Speakers

Biography

London based, Bhupinder Anand, has twice been awarded UK 'Independent Financial Adviser of the Year' and also ‘Best IFA in the Capital’.

As a 15-year MDRT member, 10 times TOT and 6 times COT, he has presented at MDRT Annual Meetings many times, including Main Platform, TOT Main Platform, Experience and European meetings, always with excellent ratings.

Anand is a renowned international speaker, and much sought after for his expertise in creative positioning and simplifying sales concepts. He heads up the ‘Advisor Master Class.com’ training program, in which he shares practical techniques to help advisors accelerate their performance.

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21st Century Protection Sales - The Critical Issues

In addition to life and disability, critical illness insurance is an integral component of any effective financial plan. Three high-performing producers explain why you cannot afford to ignore this increasingly popular product. Their powerful and personal experiences will leave you with a solid understanding of the importance of critical illness insurance. Plus, you'll know how to creatively open, present and close sales, and successfully manage claims so you can bring immeasurable value to your clients and your business.

Biography

Mark Colgan is Founder and CEO of Plan Your Legacy and President of Colgan Capital. The combination of his personal and professional background gives him a unique perspective on financial and legacy planning. In 2001, he was a successful Certified Financial PlannerTM professional who'd been married to his wife, Joanne, for seven years. When she died unexpectedly at the age of 28, Mark's wonderful life was dramatically changed forever.

Inspired by the challenges he faced as a young widower, Mark authored The Survivor Assistance Handbook: A Guide for Financial Transition. Mark also founded Plan Your Legacy, a company dedicated to helping individuals live and leave meaningful legacies by building legacy plans that reflect and preserve their values, life lessons, memories and final wishes.

Today Mark, still a practicing Certified Financial PlannerTMprofessional, is an industry consultant, sought‐after national speaker and an often‐cited expert on legacy planning. Currently, he is a contributing author for Morningstar.com and has also had articles appear in such national publications as U.S. News and World Report, The Journal of Financial Planning, American Association of Individual Investors, and Money Adviser, a Consumer Reports publication. He has also been cited by Oprah and Friends, Fox News, CBS MarketWatch, and other national media.

What Will You Leave Behind?

What impression will you leave on the world? Colgan explores this question in his session about legacy planning, a service that many believe is the fastest-growing in the industry. He explains the essential components of a comprehensive legacy plan, how it benefits both the client and the advisor, and the six secrets that ensure clients complete the process. Find out how to make a positive impact in your clients' lives, differentiate your services and increase sales with legacy planning.

Biography

Corry Collins, CLU, CHFC RHU is a Life and Qualifying member of MDRT. He began his career 26 years ago and focuses his attention on the Physician market in the area of Living Benefits. Known as a specialist to this market, Corry has spoken in 5 countries to insurance associations and companies around the world. He has served as Chair of PDC main platform, is the current Chair of MCC Zone 1 Canada. His personal conviction to disability and critical illness insurance is real. His ideas are transferable. His passion is unquestionable.

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21st Century Protection Sales- The Critical Issues

In addition to life and disability, critical illness insurance is an integral component of any effective financial plan. Three high-performing producers explain why you cannot afford to ignore this increasingly popular product. Their powerful and personal experiences will leave you with a solid understanding of the importance of critical illness insurance. Plus, you'll know how to creatively open, present and close sales, and successfully manage claims so you can bring immeasurable value to your clients and your business.

Biography

Lee began his financial services career a year after arriving in Colorado in 1975. With his business partner (and son) Jeremy Davis, J.L. Davis Financial Corporation specializes in comprehensive wealth management for entrepreneurs and wealthy families.

Long at the forefront of the financial advisory movement, Lee maintains a high octane practice for his significant clientele. The firm now serves individuals and companies in sixteen states and several countries around the world, providing financial advice, investments, insurance, and benefit plans to carefully selected clients. He’s a 22 year Life and Qualifying Member of the MDRT, with 11 successive “Court of the Table” qualifications. As an author, Lee has published articles in a range of journals and has been quoted in Individual Investor magazine.

Married to his wife, Kathy, for thirty five years, Lee has two children and two grandchildren. A member of Castle Pines Country Club in Colorado and Terravita Country Club in Arizona, Lee enjoys being outdoors, whether it’s golf, fishing, driving the corvette with the top down, or riding the Harley Davidson V-Rod motorcycle.

Be a Top Producer by Working Four Half-Days a Week

If you feel like your professional life has spiraled out of control, this session is for you. Davis presents his five elements essential to high production that are achievable in a non-traditional work week. He addresses the goal setting, time management, marketing, staff development and client experience strategies and techniques he has developed during his 35 years in production. Davis' systemized approach will help you prosper, while leading a more balanced life, both personally and professionally.

Biography

John J. Demboski CFP® is a 8-year member of MDRT with two Top of the Table qualifications and is a Bronze Knight of the MDRT foundation. As an active volunteer in MDRT he is the current chair for the newly established Young Lion's Committee. His practice Demboski & Chapman Financial and Insurance Solutions, Inc. creates a financial planning experience that results in their clients identifying and taking actionable steps to attain their financial objectives. John is a University of California Santa Barbara Graduate, having majored in Business Economics, and is a member of the Phi Theta Kappa International Honors Society. He holds a life agent license for multiple states, a FINRA Series 7 and 63 license and is a Investment Advisory Representative of ValMark Advisors, Inc. John is active in our industry associations having served as president for NAIFA-Santa Barbara, and is an active member of AALU, NAHU and the Santa Barbara Estate Planning Council.

Maximize Your Free Time - and Your Productivity

Time is probably one of the most elusive aspects in our lives. In order to get the most out of your work day without it infringing on your personal life, Demboski shows you how his time management system accomplishes both. By color coding your time in your day planner and assigning points to various tasks, you can stay on track and stay motivated. Save your data and you'll even be able to compare your productivity from year to year.

Biography

Betty Doll, MBA, CLTC has specialized exclusively in long term care insurance planning for 15 years. Her mission of “making the long term care planning discussion easy, enlightening, and even enjoyable” applies both to her direct client work and to her numerous speaking and teaching events across the country. A two year MDRT member, her personal family experience and prior career in managing rehab operations within long term care facilities provided her with first hand experience in understanding the numerous ways in which caregiving impacts a family.

Selling Long-Term Care as Lifelong Love

Advisors typically discuss long-term care insurance as a way to ensure quality care in the event of a serious medical situation. What if you presented the benefit of long-term care insurance as one that not only protects a client's medical care but also protects the lifestyles of their loved ones - that they should purchase long-term care because they love someone? Doll explains the similarities between selling life insurance and long-term care insurance and why you should present them this way.

