Charting the Course Through Demographic Change

Let Gronbach bring you into the counter-intuitive and fascinating world of demography. A marketer who has immersed himself in 19 years of proprietary demographic research, Gronbach’s understanding of worldwide fertility, migration, aging and dying have enabled him to forecast political, economic and cultural phenomena with uncanny accuracy. What nations are demographically doomed? How will the workforces change? What is the future of communication? How will our children’s children get their education? Will big data change marketing and branding forever? What is the fate of mass media? What countries and continents are demographically positioned to excel? Learn this and more from Gronbach’s presentation.

Gronbach is president of KGC Direct, LLC and is an internationally respected demographer who has been able to forecast societal, commercial, economic, cultural and political phenomena with uncanny accuracy. Gronbach’s unusual blend of marketing savvy and common sense demography, based on 20 years of proprietary demographic study, sets him apart. Gronbach brings you into his world of counting people in his presentations covering questions like: What nations are demographically doomed? How will the workforces change? What is the future of communications? How will our children’s children get their education?

21st Century Leadership

The core attributes for effective leadership have changed. How do you lead in today’s fast-moving and ever-evolving times? Learn the attributes and skills necessary to lead a dynamic team made up of five generations. Key lessons include the essential strategies to recruiting the people you want and getting them to perform as you want. Observe a 180-degree mindset adjustment on the essential qualities of leading by example and demonstration, not lecture or conjecture and leave with the tools to become an influential leader who builds high-performance teams.

Darren Hardy has been engaging and inspiring audiences with his messages of personal achievement for more than 17 years. As a publisher and editorial director of Success magazine, Hardy is in the unique position of sitting down with the leading experts on human performance and achievement, as well as many of today's top CEOs, revolutionary entrepreneurs, superstar athletes, entertainers and Olympic champions, to uncover and share the secrets behind their extraordinary success.

David Braithwaite, Dip PFS

Technology: A Force for Good, or a Source of Fear?

Some people embrace technology and happily use it all the time; others are fearful of how to use it or where to start. Braithwaite explains how he uses technology within his practice to engage and communicate with his clients effectively, increase his brand awareness, simplify processes and create new business enquiries. He will leave you with ideas you can implement easily within your own practice to have an immediate positive impact.

Asvin Chauhan, Dip FA, MIFP

Thriving Through Change in a Regulatory Environment

Regulation has driven advisors in the UK to fee-based models, and the same is now happening in the United States. Chauhan and Lord will provide a global perspective on compliance and moving away from commissions toward fee-based practices.

Mayur T. Dalal, MBA

Partners for Your Financial Future

Whether you’ve spent your whole career in life insurance, annuities, benefits, wealth management or some combination, chances are you haven’t done it alone. The right partners in business make all the difference. Hear how fellow Top of the Table qualifiers are leveraging relationships with their peers and direct access platforms to optimize their opportunities. Learn how to:

• Unlock stalled deals
• Open new revenue streams
• Save time and money with state-of-the-art technology
• Collaborate with some of the very best advisors in the country

Mayur T. Dalal, MBA, is a 25-year MDRT member with seven Court of the Table and nine Top of the Table qualifications who focuses on value-based succession and wealth transfer planning. Dalal also maintains membership in the Association of Advanced Life Underwriters, Financial Planners Association, Advisors in Philanthropy and Planned Giving Group of Greater New York, and he is a charter member of the Legacy Wealth Coach network. Dalal is a past chairman of the Ronald McDonald House Capital Campaign and has served as a board member of The International Forum. Dalal received a bachelor’s degree in chemical technology and an MBA from Bombay University.

Jose Anselmo Feliciano, CFP, CLU

The Financial Advisor’s Blind Spot

Are you working so hard you’re missing a rare opportunity? Discover the underlying issue facing most top financial advisors today and what it takes to sidestep this pervasive problem. Feliciano reveals how he overcame this problem to build his successful firm. He shares the secret behind his company’s success and reveals the key component that makes it all possible. This opportunity, hidden in plain sight is available to any advisor, especially if you’re tired of working long hours and quickly reaching the limit of you earning potential.

