Focus Sessions
Sort by: Date | Topic
Monday | Tuesday | Wednesday | Thursday
Jan Cullinane, MS, ABD
Retirement
This informative and entertaining session provides the wisdom to address your baby boomer clients holistically. Help your clients answer
these lifestyle questions: Am I ready to retire? What are the seven secrets for a successful retirement? Where are the hot careers, and
how do I find them? What's a KIPPER, FANBY and SKIER? I'm a female client — what makes me unique? This session also includes a fun boomer
quiz to see what you know/remember about the good old days.
Monday, June 14 - 2:00 to 3:00pm
Appeal: Global
Level: General
Interpreted: Japanese
Daniel O. Corrigan
Sales Ideas
Corrigan's session last year in Indianapolis, Indiana, was so well-received that he has been invited back to share more of his easily
transferable sales ideas. In this session, he presents new concepts to help clients achieve their hopes and dreams using a unique artistic approach.
Monday, June 14 - 2:00 to 3:00pm
Wednesday, June 16 - 9:00 to 10:00am
Appeal: Global
Level: General
Interpreted: Japanese, Mandarin (Monday, June 14)
Interpreted: Cantonese, Korean (Wednesday, June 16)
Karen Susman
Marketing
This lively session gives you relationship-building techniques you'll use immediately. Learn four ways to connect with anyone. Learn two ways to introduce yourself that won't drive prospects away. Discover six ways to start, continue and end conversations. Determine when, if and how to hand out your business card. Discover how online networking builds relationships. Get nine ways to follow up and keep in touch so contacts become clients. Guarantee: You'll use these skills to maximize your MDRT Annual Meeting experience.
Monday, June 14 - 2:00 to 3:00pm
Appeal: Global
Level: General
Interpreted: Korean and Spanish
David William Brown, CLU, ChFC
Protection
Since the launch of the first critical illness insurance policy on October 6, 1983, products providing lump-sum cash payments upon diagnosis of a dreaded disease have experienced a roller coaster ride around the world. This product speaks not only to the mind but also to the heart. Why, then, are there so many insurance advisors concerned with offering these plans to their prospects and clients? Why have sales slowed in many countries, and why does the product face so many marketing challenges? This session unravels the challenges that face a critical illness sale, starting from prospecting, presenting the plan, underwriting issues, definition challenges and premium concerns. Brown discusses how to prepare the client for the underwriting process and how to deal with the feared rated or declined application. He also reviews some of the practical and emotional challenges to the critical illness sale and the integration of the product into the overall estate, retirement and financial plan.
Monday, June 14 - 2:00 to 3:00pm
Appeal: Global
Level: Advanced
Interpreted: Cantonese, Mandarin
Joel Mendler, J.D., LL.M.
Protection
Older clients control 70 percent of this nation’s wealth. Mendler discusses special wealth preservation strategies for older clients, including the impact of shorter life expectancies and estate tax reform, options to retain or maintain existing life insurance coverage, retirement plan distribution choices, remarriage issues and the legal tools for preserving client autonomy in the event of incapacity. Also learn how to detect, prevent and report financial exploitation of your older client by scam artists, other professionals, caregivers and family.
Monday, June 14 - 2:00 to 3:00pm
Appeal: US
Level: General
Bruce D. Peckover, CLU, ChFC
Practice Management
What is the next big decision you have to make about your business operation? You will either get the answer during this session or be introduced to tools you can use to find the answers to your most pressing questions, from business planning to business continuity, financial management to use of technology, and office efficiency to staffing and human resources. Learn tried-and-tested MDRT materials and techniques, proven over many years by many members across globe. Whether you’re a first-time attendee or a long-standing Top of the Table member, attend this session to continue to grow your business.
Monday, June 14 - 2:00 to 3:00pm
Appeal: Global
Level: General
Glenn Mattson
Practice Management
This session is for producers who have both the potential and desire to grow their business and income to a higher level. Top producers aren't born. They're made— self-made — with external guidance and structure reflecting the best practices of other successful producers. In this session, you'll gain insights to the mindset, processes and practice infrastructure that are part and parcel of every top producer's success. Takaways include techniques to move from producer to successful business owner and a road map for creating your ideal practice.