Biography

A fully accredited financial planner with a specialty in life insurance, Bruce holds the CLU, CHFC and CFP designations. His firm, Bruce Etherington & Associates, specializes in family harmony and philanthropy and achieved the objective of creating $1 billion for charities and not-for-profits in the first decade of this century.

A renowned speaker, Bruce has spoken to virtually every major insurance and financial planning organization in the world. He has appeared 16 times on the platform of the Million Dollar Round Table (MDRT), which is considered by many to be the preeminent sales organization in the insurance and financial planning industry. His books “See The People” and “Reflect & Prepare” are international bestsellers, as are his CDs, which continue to change the lives of salespeople around the world.

Billions for Charity

If you're looking to expand or diversify your services, a charitable or philanthropic line of business can be extremely successful and rewarding. Etherington shows how he maximizes his clients' abilities to contribute to their favorite causes, enabling them to give more than they thought they could and leave even more when they die. His presentation covers capital preservation, explains how to incorporate philanthropic services into your practice and shows you how to acquire higher-net-worth clients who will use your new services.

Biography

Marv Feldman is currently the President of the Feldman Financial Group in Clearwater, Florida and President and CEO of the LIFE Foundation in Washington, DC.

He is a 38 year MDRT Member and was the 2002 President. He is a 30 year member of the Top of the Table and a past TOT Chairman. He was honored as the Circle of Life recipient in 2004 by the MDRT Foundation in recognition of his community and industry leadership and is the recipient of the 2011 John Newton Russell award, the highest honor bestowed on an individual by the insurance industry.

Marv was named to Insurance Newscast’s 2009 and 2010 list of the 100 most powerful people in the insurance industry in North America and is listed in Who’s Who in Business and Finance and Who’s Who in the World.

He contributes articles to many professional journals and has been featured in both magazines and books.

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Insurance in Real LIFE

In this industry, nothing is more compelling than a story of insurance in action. Feldman, LIFE Foundation president and CEO, shows you how to use them effectively in your practice. He also shares with you the many resources and stories available from the LIFE Foundation. Explore how to use nonprofit third-party materials, such as realLIFEstories, to educate prospects and clients. You'll leave this session knowing how to motivate them to make important decisions about insurance and financial planning.

Biography

Coined by CNN as “the female Jerry McGuire,” Molly has worked with hundreds of Major League Baseball stars, NBA coaches, PGA and LPGA golfers, NCAA basketball, football coaches and media personalities. She has been featured in national media extensively. Molly authored "Your Dream Job Game Plan" and “The Business of Being The Best.” As a leading sports executive she takes time to speak throughout the country on leadership, sales and relationship procurement and development to improve her audience’s ability to deliver more value to their company, team, partners, clients and selves. She is married and has three daughters.

Play Like a Pro: Relating the Business of Sports to Financial Services

When it comes to initiating change, the business side of professional sports and the financial services industry have a lot in common. Fletcher shares her three concepts designed to ignite the change you're seeking for higher levels of success. Learn how to build a favor column and what it can do for client relationships, how to use consistency to help determine what's important to you and how fearless urgency can be an important tactic when thinking for a client.

Biography

Sandro is a 14 consecutive year TOT member who has become well known since he spoke on Main Platform in San Francisco in 2000. His business, Forte Financial, is one of the most well respected financial consultancy practices in the UK, boasting some of the most famous names in business, film and sport as clients.

His success, particularly at such a young age, has led to requests for him to speak all over the world. His book, 'dare to be different' is an international best-seller, now published in 7 languages, and his two day 'Success Masterclass' programme has positively impacted over 250,000 advisers from all five continents.

Sandro has held numerous MDRT roles, including DVP and Chair of Leadership and Development - and he is a Diamond Knight of the MDRT Foundation. When he is not devoting himself to his family he mentors numerous MDRT members and raises millions for charity.

If you are really serious about - and want to discover the secrets of - success then this is a session not to be missed.

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Three Months to the Top

Breaking into or excelling in the corporate protection market isn't easy. Forte destroys the myths associated with this target by simplifying complicated financial planning strategies to close sales and overcome objections. After this session, you'll know how to maneuver past corporate gatekeepers to reach the most relevant decision-makers. You'll gain confidence when asking for referrals and handle even the most difficult objections with ease. Forte says that you can expect to double your production in a matter of months.

(This session will repeat Tuesday at 2:00 pm)

Biography

>Steve Franklin, Ph.D. is President of Wells Core Office Income REIT Advisory Services. He was Associate Dean and tenured Professor for the Goizueta Business School at Emory University. He serves on the Board of Regents for Oxford University’s Harris Manchester College in England and Chairman of the Board of Governors for The American University in Dubai. In addition to authoring and co-authoring over 50 scholarly and practitioner articles and two management textbooks, he has been highlighted in the press, business radio and television programs, including CNN and Gannett Broadcast’s syndicated feature “Million Dollar Dreams.”

100: Authentic Wisdom From America's Centenarians

Imagine the wisdom accumulated by someone who has lived 100 years. That's exactly what Franklin shares with you - anecdotes and insights straight from centenarians to help you overcome modern-day financial challenges. Listen to those who lived through the best and worst times; you'll leave this session with a clear understanding of older clients' attitudes toward money, learn how to help younger clients with proven age-old principles and develop a holistic approach to managing money, working hard and living life.

Biography

Greg Gagne is the founder of Affinity Investment Group, LLC, in Exeter, New Hampshire. The firm specializes in wealth management and distribution planning services for retirees. Greg authored a book on the subject of retirement, and his articles on practice management, planning techniques and goal setting have been featured in numerous trade magazines. Greg is past president of the New Hampshire Association of Insurance and Financial Advisors. He is a 12 year MDRT member with four Court of the Table and three Top of the Table qualifications. He is a MDRT foundation gold knight. www.affinityinvestmentgroup.com

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Make the Leap: Smooth Transitions From Commissions to Fees

If you're considering how to make the transition from a commission-based to a fee-based business model, don't miss Gagne's session. He explains how this change transformed his practice and his role from salesperson to trusted advisor. Find out how to assuage common client concerns about fees so you can more easily convince them when you've made the switch.