Jose Anselmo Feliciano, CFP, CLU, is a 10-year MDRT member with 10 Top of the Table qualifications. In addition to maintaining a demanding schedule as the CEO of Feliciano Financial Group and an internationally acclaimed corporate speaker, he is the author of a number of books, including the Amazon bestseller “2 Hour House.” A graduate of the American College of Financial Planning, Feliciano is a regular contributor on financial matters to CBS, ABC, NBC, CNN and FOX. His firm was recently awarded the Crystal Eagle, an industry milestone that places Feliciano Financial Group No. 1 in the country for Lionstreet.

Tony Gordon

Ideas That Work

What are these long-time Top of the Table members’ best marketing, sales and practice management tactics? Gordon, Hoesly and Rogers participate in a panel discussion about the ideas that have contributed to their success.

Tony Gordon of Bristol, England, is a 40-year MDRT member with 39 Top of the Table honors. One of the best known names in the world of financial services, Gordon became the first MDRT President from outside North America in 2001 — with the unique distinction of having served both as Chairman of MDRT's Top of the Table and as president of the UK's insurance agents association. The author of the bestselling book "It Can Only Get Better," Gordon has spoken in more than 50 countries. He was featured as one of the 12 outstanding life insurance salespeople in MDRT's "The Greatest Insurance Stories Ever Told." Now retired, Gordon focuses his time mentoring other agents, speaking, looking after his other business interests and spoiling his five grandchildren.

Brian D. Heckert, CLU, ChFC

Partners for Your Financial Future

Whether you’ve spent your whole career in life insurance, annuities, benefits, wealth management or some combination, chances are you haven’t done it alone. The right partners in business make all the difference. Hear how fellow Top of the Table qualifiers are leveraging relationships with their peers and direct access platforms to optimize their opportunities. Learn how to

• Unlock stalled deals
• Open new revenue streams
• Save time and money with state-of-the-art technology
• Collaborate with some of the very best advisors in the country

Brian D. Heckert, CLU, ChFC, of Nashville, Illinois, is a 29-year MDRT member with seven Court of the Table and 10 Top of the Table honors. He is a Past President of MDRT and a Legion of Honor Excalibur Knight of the MDRT Foundation and a member of its Inner Circle Society. His Round Table volunteerism includes speaking at the Annual Meeting and MDRT Experience and Global Conference, as well as service on multiple MDRT committees and task forces. He served on the MDRT Foundation Board of Trustees for three years and was Divisional Vice President three times. Heckert is the founder and managing member of Financial Solutions Midwest, a financial planning firm focused on creative retirement plan design and income distribution planning.

Michelle L. Hoesly, CLU, ChFC

Ideas That Work

What are these long-time Top of the Table members’ best marketing, sales and practice management tactics? Gordon, Hoesly and Rogers participate in a panel discussion about the ideas that have contributed to their success.

Michelle L. Hoesly, CLU, ChFC, is a 38-year MDRT member with three Court of the Table and 14 Top of the Table honors. She is a Past President of MDRT and past Top of the Table Chair. She has spoken numerous times internationally and has been quoted by the Wall Street Journal and Kiplinger's on financial and insurance topics.

Andrew C. Lord, CLU, ChFC

Thriving Through Change in a Regulatory Environment

Regulation has driven advisors in the UK to fee-based models, and the same is now happening in the United States. Chauhan and Lord will provide a global perspective on compliance and moving away from commissions toward fee-based practices.

Andrew C. Lord, CLU, ChFC, is a 29-year MDRT member with two Court of the Table and 22 Top of the Table honors. An Excalibur Knight of the MDRT Foundation, he has been a regular Round Table and Foundation volunteer. His many committee assignments include serving as Chair of the Top of the Table (2002). He is founder and president of Essential Planning LLC, a mid-size financial planning shop. Lord has been interviewed for articles in numerous publications, as well as on radio and television.