Monday, June 14 - 2:00 to 3:00pm
Tuesday, June 15 - 2:00 to 3:00pm
Appeal: Global
Level: General
Interpreted: Cantonese, Korean (Monday, June 14)
Interpreted: Spanish (Tuesday, June 15)
Kay Yerkovich, M.S., M.F.T. and Milan Yerkovich, M.A.
Whole Person
Is your love life warm, affectionate and nurturing, or are problems and tensions fizzling out the spark you used to feel? Do you need some strategies to achieve important breakthroughs in your personal, love relationships? Come discover your love style and learn the secrets of restoring and deepening your most important relationships. Be sure to download and print Yerkovich’s quiz, available May 1 as an electronic handout on the MDRT Web site, and bring it along to this session.
Monday, June 14 - 2:00 to 3:00pm
Tuesday, June 15 - 3:30 to 4:30pm
Appeal: Global
Level: General
Interpreted: Spanish (Monday, June 14)
Interpreted: Japanese, Mandarin (Tuesday, June 15)
Eun-young Kim, Ph.D.
Korean Language
Position yourself as a “Myung-poom (premium brand) coach” for the best life. Over the years, the Korean insurance industry’s focus has changed from saving to security to investment. While those are important, experts predict that the next wave will be SERVICE. The winners will be agents (life architects or planners) who can provide clients with comprehensive life planning in addition to financial services.
Korean X-ers and boomers are ready for coaches who can anticipate their changing needs and inspire them with the secrets for a good life, balancing the short- and long-term. Based on her New 7 Ups ™ paradigm, Dr. Kim will present authentic branding strategies and effective coaching skills to build your reputation as a premium brand coach.
Monday, June 14 - 2:00 to 3:00pm
Appeal: Global, Korean Language
Level: General
Interpreted: None
Mary Read, CPC, QPA
Retirement
How do you get large, tax-deductible contributions and steer them to benefit the people you choose? Cash balance plans give business owners the power to choose who they want to benefit most — and least. These new plans are finding their way into the hearts and portfolios of small-business owners and professionals because of their substantial deductible contributions, design flexibility and protection from creditors. Plus, cash-balance plans can be enhanced with life insurance, enabling insurance premiums to be paid with tax-deductible dollars. If you have clients who own businesses with five to 200 employees, you will want to come to this session.
Monday, June14 - 3:30 to 4:30pm
Appeal: US
Level: General
Kerry Johnson, MBA, Ph.D.
Sales Ideas
Seventy-five percent of seniors are going back to work. Eighty-two percent of prospects are looking for a new advisor. In this session, learn how to increase your closing ratio in three minutes, gain 50 referrals in only one evening, discover buying behavior using only two questions, and gain trust quickly and never lose it. This entertaining session provides the most current research on how to dramatically increase your business.
Monday, June 14 - 3:30 to 4:30
Appeal: Global
Level: General
Interpreted: Cantonese
Dan Allison
Marketing
How can you gain more referrals from your top clients and referral relationships? How can you get more face time with the prospects you really want to work with? How do you perfect your workshops and increase their effectiveness? This session teaches you how one simple, inexpensive, straightforward process can solve most of your prospecting and referral challenges. You’ll be surprised who has the answers to the challenges you face.
Monday, June 14 - 3:30 to 4:30pm
Tuesday, June 15 - 3:30 to 4:30pm
Appeal: Global
Level: General
Interpreted: Mandarin (Monday, June 14)
Interpreted: Japanese, Korean (Tuesday, June 15)
Rebecca Largay-Bast, George G. Davidson, CLU, ChFC, and Barry E. Lundquist, CLU
Protection
This exciting session offers three experts’ strategies for selling disability insurance. Lundquist, president of the Council for Disability Awareness (CDA), shares the excellent tools and resources CDA offers to help you educate your clients about the growing risk of disability. Largay-Bast demonstrates how to effectively prepare, approach, and market to existing and new clients to ensure they evaluate the consequences of not having disability income insurance. Next, Davidson explains the power of total income protection planning, which will change the way you communicate the economic risk of disability and provide greater opportunities to service clients and earn more income by delivering an enhanced solution.