Biography

Simon Gibson is a thirteen-year MDRT member and multi-year CoT/ToT qualifier who passionately promotes financial services as a profession. Simon’s business card tells prospects that he has “The best job in the world”. Co-founder of the ABC Charitable Trust (East Anglia), a charity established to benefit children and young people in his area, he is the father of three children, proud husband and a speaker of international acclaim. Simon loves to share, and says that he has only a few original thoughts, but many, many brilliant ideas that have been tailored by him thanks to the generosity of his peers. He has a keen sense of humour too.

His presentation has him quoting Winston Churchill, Albert Einstein and Wayne Gretsky and will provide attendees with a map to “prospecting” gold, here in California, and beyond!

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Gold Rush 2012: Prospecting for Success

Learn the language of successful prospecting and marketing. Gibson shares his techniques for differentiating ourselves, not just generally but specifically. He explains how using specific language can help us prepare for every scenario so we can respond to any prospect as effectively as possible. Find out when and how we should communicate with each prospect. Although we should continually innovate, Gibson says that leveraging the proven fundamentals as part of our prospecting approach is equally important.

Biography

Kip Gregory is one of the life insurance industry’s leading authorities on improving sales productivity and creating business value. A presenter at MDRT’s 2001 and 2006 Annual Meetings, Kip is known for delivering eye-opening, immediately-applicable advice on saving time and systemizing for success using tools and resources agents already own. His book “Winning Clients in a Wired World,” outlines hundreds of fast, easy-to-implement strategies and tactics for increasing selling efficiency and effectiveness. Since 1998, Gregory has worked with hundreds of organizations and shown thousands of industry professionals how to harness their existing technology to move their business to the next level.

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Get Linked In, Not Left Out

Confusion and concerns about supervision and compliance prevent agents and advisors from using social media to its full advantage - if at all. Gregory shares safe, practical ways for getting into the game without violating compliance rules. Hear real-life stories of how producers like you leverage LinkedIn and other sites to win and keep more business. Walk away with a list of immediate steps you can take to enhance your existing networking and generate more and better referrals with social media.

Biography

Andrew Griffiths is Australia’s #1 small business author with 11 books now sold in over 50 countries. He literally wrote the book on marketing for small businesses with his all time bestseller “101 Ways to Market Your Business”. He quickly followed this bestseller up with ten more books on selling, customer service, advertising, work/life balance and much more. Clearly Andrew’s passion is to help small business owners achieve their dreams, and specifically he aims to help good businesses become exceptional businesses. He offers advice that is raw, real and relevant, based on his own experiences and observations, having worked with thousands of small business owners from every industry imaginable and from every corner of the planet, from New York to Botswana.

The Evolution of Marketing

Do you understand the difference between evolution and change? They're often confused as the same thing, Griffiths says, and it's particularly relevant when marketing your business. Changing your business simply means it becomes different. When a business evolves, however, it reacts to external stimuli and achieves sustainability. Learn his top nine strategies to evolve your practice and understand how marketing evolution affects everything from building your brand to networking to communicating.

Biography

John W. Homer is an independent life insurance consultant who specializes in Generational Planning. He works in behalf of his clientele and represents them to many different insurance companies in order to obtain the best possible coverage in light of their individual circumstances. He is president of Oxford Financial Group, Inc. of Salt Lake City, UT.

Cinderella Slipper Strategies

Single premium immediate annuities (SPIAs) are often overlooked as a proper investment option. Homer explains several strategies that use SPIAs in tandem with life insurance policies. These strategies are appropriate for older clients with liquid assets and may reduce taxable estates. He teaches you how to maximize arbitrage between these products so that clients have greater cash flow after purchasing large amounts of insurance and how to avoid common pitfalls inherent to the strategies.

Biography

Michelle Hoskin is well known for her endless enthusiasm and energy, infectious personality and unique outlook on what she describes as a “magical industry”. Michelle has 13 years experience working with the UK’s leading and most successful practices, and is internationally recognised as the font of knowledge and the leading expert in identifying best practice standards of operation.

She delivers innovative solutions proven to eliminate the debilitating challenges faced by financial services professionals every day. As a regular speaker at seminars and workshops, she stimulates and inspires her audiences with the ideas and insights that she shares with them.

Create and Lead a 21st-Century Practice

No matter the size of the practice, advisors continue to suffer from common day-to-day complexities, often with debilitating effects. Hoskin shares her five proven concepts to design and build a strategically developed and motivated team, eliminate operational inefficiencies and continually improve every aspect of practice management. Her approach examines the key roles within a practice to ensure each contributes to the fullest extent. When you implement these changes, she says, you'll see professional growth and enhanced personal well-being.

Biography

Marcia Johnson, CLTC, CAS of Protective Life is a 30 year veteran of the Life Insurance Industry, successfully leading the marketing and marketing support efforts of several well known companies throughout her career. While Director of Marketing for Canada Life, Ms. Johnson was responsible for organizing a team, which launched one of the first individual Critical Illness Insurance product lines in the U.S. A passionate Critical Illness promoter and close personal friend of Dr. Marius Barnard, Ms. Johnson has worked with CI experts in England, Ireland, Canada, South Africa, and Australia pursuing ideas and opportunities to bring to the U.S. markets.

Reinvigorate the Critical Illness Insurance Market

The U.S. critical illness insurance market has developed much more slowly over the past 15 years than previously anticipated. Yet, studies indicate we're more likely to survive a serious illness than die from one. Johnson discusses why this market is sluggish, where it is today and what kinds of opportunities are available. She emphasizes the importance of critical illness insurance, demonstrating with case studies the need for larger face amounts and how they're determined for both employer and consumer. You'll gain a renewed urgency for talking to your clients about protection during their lives, not just in the event of their deaths.

Biography

Mr. Ronco Johnson is the CEO/President of L. R. Johnson & Associates, Inc. and the Founder of The Ronco Johnson Foundation for Financial Literacy both located in Marietta, Ga.

Since 1998, the former Atlanta Jazz radio personality has built a strong professional practice in the field of Insurance and Financial Services.

L. R. Johnson & Associates, Inc. is an independent insurance and financial services consulting firm that specializes in using creative concepts, advanced financial strategies, and providing exit planning solutions using the tax advantages of insurance products.

Mr. Johnson is a “Top of the Table” member of the Million Dollar Roundtable (MDRT in known as The Premier Association of Financial Professionals) that has been recognized globally for integrating a variety of concepts, designs, and providing exit strategies using the tax advantage of life insurance for the purpose of planning estates, retirement, and business succession plans for affluent individuals, business professionals, professional athletes, and entertainers.