Dale W. Martin, CLU, ChFC

It's Not What You Say; It's How You Say It

It's hard enough to get in front of the high-net-worth client, so once you do, you can't afford to make mistakes. Once you do get the opportunity, how do you explain the concepts in a manner they understand? How do you answer common objections that clients, CPAs and attorneys often have? Martin will use actual cases and proven techniques to show you how to overcome objections. He will discuss each part of the process and give specific details on what to say and how to say it.

Dale W. Martin, CLU, ChFC, is a 17-year MDRT member with 17 Top of the Table qualifications and a Past Chair of Top of the Table. He specializes in connecting generations through wealth preservation and transfer. He has extensive experience providing sophisticated strategies for high-net-worth families, executives, business owners and their professional advisors. He has 35 years of financial services experience with specialization in estate, wealth, charitable and business insurance planning. Martin has spoken at both the MDRT Annual Meeting and the NAIFA Annual Meeting

Bryson Milley, CFP, CIM

You Are Successful, But Are You Happy?

Hear how Wallingford and Milley determined how to find their ideal client, and how they intend to make their practices more enjoyable through the second half of their careers. Learn ideas you can incorporate into your own practice to engage your heart and mind on a more intimate level with your clients.

Bryson Milley, CFP, CIM, is a 16-year MDRT member with six Court of the Table and two Top of the Table qualifications. He began his career in 1995 as an agent of a large Canadian life insurer and ventured out on his own three years later as an independent financial advisor, eventually joining forces with Rogers Group Financial in 2003. Milley's practice focuses on an integrated wealth management process largely directed to professionals, self-employed individuals and small-business owners.

Dr. Romie Mushtaq, M.D., ABIHM

Breathe: The Power of Meditation and Mindfulness

Mindfulness-based practices such as meditation are now becoming a standard tool for achieving brain peak performance within corporations, professional sports teams and top universities. Mushtaq, a neurologist and meditation teacher, will explain the neuroscience and medical evidence behind meditation. Her expertise and techniques has been shared with Fortune 500 companies and universities nationally. In this interactive workshop, participants will learn a mindfulness-based practice that they can start at home and in the office.

Mushtaq is a traditionally trained neurologist with additional board certification in integrative medicine. After undergoing life-saving surgery, she traveled around the world learning mindfulness-based techniques and now helps individuals achieve brain- and mental health holistically at the Center for Natural and Integrative Medicine in Orlando, Florida. Mushtaq combines her unique expertise in neuroscience and mindfulness to teach stress management and mindful leadership to Fortune 500 companies, universities and groups around the country. She completed her medical training at the Medical University of South Carolina, University of Pittsburgh Medical Center and the University of Michigan. She previously served as faculty at the Medical College of Wisconsin.

Douglas R. Peete, ChFC

Investment Consulting in the Closely-Held Corporate Retirement Plan Market

Peete will discuss the processes he and his staff utilize while working with plan sponsors as well as individuals on setting up and maintaining an investment menu. Fund selection process will be explored, coupled with fiduciary best practices pertaining to retirement plans and IRA rollovers.

Douglas R. Peete, ChFC, is a 34-year MDRT member with four Court of the Table and 21 Top of the Table qualifications. He started Douglas R. Peete & Associates in 1980 while completing his finance degree at Kansas State University. He advises over USD 300 million in plan assets and has established more than 250 employer-sponsored retirement plans. Peete, who has been in the industry for more than 38 years, focuses on qualified retirement plans, business continuation, employee benefits, investments and estate planning. He is a past Chairman of Top of the Table.

James E. Rogers, CLU, CFP

Ideas That Work

What are these long-time Top of the Table members’ best marketing, sales and practice management tactics? Gordon, Hoesly and Rogers participate in a panel discussion about the ideas that have contributed to their success.

James E. Rogers, CLU, CFP, is a 44-year MDRT member with 35 Top of the Table honors. He is a Past Chair of Top of the Table and a Past President of MDRT. The founder of Rogers Group Financial (RGF), Rogers has received the Career Achievement Award from Canada’s Advisor's Edge magazine, as well as the Don Johnston Award, given by the Financial Planning Standards Council for his “outstanding contribution to the profession of financial planning in Canada.” He is a past two-term chair of the Canadian Association of Insurance and Financial Advisors (CAIFA), now known as Advocis. Now retired, he writes and speaks about practice management issues that affect professional financial advisors.