Monday, June 14 - 3:30 to 5:00pm
Appeal: Global
Level: Advanced
Interpreted: Mandarin and Spanish
Terri L. Getman, J.D., CLU and David L. Solie, MS, PA
Protection
If you have ever been surprised by a negative underwriting offer, you will not want to miss this session. By understanding key medical tests, common financial underwriting guidelines and sophisticated blood studies, you can position your cases to win the second sale — the underwriter’s approval. This session reviews technology surveillance tools, which monitor applicants’ medication compliance, driving and criminal records, and financial history. Leave with a better understanding of the significance of these tests and tools, potential applicant concerns, and their impact on underwriting outcomes.
Monday, June 14 - 3:30 to 5:00pm
Appeal: Global
Level: Advanced
Michael Bell
Practice Management
We see ourselves as financial advisors; too few of us view ourselves as true entrepreneurs. This is a major hurdle around business success. Right now, could you sell your business? I know I can, and when the time is right, I will, because I set out to achieve this 10 years ago. You can, too. It's never too late. I will show you how.
Monday, June 14 - 3:30 to 4:30pm
Appeal: Global
Level: General
Interpreted: Japanese, Spanish
Keith Abraham, CSP
Practice Management
Every business owner wants their people to be engaged, energized and enthused. For you to achieve your full potential, it is critical for your people to lead, embrace change, buy into your direction and think of new ways to capitalize on your opportunities. This presentation will focus in delivering time-tested tactics in three areas: Clarify – how to gain buy-in to your vision, direction and goals; Collaborate – how to harness the power of people engagement; and Culture – how to create your own business DNA.
Monday, June 14 - 3:30 to 4:30pm
Appeal: Global
Level: Advanced
Interpreted: Cantonese, Korean
Jon Gordon
Whole Person
Based on his best-selling books, “The Energy Bus” and “Training Camp,” Gordon shares five essential strategies to develop engaged relationships with your clients and grow your business. At the heart of his message is the truth that relationships, communication, passion and trust are the foundation upon which successful careers and winning teams are built.
Monday, June 14 - 3:30 to 4:30pm
Appeal: Global
Level: General
Interpreted: Japanese, Korean
Bin Qi
Korean Language
Bin draws on her own personal and professional experiences to help you discover your faith standpoint — which determines the choices you
make in life. She also discusses a four-level process that can help you achieve significant change in your business and personal life.
Monday, June 14 - 3:30 to 4:30pm
Appeal: Global, Mandarin Language
Level: General
Interpreted: None
Edward Dressel
Retirement
Taxes are not incidental in retirement. Any effective retirement distribution strategy should help a client plan to distribute income from their accounts to minimize the tax burden. The Tax Wise Distribution Strategy makes clear distinctions between accumulation and distribution, and helps clients plan their retirement income. With an understanding of how income should be distributed, younger clients can plan on a proper balance in their accumulation years between pre-tax and after-tax accounts.
Tuesday, June 15 - 2:00 to 3:00pm
Appeal: US
Level: General
Ian Freeman, CLU, ChFC
Sales Ideas
The past two years have created an unprecedented opportunity to impact the lives of our clients, and they are eager for our help. The best way is still the basics. This fast-paced session offers practical language and proven concepts that anyone can use the next day to enhance prospecting, referrals, case openings and closing. You will leave this session armed with knowledge, energy, motivation, inspiration and passion.
Tuesday, June 15 - 2:00 to 3:00pm
Appeal: Global
Level: General
Interpreted: Japanese, Mandarin
Larry Mersereau, CTC
Marketing
Why should I choose you? It’s the unspoken question on every prospect’s mind — even some of your current clients’ minds. If you can’t answer it confidently, in a few well-chosen words, you’re leaving them to come up with a good answer on their own. This session gives you powerful tools to help you stand out from the crowd of competing options, position and entrench your brand securely in your market, and sell from a position of power.