Mr. Johnson is a featured in the January 2011 edition of “Life Insurance Selling Magazine”, the December 2010 edition of “CornerStone Magazine”, and is the financial expert on the Atlanta based public affairs talk show “Business in the Black” with his monthly financial series called “When The Lights Go Out, Are You Ready?” hosted by Twanda Black which airs on KISS 104.1FM and B98.5FM.

Life After Success in the Insurance Business

Life after success in the insurance business requires careful planning and preparation before it begins. After talking to attendees at a recent Top of the Table Annual Meeting, Johnson found that many producers are not prepared for the unknown and unexpected. He shares his insights on business succession planning and how to manage a higher income as a producer and minimize your tax liability. Leave this session with a clear vision of what you need to address after having achieved success.

Biography

Anthony Jones BSc (Hons) is a 5 year MDRT member with 1 Top of the Table and 3 Court of the Table qualifications. A trained singer and actor, Jones’ infectious enthusiasm and unique style make his presentations unique and memorable. Now in his 14th year in the Life insurance business, Jones will share a proven method of objection handling that has helped advisors increase appointments , close more sales and push their production and confidence to new heights.

F.A.C.E ™ Up to Objections

Do you feel you deliver consistent results year after year but yearn to take your business to the next level? Jones says you can increase your appointment levels, convert 50 percent more prospects into long-term clients and effectively diffuse conflict and become an influencer with his objection handling method. Tested and proven for a decade, he uses real-life examples to show how he used it to advance from an MDRT qualifier to a Top of the Table qualifier.

Biography

Brent R. Kimball, CFP®, ChFC® is a 23 year MDRT Member with 5 Top of the Table qualifications. He is a graduate of Dartmouth College and holds a M.Ed. from Harvard University. Kimball has taught numerous LUTC and Continuing Education classes for the financial services industry. He is currently secretary of the MDRT Foundation where he has served as a past trustee and led numerous committees and service projects. He spends approximately 60% of his time doing non-profit work. In addition to the MDRT FND, he helped found Alex's Team FND. He was awarded the MDRT FND Quality of Life Award in 2006 for his work supporting pediatric oncology. He is past President and a current trustee of Friends of Project Cope, Inc., a substance abuse program for expectant mothers. He was recently awarded the Life Foundation's realLIFEstories award at the 2011 NAIFA Meeting.

Give a Little, Get a Lot

Become a better and more successful financial services professional by getting involved in a nonprofit that you're passionate about. Kimball explains how serving on committees, helping your community and working on service projects provide valuable skills transferable to your business. When you give back, he says, your clients perceive you as a trusted, caring advisor - a Whole Person. Learn how to actively participate in the MDRT Foundation and how it can help your local charities.

Biography

David Kolbe is CEO of Kolbe Corp. He is an experienced speaker, having presented to the MDRT Top Of The Table, the Financial Planners Association and the Society of Human Resource Professionals. His consulting work with a broad range of corporate clients gives him great insight into employee selection, team building, performance improvement and organizational development. Prior to coming to Kolbe Corp, David was an attorney at Gammage and Burnham and the youngest Legislative Director in the U.S. Congress. He holds a law degree from Arizona State University and a B.S. in Economics from the University of Pennsylvania’s Wharton School.

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Achieve Organizational Success

To achieve organizational success without adding to the work week and your stress level, your practice needs to have the right people to complement your leadership assets. Kolbe presents his insight on how to solve a chronic practice management problem: Identifying and retaining top talent, especially in key positions. He recommends starting with not your preconceived notion of what your office should look like but instead your strengths. Take Kolbe's information home and reassess your practice.

Biography

Jon LoDuca is Founder and President of The Wisdom Link, Inc., a US-based intellectual capital development firm. Jon and his team help the top five percent income-earning entrepreneurs in a variety of industries to identify, package and monetize their Intellectual Property. Jon is a highly accomplished business development and brand strategist, speaker and writer, and is the author of “The Wisdom Driven Practice, Intellectual Capital in the New Era of Business.”

Innovation 2.0 - How to Harvest the Best of What's Next

New ideas and culture-changing technology are forever altering the way we pursue business and life. But how do we manage all of it? LoDuca discusses the startling new frontiers of innovation in business and a solid context for analyzing the current opportunities and challenges in this competitive world. You'll understand how to identify the right innovations for your organization, how to prioritize them using goals, budget and time, and how your team can implement innovation with consistency, accountability and discipline.

Biography

Chris MacKay, CLU, CFPCM , has 35 years’ industry experience. He has been an MDRT member since 1980 and has 12 Court of the Table and 5 Top of the Table qualifications. He is passionate about the insurance profession and the service that he provides, and is especially enthusiastic about Trauma/Critical Illness insurance. Chris has had dozens of clients benefit from the Critical Illness policies that he has put in place for them. He has spoken to industry groups in New Zealand, Australia, North America and Europe.

21st Century Protection Sales - The Critical Issues

In addition to life and disability, critical illness insurance is an integral component of any effective financial plan. Three high-performing producers explain why you cannot afford to ignore this increasingly popular product. Their powerful and personal experiences will leave you with a solid understanding of the importance of critical illness insurance. Plus, you'll know how to creatively open, present and close sales, and successfully manage claims so you can bring immeasurable value to your clients and your business.

Biography

Dr. Kevin McCauley is a former Navy flight surgeon and co-founder of the Institute for Addiction Study, which produced the DVD "Pleasure Unwoven" to help explain the neuroscience of addiction to people in recovery and their families. Dr. McCauley also runs Le Mont Michel, a ten-bed recovery management/sober living program, and is a graduate student at the University of Utah School of Public Health.

Addiction: A Disease or a Choice?

If addicts make a decision to abuse a drug, for example, how does that make addiction a disease? McCauley explains in ordinary terms the neuroscience of addiction and the behaviors of the addicted brain. His presentation illustrates the physiological effects the brain undergoes during addiction and how, as a result, these effects contribute to behavior. If you or someone you know is struggling with addiction, McCauley's scientific angle will help you understand addiction itself and the behaviors behind it.

Biography

Richard C. Moldenhauer, CLU, ChFC, CEP is a 38 year MDRT member with 9 TOT qualifications. After spending 25 years as a Career Development General Agent he entered personal production in January of 2001.

He has developed a marketing system that has enabled his business to grow each year despite the turbulent economy. He has addressed hundreds of audiences on the subject of Estate Planning and Retirement Planning. He has addressed several companies top producer meetings and he addresssed a Focus Session at the 2006 San Diego MDRT Meeting.

Rich's career entered a new phase when he and his son, Brett developed a Succession Plan in 2008. The business has been growing at a sustained rate of 25% per year. Rich is convinced that succession planning can assist advisors at both ends of their careers.