Brian Safardi

Add an Extra Million Dollars in Revenue with College Planning!

Generate no less than 10 new financial planning clients per month by quickly and easily adding a proven college planning system to your existing practice. Safdari, arguably the top college planner in the country, will share how he turned his practice into a multi-million dollar firm with one of the most universal and attention-grabbing concepts in the country. During this session you will learn how to:

• Ethically use financial products to maximize financial aid for college-bound families
• Educate families about receiving grants and scholarships, even if they have high income and/or assets
• Advise families when they should move assets to qualify for grants and scholarships
• See the big picture of college planning and how it applies to most of your financial planning clients

Brian Safdari is a four-year MDRT member with one Top of the Table honor and the founder of College Planning Experts. After his personal experience, he decided to devote his life to helping parents and children learn the truth about the college planning process. He now directs families on what it takes to get accepted to a dream college, how to receive thousands of dollars in financial aid, regardless of income or assets, and how to properly fund the cost of college without going broke. Safdari has helped more than 25,000 families achieve their college dreams. He has also published his own book, “College Planning Made Easy.”

Howard E. Sharfman

Estate Planning – Even if There is No Estate Tax

In this one-hour session, Sharfman will share ideas he has used in his practice that work with or without an estate tax. Sharfman has used these concepts to allow clients to transfer billions of dollars of wealth and purchase over USD 17 billion of permanent life insurance in the last decade. He will also share the persuasive arguments he uses to answer the objections, “I don’t believe there will be an estate tax,” “My children will have enough even if there is a tax” and “I don’t like life insurance.”

Howard E. Sharfman is a 22-year MDRT member with one Court of the Table and 18 Top of the Table qualifications. As senior managing director of NFP Insurance Solutions, he has been recognized as an innovative leader in the insurance business for more than two decades. Sharfman has been a leading presenter for insurance industry conferences such as LIMRA, AALU, Top of the Table and Forum 400. He has served as program planning chair, president and chairman of the Forum 400. He is a board member of Life Happens and a former advisory board of Partners Financial, one of the largest insurance producer distribution channels in the industry. He has placed or consulted in the placement of more than USD 17 billion of life insurance coverage in the last decade.

Kerry Therese Wallingford, RICP, ChFC

You Are Successful, But Are You Happy?

Hear how Wallingford and Milley determined how to find their ideal client, and how they intend to make their practices more enjoyable through the second half of their careers. Learn ideas you can incorporate into your own practice to engage your heart and mind on a more intimate level with your clients.

Kerry Therese Wallingford, RICP, ChFC, is a 17-year MDRT member with two Court of the Table and seven Top of the Table qualifications. Wallingford’s passion for all that she does is seen in her love for her family and her community, but also her love for her job. She takes great pride in educating her clients and making sure they have protected their families well. She has spoken across the country about the importance of ethics in the workplace and the significant impact financial advisors have on the well-being of their clients. Over the years, she has been very involved in her community through helping establish the Highline Schools Foundation, volunteering at Seattle Children’s Hospital and more.

Brent J. Welch, CFP, CRPS

"ACE" Your Process

The ancient Greeks said that the goal of oratory is to create a sea of information in a drop of language. This talk is designed to help you speak with more power and effectiveness, and write in a way that draws business to you. Welch will teach you secrets he’s picked up from 28 years of public speaking and show you how to move prospects to clients. He will share how writing a book or white paper can help you build authority, celebrity and exclusivity among your peers. This will help you clarify your process and clearly define your value proposition, which can improve your conversion ratio of prospects to clients.

Brent J. Welch, CFP, CRPS, is a 25-year MDRT member with three Court of the Table and 16 Top of the Table honors. Since 1984, he has served clients as a retirement wealth advisor. From offices in Wisconsin, his firm serves more than 500 families in a dozen states. His passions include helping clients retire with more confidence and purpose. An author and international speaker, Welch’s most recent book is titled “Imagine Financial Security for Life.” He currently serves on the executive committee for Leading with Power and lives in Prairie du Sac, Wisconsin, with his wife of 31 years.