Tuesday, June 15 - 2:00 to 3:00pm
Appeal: Global
Level: General
Interpreted: Korean, Spanish
Caroline A. Banks, APFS
Protection
A lack of understanding of the need for business protection has resulted in a £1 trillion gap in coverage in the United Kingdom. What could the gap be in your country? By considering the problems and the solutions we provide with life insurance and critical illness insurance, this how-to session will demonstrate how we can develop the expertise needed to benefit from the wonderful opportunities this exciting marketplace offers.
Tueday, June 15 - 2:00 to 3:00pm
Wednesday, June 16 - 10:30 to 11:30am
Appeal: Global
Level: General
Interpreted: Cantonese, Japanese (Tuesday, June 15)
Interpreted: Mandarin, Spanish (Wednesday, June 16)
Jerome Weihs
Protection
In recent years, this technique has fallen into relative disuse. There has been confusion about the taxation of the cost and benefits, and what the Internal Revenue Service’s position would be. The fog is now lifted. It’s time to utilize this exciting technique. Split-dollar provides for the sharing in the cost and the benefits of a cash-value life insurance policy. This presentation focuses on situations where split-dollar techniques are employed to solve personal and business problems. They include business succession and retirement planning, as well as estate planning needs. You won’t regret the time spent in this session.
Tuesday, June 15 - 2:00 to 3:00pm
Appeal: US
Level: Advanced
Ann Max
Practice Management
Each year, we have 365 days or 8,760 hours or 525,600 minutes or 31,536,000 seconds. The difficult economy means that it is imperative, more than ever, that we make the best use of every second. Max explores the five facets of the Productivity Matrix: focus, flow, behavior, discipline and motivation. Become energized and motivated to create a more efficient workflow process, prioritize and schedule more efficiently, and effectively increase the bottom line —every day of the year.
Tuesday, June 15 - 2:00 to 3:00pm
Wednesday, June 15 - 9:00 to 10:00am
Appeal: Global
Level: General
Interpreted: Korean, Mandarin (Tuesday, June 15)
Interpreted: Japanese (Wednesday, June 16)
Glenn Mattson
Practice Management
This session is for producers who have both the potential and desire to grow their business and income to a higher level. Top producers aren't born. They're made— self-made — with external guidance and structure reflecting the best practices of other successful producers. In this session, you'll gain insights to the mindset, processes and practice infrastructure that are part and parcel of every top producer's success. Takaways include techniques to move from producer to successful business owner and a road map for creating your ideal practice.
Monday, June 14 - 2:00 to 3:00pm
Tuesday, June 15 - 2:00 to 3:00pm
Appeal: Global
Level: General
Interpreted: Cantonese, Korean (Monday, June 14)
Interpreted: Spanish (Tuesday, June 15)
Max Bolka
Whole Person
Before you can do something different, you must think differently. Learn how to dream big, using the power of your mind and spirit to achieve what you may have never thought possible. Use your thoughts to create energy, implement a simple four-step formula for success, and learn how to overcome any obstacle in your way. Bolka teaches you how to define and achieve your highest goals. By the end of this presentation, you will believe you can become a money magnet.
Tuesday, June 15 - 2:00 to 3:00pm
Appeal: Global
Level: General
Interpreted: Cantonese
Pecky Wong So Ping, FChFP, RFC
Whole Person
Wong So Ping began her career as a financial planner in 1986. Nearly 25 years later, she has identified 12 “irresistible elements” that occur
during different stages of one’s career. She explains how these “irresistible elements” brought her happiness and success, and she shares how
they can do the same for you.
Tuesday, June 15 - 2:00 to 3:00pm
Appeal: Global, Cantonese Language
Level: General
Donald F. White Jr., CLU, ChFC
Sales Idea
One producer has 10 interviews and never makes a sale. Another does business with virtually everyone. What’s the difference? Join White to learn not only the best way to conduct interviews, but how to make them richly profitable to both you and your client. This session will help you transform your interview prowess — no matter how long you have been in the business or what country you reside — the day you return home from Vancouver.