Sustained Growth Through Succession Planning

Implementing a succession plan is imperative, but what about one that could grow 25 percent each year? Moldenhauer shows how and why an advisor can - and should - recruit or develop a successor owner for their practice. He demonstrates why revenues increase and client satisfaction improves when clients know the advisor will be there far into the future. For new owners, he explains how they can fund the purchase of the practice and how the new synergy will increase revenue.

Biography

Brett Moldenhauer failed in his first attempt in the insurance and financial planning industry. After several years in another profession, and under the tutelage of his father (Richard), he has been a qualifying member of the Million Dollar Round Table since 2007. He qualified for Court of the Table in 2009 and 2010. Brett focuses his time working with clients to develop personal retirement income plans, and on helping Moldenhauer & Associates grow its' business annually at an average rate of 25% per year.

Sustained Growth Through Succession Planning

Implementing a succession plan is imperative, but what about one that could grow 25 percent each year? Moldenhauer shows how and why an advisor can - and should - recruit or develop a successor owner for their practice. He demonstrates why revenues increase and client satisfaction improves when clients know the advisor will be there far into the future. For new owners, he explains how they can fund the purchase of the practice and how the new synergy will increase revenue.

Biography

Michael Morrow, CFP, is a five-year MDRT member from Canada. Fifteen years ago, he completely rebuilt his business, opting to start over with a fresh client base. He quickly realized that he needed an edge, so he developed marketing strategies and financial concepts to use with clients. As a result, he significantly increased his sales and client retention. Today, many of the world’s most successful advisors have grown their business by implementing his Grand Prize Winning Ideas. Michael has spoken all over Asia and North America for companies and at MDRT events including the 2012 MDRT Experience Meeting and the 2009 MDRT Annual Meeting.

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Marketing Strategies for Every Aspect of Your Practice

Every advisor needs to know how to effectively market their business despite their years in the industry. Morrow provides his tested, one-of-a-kind marketing strategies that you can take home and implement immediately. He specifically addresses the three most important aspects of your business - running your business, attracting clients and retaining clients. Morrow reveals his proven campaigns and marketing criteria so that you can drive sales and demonstrate value to your clients.

Biography

Robin C. Mueller, LUTCF has been a licensed life and health agent since 1979. In 1996, he began to travel as a motivational speaker and trainer. He is a frequent presenter at NAIFA. Robin’s most requested presentation is Social Security retirement and taxation, a topic he has studied since 1998.

Social Security Retirement and Taxation

Social Security benefits have never been a more relevant source of business so it's time to get up to speed. Mueller shows you how you can use the Social Security benefit statement to set appointments. He also covers taxation and why the earnings limitation is extremely important for clients retiring early and the impact on their survivors' benefits. Learn how to coordinate Social Security's retirement benefits with the sale of cash value life insurance, annuities and securities when sold at the right time.

Biography

Professor – Denver University, F.L Burns School of Real Estate & Construction Management
Dr. Mueller is teaching and doing research in real estate market cycles, development, investments and real estate capital markets. This academic program started in 1938 and is one of the oldest in the country, offering both undergraduate (BS) and graduate (MS & MBA) degrees in business RECM, as well as executive and distance learning programs.

Real Estate Investment Strategist – Dividend Capital Research
Dr. Mueller provides Real Estate Market Cycle Research and Investment Strategy for Dividend Capital and Black Creek’s Institutional Real Estate Investment Groups, Non Traded and Public REIT groups.

Co-Editor of the Journal of Real Estate Portfolio Management
Visiting Professor - Harvard University, 2002 to 2011 & summer executive education semesters.
Ernst & Young Visiting Professor – University of Regensburg, 2007 to 2008.
Ernst & Young Visiting Professor – European Business School, 2004 to 2006.

Dr. Mueller has 36 years of real estate industry experience, including 27 years of research. Dr. Mueller received the Richard Radcliff Award for Groundbreaking Research in Real Estate Market Cycles by The American Real Estate Society in 2010, the Graaskamp Award for Research Leadership from the American Real Estate Society in 2004 and the Graaskamp Award for Research Excellence from the Pension Real Estate Association in 2001. He is currently the Co-Editor of the Journal of Real Estate Portfolio Management. He has written 78 articles that have appeared in top academic and industry publications. Prior to CSU and Dividend Capital Mueller was a professor at Johns Hopkins University and Colorado State University. He has held top research positions at Legg Mason, Price Waterhouse, ABKB/LaSalle Investment Management, and Prudential Real Estate Investors. He was also a developer/builder in New England. Mueller holds a B.S.B.A. from the University of Denver, an MBA from Babson College, and a Ph.D. in Real Estate from Georgia State University.

Real Estate Market Cycles

Although most individual investors cannot afford to purchase large commercial real estate properties nor manage projects associated with real estate, they may be able to invest in real estate investment trusts (REITs). Mueller explains the fundamentals of commercial income-producing real estate and how investors can monitor occupancies and rents that drive income in these types of properties. After this presentation, you'll have a new investment strategy to sell to those clients who could most benefit from REITs.

Biography

Sally W. Munford, CLU, MSFS, has been in the financial services industry for 28 years and has 25 MDRT qualifications and three Court of the Table qualifications during that time. She and her partner, Kevin Moore, operate their own financial planning firm, where they specialize in life planning to include insurance, investment management, goal setting, retirement projections, and distribution planning. The practice focuses on delivering an exceptional experience to their clients and, by doing so, encourages their loyal client base to provide quality referrals to them. Sally has served in many leadership capacities for MDRT to include President of the MDRT Foundation and three years as a DVP in different divisions.

Adding Alpha to Your Client Relationships

Although most individual investors cannot afford to purchase large commercial real estate properties nor manage projects associated with real estate, they may be able to invest in real estate investment trusts (REITs). Mueller explains the fundamentals of commercial income-producing real estate and how investors can monitor occupancies and rents that drive income in these types of properties. After this presentation, you'll have a new investment strategy to sell to those clients who could most benefit from REITs.

Biography

Debbie Nixon, M.S., P.C.C., N.C.C., has 20 years of success as a trusted business strategist, executive advisor, and human capital expert. She uses her background to help entrepreneurs enjoy high revenues, low workloads and a satisfying personal life.

Her financial advisor clients include NAIFA and other industry professionals ready to grow a top practice with ease.