David Braithwaite, Dip PFS

Technology – Are You in Control or Do You Want to Escape?

David Braithwaite, Dip PFS, is a nine-year MDRT member with three Court of the Table and four Top of the Table honors. A regular broadcaster and go-to “financial guru,” Braithwaite currently hosts a weekly money item on BBC Radio. He has spoken at various conferences in London, Dublin, Toronto and Cairns and on Main Platform at the MDRT Annual Meeting. He is often called upon for panel discussions by product providers in the U.K. and enthusiastically loves sharing ideas and making a positive impact for others he meets. He is currently in the process of writing his first book to share useful insights about entrepreneurship and give useful reminders to those already in business.

Mark Dorfman, CLU, ChFC

Projects and Paychecks

Mark Dorfman, CLU, ChFC, is a 21-year MDRT member with eight Court of the Table and 19 Top of the Table honors. He is the CEO and founding partner of ODI Financial and a graduate of Boston University with a degree in business administration and finance. As a financial planner, Dorfman brings innovative products from insurance companies to his clients and the brokerage community. His specialties are retirement planning, advanced estate planning and corporate benefits. He has published numerous articles, appeared on radio shows and frequently speaks at functions for insurance and financial professionals as well as for non-industry organizations. He served as Top of the Table Chairman in 2008.

Jo Ann E. Favia, CLU, ChFC

The Long and Short of It

Jo Ann E. Favia, CLU, ChFC, is a 28-year MDRT member with four Court of the Table and six Top of the Table honors. Favia and her team have built Favia Group on strong personal relationships and a deep understanding of each client. As an independent financial professional, Favia partners with business owners, individuals and families to help them understand the importance of developing a strategic, long-term financial plan. With more than 30 years of experience in financial planning, Favia works with each client to understand the importance of their goals and objectives so she can view their total financial situation. As a financial educator, she frequently speaks at a variety of financial events.

Jose Anselmo Feliciano, CFP, CLU

Are We an Endangered Species?

Jose Anselmo Feliciano, CFP, CLU, is a 10-year MDRT member with 10 Top of the Table qualifications. In addition to maintaining a demanding schedule as the CEO of Feliciano Financial Group and an internationally acclaimed corporate speaker, he is the author of a number of books, including the Amazon bestseller “2 Hour House.” A graduate of the American College of Financial Planning, Feliciano is a regular contributor on financial matters to CBS, ABC, NBC, CNN and FOX. His firm was recently awarded the Crystal Eagle, an industry milestone that places Feliciano Financial Group No. 1 in the country for Woodbury Financial Services (a division of The Hartford).

Priti Kucheria, LUTCF, CFP

3 Unique Client Engagement Ideas

Priti Kucheria, LUTCF, CFP, is a 16-year MDRT member with two Court of the Table and 13 ∏Top of the Table qualifications. A titanium advisor for Prudential Life Insurance Company, she is also a member of the elite International Star Club and has garnered several CEO Awards for her work. She has contributed to several MDRT meetings, including as a Focus Sessions Captain for the 2016 Annual Meeting and a speaker at the 2016 MDRT Experience and Global Conference. She makes frequent appearances in the media and has been featured in Business Today, the Economic Times and CNBC TV.

Douglas R. Peete, ChFC

Risk Adjusted Return Analysis for Retirement Platforms

Douglas R. Peete, ChFC, is a 34-year MDRT member with four Court of the Table and 21 Top of the Table qualifications. He started Douglas R. Peete & Associates in 1980 while completing his finance degree at Kansas State University. He advises over USD 300 million in plan assets and has established more than 250 employer-sponsored retirement plans. Peete, who has been in the industry for more than 38 years, focuses on qualified retirement plans, business continuation, employee benefits, investments and estate planning. He is a past Chairman of Top of the Table.

David Pritchard, Dip PFS

What Makes My Phone Ring Every Day?