Tuesday, June 15 - 3:30 to 4:30pm
Appeal: Global
Level: General
Interpreted: Korean
Dan Allison
Marketing
How can you gain more referrals from your top clients and referral relationships? How can you get more face time with the prospects you really want to work with? How do you perfect your workshops and increase their effectiveness? This session teaches you how one simple, inexpensive, straightforward process can solve most of your prospecting and referral challenges. You’ll be surprised who has the answers to the challenges you face.
Monday, June 14 - 3:30 to 4:30pm
Tuesday, June 15 - 3:30 to 4:30pm
Appeal: Global
Level: General
Interpreted: Mandarin (Monday, June 14)
Interpreted: Japanese, Korean (Tuesday, June 15)
Matt Andersen
Marketing
Are you still looking for a way to ask for referrals that’s comfortable for you? An approach that fits your values and personality? Wording that works in 2010 with today’s savvy and cynical consumer? By identifying your obstacles, leveraging universal principles of social influence, and using non-threatening — yet specific and effective — language, referral coach Anderson walks you through the six fearless steps to get significantly more happy clients recommending you to high-quality prospects on a consistent basis.
Tuesday, June 15 - 3:30 to 4:30pm
Appeal: Global
Level: General
Interpreted: Spanish and Cantonese
Jeffrey Scott
Protection
Are the insurance needs of a baby boomer the same as a person from Generation X or Generation Y? What do they want, and how do you sell to them? As people move through life, what is the impact of divorce and children on their standard of living? In this session, Scott looks at the key needs and drivers that will cause individuals from each generation to purchase life, permanent disablement, critical illness and disability income insurance.
Tuesday, June 15 - 3:30 to 4:30pm
Appeal: Global
Level: Advanced
Interpreted: Mandarin, Spanish
Steve Cain, Michael J. McNeil, CLU, ChFC, and Ronald T. Staebell, CLU, MSFS
Protection
Americans are living much longer and fuller lives, requiring better retirement planning. However, financial advisors and insurance agents are having difficulty selling long-term care insurance (LTCI) to their clients. This session will share innovative and consultative LTCI sales techniques, and deal with the most common objections presented by your clients’ other advisors. Learn how a well-designed LTCI plan will help your clients protect their wealth, leave a legacy for their family and keep peace among their family members. Don’t miss this presentation if you want a better understanding of LTCI.
Tuesday, June 15 - 3:30 to 5:00pm
Appeal: US
Level: Advanced
David Batchelor, DipPFS, CFP and Dean Gareth Hobbs
Practice Management
Last year, Hobbs and Batchelor together generated more than $2 million of income during the worst United Kingdom recession in 20 years. They believe there are five reasons people fail to be as successful as they could be in our business: commission reliance, not enough people to see, you don’t know what you don’t know, you are your business, and the regulatory and compliance goalposts keep moving. This session offers you the solutions to these five problems and how the implementation of these strategies has led to their success.
Tuesday, June 15 - 3:30 to 4:30pm
Appeal: Global
Level: General
Interpreted: Cantonese
Simon Reilly
Practice Management
Have you managed to maintain the same levels of production in “the new normal”? Are you struggling to figure out how to grow your business in real terms? The Plateauing Out Syndrome was coined by the members of MDRT. With the advent of the new normal contributing to clients taking longer and longer to make decisions, breaking through the plateau seems more daunting than ever. For some, the pace of business isn’t what it used to be, contributing to thoughts like, Is this all there is? and What am I doing this for? Join Reilly to understand how to break through the Plateauing Out Syndrome.
Tuesday, June 15 - 3:30 to 5:00pm
Appeal: Global
Level: Advanced
Interpreted: None
Kay Yerkovich, M.S., M.F.T. and Milan Yerkovich, M.A.
Whole Person
Is your love life warm, affectionate and nurturing, or are problems and tensions fizzling out the spark you used to feel? Do you need some strategies to achieve important breakthroughs in your personal, love relationships? Come discover your love style and learn the secrets of restoring and deepening your most important relationships. Be sure to download and print Yerkovich’s quiz, available May 1 as an electronic handout on the MDRT Web site, and bring it along to this session.