She is a contributing expert to financial ezines www.horsesmouth.com and www.lifehealthpro.com. Debbie's e-book, "Ace Your Financial Advisor Game” delivers easy, best-practice growth strategies in an entertaining read for advisors at any stage of business. Her blog (www.masterfuladvisor.com/blog) shares ideas from and for financial advisors.

One Size Does Not Fit All: Revenue Growth Strategies for Each Business Stage

Scattered focus. For newer producers, it's poor time management. For veterans, it's outdated or nonexistent marketing and wrong conversations with clients. Those in the middle are caught between business models without a clear way to avoid losing hard-won business. Nixon gives you specific strategies for each stage of business growth so you can drive success with less effort. She says these principles are the same ones golf pros use to help golfers hit their career bests (so your score may improve, too).

Biography

Adam Page was born with Spina Bifida which is a birth defect where the spinal column does not close. Adam started playing sled hockey at the age of seven. At fourteen Adam made the USA Junior National Team. In 2007 at fifteen, Adam was the youngest player ever selected to the USA Men’s National Sled Team. In 2009 Adam’s team won the world championships in the Czech Republic. In 2010 at eighteen, Adam and his team won gold at the Vancouver Paralympics. Adam now speaks about his journey and how life Insurance played an essential role in achieving his dreams.

Living With Whole Life

Waring co-presents with Page to deliver an inspirational story that combines responsible financial planning and athletic skill and dedication. Waring, advisor to Page's parents, explains his determination to overcome rejections, particularly while selling whole life insurance policies. Page, born with spina bifida, shares how his parents' whole life policies not only paid for the special health care he needed but allowed him to participate in sled hockey and win gold at the 2010 Paralympic Winter Games. Hear the similarities in both men's messages and rediscover that what you do truly makes a different in your clients' lives.

Biography

Jill Perlin, CFP®, CLU, ChFC, CASL is a 25-year veteran of the financial services industry. Jill’s experience includes positions in sales, marketing, product management, investment management and corporate tax. This experience spans a wide array of products, including annuities, life insurance and retirement plans. She is a very popular speaker and is often requested by external broker dealers and industry organizations. In addition, she has written articles and papers on many topics, which have been widely published, and syndicated on-line. She is also sought by writers and editors, who seek her thoughts on their ideas, industry trends and current news.

Financial Risk Management in Today's Variable Annuity Market

Today's volatile market makes it more important than ever to understand a variable annuity provider's financial risk management processes and financial strength. Perlin shares her insight of three key elements, which include a VA provider's overall strategy, the balance between managing risk and offering benefits to clients through product design, and core financial risk management and financial strength. After this session, you'll be able to better assess the financial risk management capabilities of your variable annuity provider.

Biography

Karen M. Phelan, FLMI, has over 20 years of experience in the insurance industry, primarily in the areas of underwriting, new business and service. She joined MassMutual in 1998 to create the Company’s first concierge service organization and is currently Corporate Vice President of Life Underwriting. She chairs the Company’s Mortality Strategy Group, a cross-functional thought-leadership group. Ms. Phelan sits on the Medical Information Bureau’s (MIB) Advisory Council and was named to GenRe’s Advisory Council in 2011. She has been a long-time member of the Association of Home Office Underwriters.

The Evolution of Underwriting

The underwriting process has come a long way. Phelan explores how it's changed over the past 10 years, current trends and where the process is headed. She talks about the controversial questions of underwriting, such as genetic testing and the use of predictive analytics tools that track a proposed insured's lifestyle and apply an underwriting value as a substitute for today's invasive-type testing. Her analysis sheds light on how these changes in underwriting will impact your selling process.

Biography

Robert Pokorski, MD, MBA, is the Chief Medical Strategist at The Hartford and an internationally renowned lecturer and author. His presentation is an engaging discussion of five nonfinancial risks that can threaten retirement security: pre-retirement shocks, health care costs, chronic care, longevity, and widowhood. For each of these risks, Pokorski will select a member of the audience to serve as his “financial advisor.” The intent is to encourage audience participation, add humor, and show how information can “sell the need” much more effectively than a discussion of any particular product.

Nonfinancial Risks That Can Threaten Retirement Security

Many clients are unaware of the nonfinancial threats that can derail their retirement plans. As a result, they often rely on conventional asset accumulation and allocation models that adhere to the following formula: Save money while employed, use funds to generate retirement income, and pass remaining assets at death. The problem is this conventional planning doesn't leave room for "life" to happen. Pokorski addresses these concerns so you can help your clients retire with confidence.

Biography

David Pritchard DipPFS is a 14 year member of the Million Dollar Round Table with 10 Court of the Table qualifications and 4 for Top of the Table qualifications.

He is Managing Director of his own firm of Independent Financial Advisors in Cheshire, England and has been active in the seminar market for retired people for 13 years. He has completed approximately 100 seminar presentations.

David has been in the industry for over 30 years and has served as Assistant Director for PGA for the last 4 years. He has also served on the United Kingdom MDRT Committee.

Successful Seminar Selling for Seniors

If you want to develop a strategy for seminar selling to seniors, or if you're looking to revamp your existing strategy, Pritchard's session is for you. He shares his approach to finding the right prospects and venue, how to develop your presentation and its length, how to properly follow up with appointments and other seemingly small yet critical aspects to hosting seminars. Pritchard shows you how you can adapt his techniques for other target markets.

Biography

Ann Baker Ronn has been with The AFP Group since 1991, and counts among her passions helping people achieve financial success, and making them laugh. She is proud to be a third generation member of the life insurance industry.

Ann has earned the designation of LUTCF (Life Underwriter Training Council Fellow) and is currently working towards her CLU (Certified Life Underwriter) and ChFC (Chartered Financial Consultant) designations.

Ann regularly qualifies for the Million Dollar Round Table, as well as the prestigious Court of the Table. She rarely misses MDRT Annual Meetings, and also volunteers in many capacities for MDRT. She has served on the MDRT Foundation’s Allocation Committee. On May 11, 2011 Ann was honored to present a $5000 grant to HomeAid Houston on behalf of the MDRT Foundation.

Professionally, Ann has served as a Board Member of NAIFA Houston (National Association of Insurance and Financial Advisors) for the past several years. Each year she spearheads the Lone Star Symposium, a Spring event that brings the top industry speakers to Houston.

Ann is active with Hadassah, the world’s largest women’s organization, and is a graduate of Hadassah’s Leadership Academy, a three-year leadership training program in which women from all walks of life learn to become effective community leaders. She served as Pearl Group Co-President for a 3-year term and currently serves as Vice President of Programming.

