM
Guy Munro Mankey is a 14-year MDRT member with two Court of the Table and six
Top of the Table honors. He is managing director of Pax Financial Group and an
expert in insurance and estate planning. Since starting as an insurance advisor in
1979, Mankey has achieved numerous honors and milestones, including accepting his
dealer group’s national Adviser of the Year and Practice of Year awards. Mankey is a
respected industry speaker, having presented “out of the box” ideas to various groups
throughout Australia and internationally on topics such as insurance, estate planning
and business development.
PA X F I NAN CIAL GROU P
7/4 4 M I LLE R S TRE E T
N OR TH SYD N E Y, N SW 2 0 6 0 AU S TR ALIA
PH O N E : 61. 2 .995 5 0 411
E M AI L : GUYM @ PA XF I N .COM . AU
50
Vikram Mansharamani first gained widespread attention in 2011 with his book
“Boombustology: Spotting Financial Bubbles Before They Burst.” Since then, he’s
gone on to show others how to use his multi-lens approach to manage risk, navigate
uncertainty and peer into the future on crucial areas like China, the global economy,
Africa, housing, investing, financial cycles, energy and much more. Mansharamani
believes the future doesn’t have to surprise us — and it won’t if we adopt a generalist’s
mindset. As we encounter information that seems irrelevant, generalists try to
connect the dots. Mansharamani is a global equity investor with more than 20 years’
experience investing in public and private markets.
PH O N E : 973 . 313 .98 0 0
Paul S. McCready, RFC, CFP, is a 30-year MDRT member with three Court of the Table
and 22 Top of the Table qualifications and founder and president of Counsel Wealth
Management Inc., an SEC-registered investment advisory firm. McCready has
been licensed to sell life and health insurance continuously since 1981. A FINRA Series
6, 7, 24 and 63 license holder, he is a member of the National Association of Insurance
and Financial Advisors, the Financial Planning Association and the International
Association of Registered Financial Consultants. McCready is also founder and
president of Inspire to Impact.
COU N SE L WE ALTH M ANAGE M E NT I N C .
6 PI N E TRE E DR IVE , SU I TE 10 0
S T. PAU L , M N, 5 5112 U SA
PH O N E : 6 51. 639. 8707
E M AI L : PAU L@ COU N SE LWE ALTH M ANAGE M E NT.COM
Alison Murdock is a four-year MDRT member with four Top of the Table qualifications.
As a teen, she worked as a waitress, Mary Kay salesperson, model, ski racer and office
manager in her father’s insurance business while finishing her college degree from the
University of Utah, where she majored in political science and history. She decided
to tackle the insurance industry in 1999, starting with Stanworth Burgess & Associates.
In 2004, she started working full time for The Burgess Group, focusing on insurance
solutions for the ultra-wealthy. She now runs the Latin American division of that group
and handles cases across the U.S.
TH E BU RGE S S GROU P
3 2 2 8 Q U I M BY S TRE E T
SAN D I E GO, CA 9210 6 U SA
PH O N E : 8 5 8 . 4 0 5. 5295
E M AI L : AD D I E M U RD O CK@ M E .COM
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Speakers
Gerry O’Brion is a nationally recognized speaker, author and executive. After years
as an executive with billion-dollar brands, he now uses big company strategies to
grow businesses of all sizes, regardless of their budget. His keynote address “What Big
Brands Know” has helped thousands of business owners, CEOs, entrepreneurs and
sales consultants. After earning his MBA at the University of Michigan, O’Brion began
his marketing career at Procter & Gamble, working with brands such as Crisco, Tide,
Mr. Clean, and Spic & Span. Next, he managed Coors Light, became vice president of
marketing for Quiznos, and then vice president of marketing for Red Robin.
PH O N E : 973 . 313 .98 0 0
Jay Papasan is a bestselling author and co-owns, alongside his wife, Papasan
Properties Group with Keller Williams Realty in Austin, Texas. Papasan also serves
as vice president of publishing and executive editor for Keller Williams Realty
International and is a partner in Keller Capital, a private equity firm. Papasan serves
as co-author and executive editor on bestselling titles including “The One Thing: The
Surprisingly Simple Truth Behind Extraordinary Results” and “The Millionaire Real Estate
Agent.” He is also the New York Times bestselling co-author of “Soci@l: How to Attract
Friends, Followers and Connections to Your Business.” Before joining Keller Williams,
Papasan served as an editor at HarperCollins Publishers.