David Pritchard, Dip PFS, is a 19-year MDRT member with nine Court of the Table and nine Top of the Table qualifications. He is an MDRT Foundation Diamond Knight and has been an active volunteer in PGA over the last 10 years. Pritchard is a managing director of his own firm, with a team of 15 specializing in investment management, investments, pensions and trust work. He also advises on inheritance tax planning.

Edward C. Skelly, CLU, ChFC

Preparing Your Practice for Sale

Edward C. Skelly, CLU, ChFC, is a 24-year MDRT member with nine Court of the Table and seven Top of the Table qualifications. He is president and founder of Sterling Financial Partners and specializes in comprehensive financial, estate and business planning. Skelly has spoken to numerous groups, including the Suburban Maryland, Minnesota, Virginia Beach and New Hampshire Life Underwriter Associations, the Texas A&M Mays School of Business and the Virginia Tech financial planning program. He has served on numerous MDRT committees, including as Chair for the Technology Committee. Skelly is a member of the Society for Financial Service Professionals and has served on the board of the National Capital Chapter.

Remigiusz Stanislawek

The Internet Advisor System Revealed

Remigiusz Stanislawek is a five-year MDRT member with one Court of the Table and four Top of the Table qualifications and an experienced speaker on ethics for financial advisors and tax-efficient retirement solutions for clients in his native Poland. Stanislawek specializes in both insurance and investments in his work as a certified financial planner and serves as a lecturer at the University of Economics and Business in Poznan. Since 2009, he also has run an acclaimed blog about investing using mutual funds.

Rick B. Stanzione, RFC, CSA

Holistic Planning Through a Unique Business Model

Rick B. Stanzione, RFC, CSA, is a 15-year MDRT member with one Court of the Table and 10 Top of the Table honors. The president and CEO of R&R Group, Inc., which he formed in 1984, he has consistently been a leader in the financial services field. His greatest satisfaction comes from meeting people and helping them achieve their financial goals and objectives. He is committed to understanding his clients’ needs and goals, and he makes certain they clearly understand their investment options, strategies and possible results. Stanzione has a diversified client base including public corporations, closely held businesses and individuals. He is a past president of NAIFA’s Bonneville Chapter in Ogden, Utah, and a member of the International Association of Registered Financial Consultants.

Eszylfie Taylor

The Unsung Heroes

Eszylfie Taylor is a 14-year MDRT member with four Court of the Table and five Top of the Table qualifications and the founder and president of Taylor Insurance and Financial Services. He attended Concordia University on a basketball scholarship and graduated magna cum laude with a bachelor’s degree in business management. Prior to founding his own company, he was a standout financial advisor at New York Life, making Chairman’s Council. Taylor built the Taylor Method, his sales process for financial advisors, on his successes in problem solving instead of product selling. In 2015, he was the recipient of Advisor Today’s “Four Under Forty” award. Since 2003, his nonprofit, Future Stars, has hosted a basketball camp for underserved youth in the community.

Nima Tousi, CFP, CLU

Let's Talk About Sailing Through Life

Nima Tousi, CFP, CLU, is a 10-year MDRT member with three Top of the Table qualifications. A seasoned wealth management expert based in Dubai, UAE, Tousi has garnered extensive hands-on expertise in the financial and insurance industries for nearly two decades. Currently, he serves as the co-founder and president of PIB Financial Group and as a financial planner for Wehbe Insurance Brokers LLC. Trustworthy and goal-oriented, Tousi consistently strives to go the extra mile to ensure his valued clients attain their financial goals so they can send their children to college, have money if they fall ill, and ultimately retire on their own terms. Nima holds the health insurance specialist certification from The Institute for Advanced Financial Education as well as numerous other accolades.

Kathleen R. Benjamin, CFP, CPA

DOL Impact

The DOL's fiduciary rule, and its potential impact on financial advisors, has been a very important issue for American MDRT members. In this open session, you have the opportunity to discuss the rule's impact and strategies to deal with it.