Ann is a strong supporter and advocate for Camp Young Judaea, Texas and is currently involved with their Legacy Planning Team. Ann also serves on the Board of the Houston Jewish Community Foundation.

Ann enjoys spending time and traveling with her husband David, and daughters Gabrielle, Netanya and Ahava.

Mentoring: Motivate a Newcomer, Drive Sales and Find a Successor

Adding another commitment to your already full plate probably seems daunting. In this session, Ronn dispels this misperception and others you may have about mentoring, explains how to find a mentee and how to fit this rewarding experience into your schedule. You'll learn how mentoring helps you develop a succession plan - your mentee may be just the person to take the helm. Get reacquainted with the fundamentals of selling and increase revenues when assisting industry newcomers close complicated sales.

Biography

Larry is President and CEO of ValMark Securities, a FINRA firm that specializes in working with over 100 of America’s premier independent wealth transfer firms in 31 states. Larry has authored over a dozen articles in U.S. financial industry journals. Larry’s thoughts on industry change have resulted in being invited to address every major industry meeting from the main platform including MDRT, Top of the Table, the International Forum and AALU. Larry has served on the boards of AALU, the MDRT Foundation and the CFP Board of Standards. Larry and his family reside in Peninsula, OH.

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Beyond the Ratings: Determine a Carrier's Financial Strength

Although the industry has stabilized, new capital scarcity combined with very low interest rates and instability across European banks raise questions about which products and companies are best positioned to meet long-term promises in today's insurance contracts. Rybka addresses the questions all advisors should be asking about the products they sell and the carriers who provide them. Learn how to demonstrate significant additional value in your recommendations to clients and how to differentiate yourself by offering customized solutions at turnkey rates.

Biography

The founder and president of GenderSmart® Solutions for over 18 years, Jane Sanders is a pioneer in the communication dynamics between men and women. Jane helps companies retain, recruit, and sell to women. Her book, “GenderSmart: Solving the Communication Puzzle Between Men and Women,” is published in 5 countries.

Jane is known for her natural ability to engage, teach, and captivate audiences with solid and implementable how-to content, humor, and frequent activities.

Jane’s clients include Mutual of Omaha, Prudential, MassMutual, Thrivent, Securian, GAMA-LAMP, and many more companies and associations.

Over 95% of her business comes from repeat and referral clients.

Selling to Women

Women talk, listen, think and behave differently than men. So, says Sanders, it would make sense that most of them buy differently, too. She reveals the key motivators that make women buy and shows you how to provide them. Gain specific skills to communicate in a way that develops trust and connection with your female clients and indicates you genuinely care about their security and their financial goals. Sanders' no-male-bashing approach is designed to increase your confidence and effectiveness when selling to women and, thus, invigorate your sales.

Biography

Today, Schlackman uses his Sales Intelligence System to help companies build high performance teams and increase sales through understanding the four different personality styles as defined in his Personality Perspectives Process.

Schlackman is the author of Don’t Just Stand There, Sell Something and Four People You Should Know. He holds a degree in Mechanical Engineering from Rensselaer Polytechnic Institute and a Master of Business Administration from Kennedy Western University. He sits on the Board of Directors for the Richardson Chamber of Commerce, President for 2011-2012 of the Leadership Richardson Alumni Association and supports Prevent Blindness Texas. Schlackman is also the 2011-2012 President for the National Speakers Association of North Texas.

Using Emotional Intelligence to Maximize Sales Performance

Understanding personality styles will add a new dimension to your approach to prospects and clients, Schlackman says. After all, it's more important to understand not what your customers buy but why they buy in the first place. His session focuses on emotional intelligence and introduces the characteristics of the four personality styles. When you understand the differences and similarities, you'll know how to identify them and then build an effective, impactful sales strategy around each one.

Biography

Rick Scruggs has worked with business owners and personal clients in Central Virginia and the Southeast since 1977. Rick is the principal of Financial Designs and creator of the Vision Advocate Experience™. Rick is a graduate of the College of William and Mary, and has received his ChFC and CLU. He is a member of the Advanced Association of Life Underwriters, the National Association of Insurance and Financial Advisors, the NCEO and the ESOP Association, a Life and Qualifying member of Million Dollar Round Table, 10 times Court of The Table and 3 times Top of The Table.

When Life Insurance Becomes the Lifeline

Scruggs shares his story about one of his corporate clients who purchased multiple million-dollar cash value life insurance policies on the owner and 14 employees. Several years later, his client had a customer unable to pay their multi-million dollar invoice. Find out how these insurance policies, which typically would have split the death benefits between the company and the employee, served as a living benefit asset during an extremely unstable time.

Biography

In 2000, fun-loving, single-father Jeff Siegel embarked on a spur-of-the-moment vacation with his son Spence that took them across the southwestern tier of National Basketball Association arenas. Shortly thereafter, Siegel formulated a grandiose plan: he and Spence would visit every NBA arena and Major League Baseball park in the United States.

What started as a series of hilarious road games and unexpected tours turned into a journey that would change everything for the Siegel and his son. Through their quest, Jeff and Spence have re-imagined the classic road trip and invented a new model for a family vacation – the “RelationTrip”.

Siegel shares his sage advice in his inspiring and engaging live presentation and book, RelationTrips: A Simple, Powerful Way to Bond with Your Loved Ones Through Personalized Road Trips. With genuine energy and enthusiasm, Siegel recounts his experiences traveling with Spence and offers tips and secrets to help other families design, plan and execute RelationTrips around their unique hobbies and interests. RelationTrips provides families with a practical road map for building enduring connections and creating trips filled with adventure, imagination, discovery and fun.

When not planning an adventure with his son, Siegel is a Creative Director and independent Marketing & Communications consultant. Fortune 500 companies such as Merck & Company, Sears, McDonald’s, Nestle and Motorola have regularly called on Siegel to direct national meetings, product launches and marketing campaigns.

RelationTrips: The Ticket to Memorable Destinations

With the noisy, nonstop lifestyles we live today, reconnecting with family and finding quality time can be challenging. That's why, Siegel says, it's time to go on a RelationTrip. He shows you how to prepare for and take a customized journey to maximize bonding time with your kids, open lines of communication and create a lifetime of memories. Siegel's approach to rediscovering your relationships can be applied to your grandchildren, nieces, nephews - any child in your life.