PAPASAN CO N SU LT I NG
12 21 SOU TH MO PAC E XPRE S SWAY, SU I TE 4 0 0
AU S T I N, T X 7874 6 U SA
PH O N E : 512 . 4 39. 8 8 0 5
E M AI L : D IAN E .T YLE R @ K W.COM
Susan Catherine Paterson, FChFP, is a 13-year MDRT member with four Court of
the Table and four Top of the Table qualifications. She runs a financial practice and
general insurance brokerage firm in Brisbane, Queensland, Australia, which looks
after both the business and personal needs of almost 3,500 clients. With a practice
that specializes in business insurance, her staff services both life and general
insurance clients over three office locations. Coming from a banking background,
Paterson has been in the financial services industry for 25 years.
BU S I N E S S I N SU R AN CE GROU P
PO B 70 4 0
LOGAN H O L M E , Q LD 4 129 AU S TR ALIA
PH O N E : 61.7. 3 3 8 079 01
E M AI L : SU SAN . PATE RSO N @ B I GGROU P.COM . AU
52
Don A. Quante is a 17-year MDRT member with one Court of the Table and 14 Top of
the Table qualifications and the author of two books: “Don’t Go Broke in a Nursing
Home,” an Amazon bestseller, and “Tax-Free Money for Long-Term Care.” He is
president of Wealth Protection Advisors and owner of America’s First Financial, a
national marketing organization. For more than 33 years, Quante has worked in the
financial planning industry. He is a nationally acclaimed speaker and trainer on the
topic of long-term care, having trained more than 1,800 advisors. His writing and
speaking services have offered hope to thousands of families faced with making
decisions about long-term care planning and caregiving.
WE ALTH PROTE C T I O N ADVI SOR
2 0 4 6 Q U E E N S BROO KE B LVD, SU I TE 2 0 0
S T. PE TE RS, MO 63 376 U SA
PH O N E : 63 6.94 0 . 0 0 68
E M AI L : D O N @ D O N Q UANTE .COM
Kevin Ryan serves as president and CEO of Covenant House International, the largest
privately funded nonprofit agency in North and Central America helping homeless
and trafficked youth. With more than 25 years’ experience as an advocate for kids,
Ryan forged his commitment as a counsel to teens in crisis at Covenant House in New
York City’s Times Square, the South Bronx, Newark and Atlantic City from 1992 to 2002.
He co-wrote the national best-seller “Almost Home” with Pulitzer-winning former New
York Times reporter Tina Kelley.
COVE NANT H OU SE
4 61 E I GHTH AVE N U E
N E W YORK , NY 10 0 01 U SA
PH O N E : 3 0 3 .94 6. 0 4 39
E M AI L : M SOTO @ COVE NANTH OU SE .ORG
Lawrence J. Rybka, J.D., CFP, leans on almost 30 years of experience with
independent advisors to provide solutions across different business types (state
regulated insurance, FINRA regulated broker-dealer products and SEC registered
RIA). He has served as an AALU board member, including two years as regulatory
reform chair. He is a former board member of the CFP board of standards and
the MDRT Foundation. His firm has taken a lead role in trying to both lobby against
burdensome elements of the DOL rule and prepare advisors for its far reach. He has
been a Main Platform speaker multiple times for MDRT, Top of the Table, Form 400
and AALU on a variety of topics.
VAL M ARK SE CU R I T I E S I N C .
13 0 SPR I NGS I D E DR IVE
AKRO N, O H 4 4 3 3 3 U SA
PH O N E : 3 3 0 . 576.12 3 4
E M AI L : L ARRYJ. RYB K A@VAL M ARKSE CU R I T I E S .COM
53
Speakers
Branden Schiralli, CLTC, is a 10-year MDRT member with four Court of the Table
and three Top of the Table honors. He served as a moderator at the 2015 Top of the
Table Annual Meeting and is on the 2017 Top of the Table Program Development
Committee. Schiralli is the managing partner of South Florida Financial Services,
specializing in retirement planning, investment management and insurance
strategies. He was named one of NAIFA’s “Top Financial Advisors Under 40” in
2015 and one of NAIFA–Florida’s “Top 4 Advisors Under 40” in 2016.