Monday, June 14 - 2:00 to 3:00pm
Tuesday, June 15 - 3:30 to 4:30pm
Appeal: Global
Level: General
Interpreted: Spanish (Monday, June 14)
Interpreted: Japanese, Mandarin (Tuesday, June 15)
John P. Huggard, J.D., CFP
Retirement
As investors approach retirement, they are primarily concerned about two things: running out of money in retirement, and being caught in another bear market that could force them to delay or radically change their retirement plans. Variable annuities/segregated funds with living benefit riders are the only equity-based investment that overcomes both of these concerns. This session concentrates on helping financial advisors understand living benefit riders so they can help their clients prepare for a secure and worry-free retirement.
Wednesday, June 16 - 9:00 to 10:00am
Appeal: US
Level: General
Daniel O. Corrigan
Sales Ideas
Corrigan's session last year in Indianapolis, Indiana, was so well-received that he has been invited back to share more of his easily
transferable sales ideas. In this session, he presents new concepts to help clients achieve their hopes and dreams using a unique artistic approach.
Monday, June 14 - 2:00 to 3:00pm
Wednesday, June 16 - 9:00 to 10:00am
Appeal: Global
Level: General
Interpreted: Japanese, Mandarin (Monday, June 14)
Interpreted: Cantonese, Korean (Wednesday, June 16)
Ronald D. Philgreen, CLU, ChFC
Marketing
There are more than 2 million nonprofit organizations in the United States, and it probably comes as no surprise that charitable giving is down the past couple of years. Donors not only need our help and encouragement to give, but to give in more productive ways. Now, more than ever before, you need to have all the tools and techniques of charitable tax planning in your practitioner’s kit. Help your clients give more to their favorite charities while providing for themselves, their families and their business interests.
Wednesday, June 16 - 9:00 to 10:00am
Appeal: US
Level: Advanced
John F. Nichols, CLU
Protection
Learn the strategies, conversations and secrets of positioning disability income products that launched this producer to Top of the Table production. Through personal storytelling and experience, you will learn the psychology and strategies being used by successful disability insurance producers. Additionally, this session will share disability concepts pertaining to why and how to position this valuable insurance product in your practice.
Wednesday, June 16 - 9:00 to 10:00am
Appeal: Global
Level: General
Interpreted: Mandarin, Spanish
Robert C. Kievit, CLU, LUTCF
Protection
We can’t replace the money our clients lost in the market, but we can often replace the income it would have provided in retirement. Learn the process to follow, the questions to ask, and how to use value replacement strategies and permanent life insurance to dramatically increase a client’s net, after-tax retirement income, at reduced levels of risk, while providing added protection for their loved ones. With so many swings in the market lately, you do not want to miss this session.
Wednesday, June 16 - 9:00 to 10:00am
Appeal: US/Canada
Level: General
Ann Max
Practice Management
Each year, we have 365 days or 8,760 hours or 525,600 minutes or 31,536,000 seconds. The difficult economy means that it is imperative, more than ever, that we make the best use of every second. Max explores the five facets of the Productivity Matrix: focus, flow, behavior, discipline and motivation. Become energized and motivated to create a more efficient workflow process, prioritize and schedule more efficiently, and effectively increase the bottom line —every day of the year.
Tuesday, June 15 - 2:00 to 3:00pm
Wednesday, June 15 - 9:00 to 10:00am
Appeal: Global
Level: General
Interpreted: Korean, Mandarin (Tuesday, June 15)
Interpreted: Japanese (Wednesday, June 16)
Peter Kaplan, CFP
Practice Management
Does your business run at maximum efficiency? Join Kaplan as he shares how to run a highly efficient and productive practice where your people and workflows combine with the latest "hot" technology available internationally. Learn effective time management tips and tricks. Discover the do's and don'ts of technology selection. Receive documented workflows to streamline client management and service delivery. Implement these practical practice management solutions for an immediate and long-lasting positive impact on your productivity.