Biography

Edward C. Skelly, CLU, ChFC is a 18 year MDRT member with nine Court of the Table and two Top of the Table qualifications. He is President and Founder of Sterling Financial Partners and specializes in financial, estate and business planning in Northern Virginia. Skelly embraced technology early in his career and utilizes cutting edge technology to increase efficiency in his practice. Previously Skelly has spoken to the Suburban Maryland Life Underwriters, The Leaders Club of Washington, Texas A&M Mays School of Business, Virginia Tech - Financial Planning Program, and the Seattle Study Group Dental Association. Skelly has served as Technology Committee Chair for MDRT as well as numerous other committees including the 2010 Top of the Table Program Committee, and he served on the 2011 MDRT Program Development Committee as a Captain for Practice Management Focus Sessions. Skelly most recently presented on the Main Platform at the 2011 Top of the Table in Palm Springs, CA. Skelly is a member of the Society for Financial Service Professionals where he has served on the Board of the National Capital Chapter.

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Think Before You Buy: Assessing Your Technology Needs

When was the last time you evaluated the technology in your practice? Skelly explains how to assess your existing technology and addresses the benefits - and requirements - for implementing various upgrades or changes. Before you make any technological investments, use this session find out which hardware and software products are most appropriate for your needs and what steps you need to take to transition to a virtual office, go paperless or improve overall efficiency.

Biography

Pamela Wartian Smith, M.D., MPH spent her first twenty years of practice as an emergency room physician with the Detroit Medical Center. She is a diplomat of the Board of the American Academy of Anti-Aging Physicians and is an internationally known speaker and author on the subject of Metabolic, Anti-Aging and Functional Medicine. She has been featured on CNN, PBS, and other television channels, has been interviewed in numerous consumer magazines, and has hosted her own radio show. She is currently the Director of the Center for Healthy Living and Longevity and the founder and Director of The Fellowship in Metabolic, Anti-Aging and Functional Medicine. Dr. Smith is also the director of the Master’s Program in Metabolic and Nutritional Medicine at the University of South Florida School of Medicine. She is the author of these best-selling books, “HRT: The Answers,” “Vitamins Hype or Hope,” “Demystifying Weight Loss,” “What You Must Know About Vitamins, Minerals, Herbs & More,” and “What You Must Know about Women’s Hormones.” Her newest book, “Why You Can’t Lose Weight,” was released in May of 2011.

Keep Your Memory and Focus Sharp at Any Age

Whether you are 35, 50 or 60, maintaining razor-sharp focus and memory is critical at any age. Smith discusses the three key tips for keeping your memory at its best and ensuring your recall is spot-on. She describes how mental and physical exercise contributes to healthy memory skills, shows you how hormone levels affect focus and memory and talks about the nutrients associated with "brain fitness" and where to find the right ones. Sharpen your memory and recall before it's too late.

Biography

Michael Tipper - After nearly being kicked out of the British Royal Navy for struggling with exams because he believed he had problems remembering, this former elite Submarine Officer discovered how to use his memory more effectively and eventually went on to win the silver medal at the World Memory Championships.

Michael shares the profoundly simple secrets to having powerful recall (even if we think our memory is getting worse), demonstrates the power of belief on our ability to remember, and more specifically shows you how easy to apply memory improvement strategies can have a direct impact on your sales performance.

Five Simple Ways to Boost Your Memory and Your Sales

Add an edge to sales skills and results with simple memory improvement techniques. Tipper explains how to reverse a poor memory and use your newly sharpened mind to drive your sales performance. Find out how to remember your clients' names and other important facts about them - and even help them recall what you've discussed with them - so you can be the trusted advisor they've been looking for. With Tipper's five easy memory improvement strategies, you'll see results in no time.

Biography

Thomas Waring, Jr., CLU, ChFC, has been active in the financial services business for 32 years and a member of MDRT since 1984, qualifying for Court of the Table and Top of The Table. Owner of Waring Financial Group, he focuses his work on serving family-held and closely-held businesses. Tom is CEO of Family & Business Directions, LLC, a consulting business established in 2010. He has served on the Board of organizations including Special Olympics, Leukemia Society, and Gilda’s Club WNY. Tom is a Trustee Emeritus of Hilbert College, past President of Estate Analysts, Past President of MassMutual’s Agents’ Association, active Trustee for SUNY Fredonia Foundation, Member of AALU, and a Director and Chairman of the HR & Compensation Committee of Evans Bancorp.

Living With Whole Life

Waring co-presents with Page to deliver an inspirational story that combines responsible financial planning and athletic skill and dedication. Waring, advisor to Page's parents, explains his determination to overcome rejections, particularly while selling whole life insurance policies. Page, born with spina bifida, shares how his parents' whole life policies not only paid for the special health care he needed but allowed him to participate in sled hockey and win gold at the 2010 Paralympic Winter Games. Hear the similarities in both men's messages and rediscover that what you do truly makes a different in your clients' lives.

Biography

Vicki Writer is the NSW State Sales Manager for AIA Australia. Her background includes a 20 year professional career in Financial Services and she is a highly sought after speaker, trainer and coach in the areas of sales best practice and peak performance.

Vicki is the founder and director of Dare to Achieve – a company specialising in the development of human potential and also the founder of vickiwriterbuildsmybusiness.com – a website set up to assist advisers and other industry professionals in the areas of sales and business growth.

As a certified Master Practitioner and Trainer of NLP specializing in advanced human communication technologies, she has helped thousands of financial advisers over the years and assisted them in dramatically increasing their results.

Referrals - Ideas from Million Dollar Producers

Generate more sales, build stronger client relationships and capitalize on your centers of influence. Writer presents an array of sales ideas and business development strategies to take away and implement immediately. Even if you think you've heard all the strategies for acquiring referrals and asking the right questions to leverage your sources, why not add a few more to your arsenal? Transform your business and solidify your brand in your community.

Biography

Joni Youngwirth, MBA, MS, is a recognized expert in the financial services industry for helping advisors adopt the best practices, and develop the mindset and systems, to grow their businesses. She has written and been featured in articles for popular industry publications and has spoken at leading industry conferences, including the Financial Planning Association’s annual conference and the Million Dollar Round Table. Prior to joining Commonwealth in 1998, Joni was vice president of corporate development for Private Healthcare Systems, Inc., where she provided executive coaching and business advice. Previously, Joni attained the rank of first lieutenant in the United States Air Force.

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Maximizing Your Practice Management ROI

Providing clients with good financial guidance used to be enough. But today's independents also need to manage their small business. Youngwirth shows you how to shift from reactive to proactive management using a framework that accommodates financial, strategic, operational and other perspectives. As she walks you through her process, you'll assess the degree to which your firm currently embraces proactive practice management. Expect to leave the session not only with possible actions, but also with a selection of the specific proactive practice management steps you wish to adopt.