M AS SACH U SE T T S M U T UAL LI F E I N S CO
701 U S HW Y O N E , SU I TE 4 01
N OR TH PAL M B E ACH, F L 3 3 4 0 8 U SA
PH O N E : 561. 8 4 4 . 4 0 0 0
E M AI L : B SCH I R ALLI L@ F LOR I DAF I NAN CIALGROU P.COM
Howard E. Sharfman, is a 21-year MDRT member with one Court of the Table and
17 Top of the Table honors. He is senior managing director of NFP Insurance Solutions,
formerly known as Schwartz Benefit Services, and has been recognized as an
innovative leader in the insurance business for more than two decades. Sharfman’s
personal practice is highly focused on servicing families with multi-generational
wealth, family offices, private equity managers and ultra-high-net-worth advisors.
His firm has additional expertise in executive benefits, corporate benefits, general
insurance and risk management. Sharfman’s ideas have been shared with peers
and advisors around the country through many speeches and publications.
N F P I N SU R AN CE SO LU T I O N S
5 0 0 W. M AD I SO N S TRE E T, SU I TE 270 0
CH I CAGO, I L 6 0 661 U SA
PH O N E : 312 . 63 0 . 0 8 0 0
E M AI L : H OWARD. SHARFM AN @ N F P.COM
Marc A. Silverman, CFP, ChFC, is a 32-year MDRT member with five Court of the
Table and 22 Top of the Table honors. He began his financial planning career in 1983
and formed Silverman Financial in 1989. Since the beginning of his career, Silverman
has been a leader and has thoroughly enjoyed his profession. He chose this career
because he enjoys meeting people and helping them achieve their financial goals.
A key to his success is the exceptional service he and his staff provide to clients. He is
energetic and enthusiastic and will go to great lengths to get the answers to a client’s
questions. He has a diversified client base including public corporations, closely held
businesses, individuals, trusts and estates. His motto is “Promise a lot and deliver more.”
S I LVE R M AN F I NAN CIAL
910 0 S . DAD E L AN D B LVD, SU I TE 16 0 3
M IA M I, F L 3 3156 U SA
PH O N E : 3 0 5. 670 .70 8 8
E M AI L : M ARC@ SF I NAN CIAL .COM
54
Brett A. Simpson, CLU, CFP, is a 23-year MDRT member with eight Court of the Table
and seven Top of the Table qualifications. As chairman and financial advisor for
Rogers Group Financial, Simpson has developed a disciplined, holistic approach
to financial advice that is built around a philosophy of planning, using consistent
principles while avoiding prognostication. Simpson has extensive experience in the
process of client discovery, creative and logical plan design, and implementation
leadership. He regularly attends educational events and meetings convened by
MDRT and the Financial Planning Association.
ROGE RS GROU P F I NAN CIAL
1701 W. BROADWAY
VAN COUVE R , BC V6J 1Y3 CANADA
PH O N E : 6 0 4 .73 2 . 6 5 51
E M AI L : BAS I M PSO N @ ROGE RSGROU P.COM
Jason L. Smith is an 11-year MDRT member with 10 Top of the Table qualifications.
He is also a successful speaker, author, coach and entrepreneur. He founded his
holistic financial services practice, The JL Smith Group, in 1995 and is also the founder
of two national financial planning organizations, Clarity 2 Prosperity Mastermind
Group and Prosperity Capital Advisors. Smith has employed his experiences as a
highly accomplished advisor to teach others how to achieve the same success. He
is committed to teaching advisors how to build a self-managing, profitable business,
get paid to create a holistic financial plan and, ultimately, make holistic financial
planning available to all American families. He is regularly sourced in industry and
national media, including being featured in the Wall Street Journal.
CL AR I T Y 2 PROSPE R I T Y M AS TE R M I N D GROU P
2 56 51 D E TRO I T ROAD, SU I TE 210
WE S TL AKE , O H 4 414 5 U SA
PH O N E : 4 4 0 . 93 4 .9181
E M AI L : JASO N @J L SM I THGROU P.COM
Philip F. Spalding Jr., is the founder and CEO of the Qualified Leverage Strategy
(QLS), a patent-pending, innovative approach to accessing money from qualified
retirement plans. He also founded Spalding Financial Group, a boutique financial
advisory firm that specializes in insurance-based planning solutions for wealth
transfer, retirement, business succession and philanthropy. He is nationally recognized
as a top planner in his field and is a frequent speaker at industry conferences. His
creativity has resulted in the award of U.S. patents, leading to the development of
a new trading platform in the financial services industry.