Wednesday, June 16 - 9:00 to 10:00am
Appeal: Global
Level: General
Interpreted: Japanese, Korean
Jay M. DeFinis
Whole Person
More than ever in our fast-paced culture, we have many distractions that can cause us to lose focus. Our experiences teach us meaningful life lessons that often propel us to greater productivity and success. DeFinis shares his experiential journey with lessons he learned from his 20-year career as a financial advisor. These relationship lessons will be a key factor in giving you the edge over your competition. Strong relationships are what secure our future. You will be entertained and challenged by this presentation.
Wednesday, June 16 - 9:00 to 10:00am
Appeal: Global
Level: General
Interpreted: Cantonese, Mandarin
Franklin A. Rocafort, LUTCF
Spanish Only
Come learn from a Top of the Table producer at this high energy session how to run your office with strategies to acquire and service your
clients, as well as selling and marketing your products successfully.
Wednesday, June 16 - 9:00 to 10:00am
Appeal: Global, Spanish Language
Level: General
Interpreted: None
Richard C. Murphy, CLU, LUTCF
Retirement
Baby boomers’ No. 1 retirement question remains: What’s the best age to start taking Social Security? To answer that question, we first must deal with much of the well-meaning — but poorly thought-out — advice, such as to always take it at 62. We’ll become bridge builders, using cash-value life insurance, annuities and guaranteed lifetime income contracts to maximize eventual Social Security benefits by up to 32 percent. Sales opportunities for numerous products abound for producers who own this knowledge.
Wednesday, June 16 - 10:30 to 11:30am
Appeal: US
Level: Advanced
Dan Seidman
Sales Ideas
Got influence? How well do your words and phrases motivate others? Language training is the most neglected piece of any management, leadership or business development program. Solid psychology can help us increase the potency of our conversations. Learn the top seven strategies that are most useful for managing, motivating and, quite critically, selling. This fun, interactive experience will leave you wiser in your role as executive, manager, salesperson and within your personal relationships.
Wednesday, June 16 - 10:30 to 11:30am
Appeal: Global
Level: Advanced
Interpreted: Japanese
David Eric Appel, CLU, ChFC
Marketing
You understand your products. You know you can sell them. Now you just need to get more prospects, especially the best ones — the ones that come through referrals. Struggle no more. In this session, receive numerous prospecting tools that will allow you to market yourself and turn your civic, charitable, virtual networking and professional contacts into your own personal business ambassadors. This session provides you with the tools you need to successfully take your practice to the next level with changes you can implement immediately.
Wednesday, June 16 - 10:30 to 11:30am
Appeal: Global
Level: Advanced
Interpreted: Cantonese, Korean
Caroline A. Banks, APFS
Protection
A lack of understanding of the need for business protection has resulted in a £1 trillion gap in coverage in the United Kingdom. What could the gap be in your country? By considering the problems and the solutions we provide with life insurance and critical illness insurance, this how-to session will demonstrate how we can develop the expertise needed to benefit from the wonderful opportunities this exciting marketplace offers.
Tueday, June 15 - 2:00 to 3:00pm
Wednesday, June 16 - 10:30 to 11:30am
Appeal: Global
Level: General
Interpreted: Cantonese, Japanese (Tuesday, June 15)
Interpreted: Mandarin, Spanish (Wednesday, June 16)
Richard L. Olewnik, J.D., CLU
Protection
Contrary to the common belief that life insurance death benefits are received income tax-free, the Internal Revenue Code now provides that life insurance death benefits paid to employers are generally taxable. (This applies to policies issued or subject to a material change after August 17, 2006.) Are you currently prepared to guide your clients through the steps necessary to qualify for available exceptions? Learn how to make your business clients aware of the threat and position them to qualify for the exceptions that exist. If you work in the business market, do not miss this session.
Wednesday, June 16 - 10:30 to 11:30am
Appeal: US
Level: Advanced
Richard H. Cook, FCII, FLIA
Practice Management
During 30 consecutive years of attending Annual Meetings, Cook has transitioned from barely qualifying to consistent Top of the Table membership. His session shows you how to successfully combine increased personal production with building a long-term profitable and sustainable business. It’s not about just sales ideas, not just client relationships, not just practice management. Whether you are in the early stages of moving from having a job to running a business, or are already a Top of the Table member, this session will help get you to your next level of success.