TH E Q L S LLC
631 BR I DGE WAY
SAU SALI TO, CA 9496 5 U SA
PH O N E : 8 8 8 . 5 4 3 . 37 76
E M AI L : PH I L@ TH E Q L S .COM
55
Speakers
Warren Stickney is a 23-year MDRT member with four Court of the Table and 15 Top
of the Table honors. In 1996, he founded Stickney Research on a passion for solving
complex financial problems and a desire to help people fulfill their dreams. Prior to
that, Stickney was a top 50 producer for Mutual of New York, where he headed the
estate planning division for six years. From classes at the Aspen Institute to forums
on current and pending tax laws through The Economist Intelligence and The White
House Business Leaders, Stickney spends more than 60 days a year on continuing
education to broaden his knowledge and offer clients a holistic approach to
problem solving.
M GROU P
2 0 5 0 112 TH AVE N U E , N E , SU I TE 210
B E LLE VU E , WA 98 0 0 4 U SA
PH O N E : 4 2 5. 4 62 . 63 3 5
E M AI L : WARR E N @ S T I CKN E YR E SE ARCH .COM
Hiroharu Tauchi is a 12-year MDRT member with three Top of the Table honors. He
joined the life insurance industry in December 2002 after working for a specialized
trading company for nearly 11 years. A frequent speaker at industry events, Tauchi
has twice presented in the ConneXion Zone and has also delivered training to tax
accountants and social security offices. He earned the highest honor in his company,
Prudential of Japan, by production in 2015.
PRU D E NT IAL
PRU D E NT IAL TOWE R 2 2 F
2-13 -10 NAGATACH O CH IYO DA- KU
TO K YO 10 0 0 014 JAPAN
PH O N E : 81 3 5 5 01513 4
E M AI L : H I RO HARU.TAU CH I @ PRU D E NT IAL .CO. J P
William H. Wakeman III, CFP, is a seven year MDRT member with seven Top of the
Table qualifications. Currently with AXA Advisors, he has worked in the financial
industry for nearly 30 years. As president of Diversified Financial Partners and an
active member of the Lakeland community, Wakeman is dedicated to helping
individuals and businesses build their financial futures. His education, experience
and professional affiliations have fostered his practical approach to offering financial
products and planning services to his clients. Rather than just recommending a
combination of unrelated products, he first considers specific financial goals and
investment objectives. Working together with his clients, he helps formulate a strategy
to help them address their goals.
D IVE RS I F I E D F I NAN CIAL PAR TN E RS I N C .
PO BOX 9 0 517
L AKE L AN D, F L 3 3 8 0 4 U SA
PH O N E : 8 63 . 68 8 . 4 4 41
E M AI L : WHWAKE M AN @ I N SU RE TE CH . N E T
56
Doug Winkler is vice president of independent distribution and sales for the individual
life insurance business at Prudential, leading the organization in driving sales with its
BGA partners, PPGAs and producer groups. Prior to joining Prudential, Winkler was a
divisional vice president for The Hartford. In 2013, his sales team finished No. 1, and he
was named divisional vice president of the year. Prior to that, he led The Hartford’s
individual life sales training department. He started his career as an agent with State
Mutual after graduating from Fordham University with Bachelor of Science in finance.
TH E PRU D E NT IAL I N SU R AN CE COM PANY O F A M E R I CA
2 8 0 TRU M BU LL S TRE E T
HAR TF ORD, C T 0 6109 U SA
PH O N E : 973 . 8 0 2 . 3191
57
See you next year
Top of the Table
Annual Meeting
October 18–21, 2017
Terranea Resort
Rancho Palos Verdes,
California, USA
Visit mdrt.org
for more details beginning
January 2017.
Future Meeting Dates
MDRT
Annual Meeting
MDRT Experience
and Global Conference
June 4–7, 2017
Orlando, Florida, USA
February 8–10, 2018
Bangkok, Thailand
Million Dollar Round Table
325 West Touhy Avenue
Park Ridge, IL 60068 USA
Phone: +1 847.692.6378
Fax: +1 847.518.8921
Website: www.mdrt.org
60

Program Book

Transcription

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