Wednesday, June 16 - 10:30 to 11:30am
Appeal: Global
Level: General
Interpreted: Japanese and Korean
Peter Moyle, ADFS, FChFP
Practice Management
Come discover sensational, innovative ideas and powerful strategies to help you grow your business. Moyle, a Top of the Table member, shares practice management concepts that will create the wow factor that builds stronger relationships with your clients and centers of influence. Learn how differentiation can work for you and how it can significantly increase your income and substantially grow your business.
Wednesday, June 16 - 10:30 to 11:30am
Appeal: Global
Level: General
Interpreted: Mandarin, Spanish
Tim D. Richardson, CSP
Whole Person
In this inspirational session, learn how to live rich as you hear inspiring stories of people making a difference all over the world. Learn how giving impacts productivity, motivation, and success in business and life. You will be challenged and encouraged to discover your true wealth by examining giving as a way to obtain real richness.
Wednesday, June 16 - 10:30 to 11:30am
Appeal: Global
Level: General
Interpreted: Cantonese
Keiji Kanai
Japanese
Kanai discusses why sharp technical skills are critical to success in the life insurance profession. Mistakes due to inexperience or
lack of product knowledge can result in unhappy clients and lost business. He shares how he keeps his skill set and expertise current
to keep his clients happy.
Wednesday, June 16 - 10:30 to 11:30am
Appeal: Global, Japanese Language
Level: General
Interpreted: None
Leo Pusateri
In this hands-on, practical workshop, Leo Pusateri, one of the leading coaches to the financial services industry, will introduce the seven
questions in his seven-step Value Ladder and lead a discovery process of creating a Unique Value Proposition, the foundational second rung
in the Value Ladder. He also helps you to formulate your Business Beliefs to support the proposition.
Thursday, June 17, 8 a.m. – 10:30 a.m.
Learn how participation in a study group helps throughout your business life span on both a personal and business basis, early as you develop
in your career, during mid-life transitions and, finally, with your succession plan. This session addresses the benefits of participating in
a study group for personal and business growth, including:
- Forming a study group
- Joining an existing study group
- Reinvigorating your study group
- Improving your personal and business life
- The role of a study group in your business succession planning
Thursday, June 17, 8 a.m. – 10:30 a.m.
Moderator: Tony Gordon
Participate in a member-to-member exchange of transferable sales ideas and strategies. Participants are free to move between the Idea
Exchanges and Open Forum sessions.
Thursday, June 17, 8 a.m. – 10:30 a.m.
Moderator: Michelle L. Hoesly, CLU, ChFC
Participate in a member-to-member exchange of transferable practice management ideas and strategies. Participants are free to move between
the Idea Exchanges and Open Forum sessions.
Thursday, June 17, 8 a.m. – 10:30 a.m.
Moderator: Brian H. Ashe, CLU
This is the place to get your protection products “hot topics” addressed. In open forum sessions, content is developed by the participants
who know what they want now and how they can contribute. To start the session, individuals’ needs and contributions are solicited. Groups
with similar topics are determined and assigned a discussion area in the session room. The remainder of the time is spent in small group
discussion of these specifically identified topics. Participants are free to move between discussion groups within the session, and between
the Idea Exchanges and Open Forum sessions.
Thursday, June 17, 8 a.m. – 10:30 a.m.
Moderator: Marc A. Silverman
This is the place to get your retirement planning “hot topics” addressed. In open forum sessions, content is developed by the participants
who know what they want now and how they can contribute. To start the session, individuals’ needs and contributions are solicited. Groups
with similar topics are determined and assigned a discussion area in the session room. The remainder of the time is spent in small group
discussion of these specifically identified topics. Participants are free to move between discussion groups within the session, and between
the Idea Exchanges and Open Forum sessions.
Thursday, June 17, 8 a.m. – 10:30 a.m.
Top-producing MDRT members share sales ideas, practice management strategies, product information and utilization ideas, and retirement
planning techniques, followed by discussion in separate sessions for attendees speaking Cantonese, Japanese, Korean, Mandarin and Spanish.
Thursday, June 17, 8 a.m. – 10:30 a.m.