Kathleen R. Benjamin, CFP, CPA, is a 13-year MDRT member with three Court of the Table qualifications and one Top of the Table honor. Possessing more than 25 years of corporate and financial planning experience, and a strong niche working with physicians and medical practices, she joined Brotman Financial Group as a principal in 2015. Benjamin provides individuals and families with multi-generational planning that includes wealth accumulation and preservation, college planning, estate planning and helping to achieve a secure retirement. She collaborates with the other members of her clients’ advisory teams, including their CPAs and attorneys. Benjamin received her degree from Ohio State University, majoring in accounting and finance.

Jennifer A. Borislow, CLU

Practice Builders

Building your practice requires attention to detail and adherence to a big-picture plan. Attend this open session to converse about issues that affect this plan, including team building, HR issues, business reviews, appraisals and more.

Jennifer A. Borislow, CLU, is a Past President of MDRT and the founding principal of Borislow Insurance (BI). A 29-year MDRT member with one Court of the Table and 19 Top of the Table honors, she is a nationally recognized expert, author, speaker and thought leader on employee health benefits, insurance and related business strategies. As the CEO and strategic coach, Borislow focuses her energy on helping the agency create a unique experience for her clients. For more than 34 years, Borislow has helped business owners and executives develop a clear, forward-looking strategic vision for their organizations that leverage employee benefits, risk management and much more.

Curtis V. Cloke, LUTCF, RICP

Two Minute Takeaways

Harnessing the knowledge of the Top of the Table community, this fast-paced session offers you the chance to share your best marketing idea, practice management technique or client strategy with your peers. Be prepared and be quick — you only have two minutes to share your idea!

Curtis V. Cloke, LUTCF, RICP, is an 18-year MDRT member with two Court of the Table and 10 Top of the Table qualifications. He is an award-winning international speaker, educator, writer and retirement income expert. An active life planner with more than 29 years of experience, Cloke has a unique ability to motivate audiences to grow their professional and personal lives to new heights. In 2012, The American College utilized Cloke’s expertise as part of the educational team of experts who helped develop curriculum and content for the new online RICP designation. In 2009, Cloke was recognized as a top five finalist for "Advisor of the Year" by Senior Markets Advisor magazine.

Scott D. Edelman

Compensation Strategies and Hiring

Hiring the right staff is a necessary step for every advisor to grow their business. How do you find the right person for the job, and when you find them, how do you pay them? Attend this open session to discuss strategies to make good staffing decisions.

Scott D. Edelman is a 19-year MDRT member with 11 Court of the Table and six Top of the Table honors and the founder of Edelman Wealth Management Group, where he manages all aspects of wealth management and employee benefits. Edelman provides products and services for investment management and estate conservation for his clientele of individuals, families, retirees and businesses. He has a strong commitment to giving quality advice and service and puts an emphasis on creating lasting relationships. He is a regular speaker at conferences and is a thought leader in the community. He is also active with charities and serves on several boards.

Marvin H. Feldman, CLU, ChFC

Succession Planning for “Us”

A strong succession plan is something every advisor should contemplate — no matter what stage of their career. Join this open session for a wide-ranging discussion covering all aspects of succession planning.

Marvin H. Feldman, CLU, ChFC, is a past Top of the Table Chair, 2002 MDRT President and a 43-year MDRT member with 35 Top of the Table qualifications. He is president of the Feldman Financial Group, and president and CEO of the LIFE Foundation. He received the Circle of Life award in 2004 and the John Newton Russell award in 2011, the highest honor for an individual in the insurance industry. Feldman was also named to Insurance Newscast’s list of the 100 Most Powerful People in the Insurance Industry, North America, and is listed in “Who’s Who in Business and Finance” and “Who’s Who in the World.”

Justin D. Nabity, CFP

Robo Advisors

How will robo advisors affect the future of the financial services profession? Are they a threat to your business or a potential ally? Join this open session to discuss all components of robo advisors with your fellow Top of the Table members.

Justin D. Nabity, CFP is a five-year MDRT member with one Court of the Table and four Top of the Table honors. He is a regular guest speaker at universities, medical centers and hospitals throughout the United States. His lecture topics include finding a job, succeeding in employment interviews, physician contract negotiation, physical compensation packages and financial planning. Nabity enjoys the role he plays in supporting physicians nationwide, bringing business sense and innovation to the medical community while building resources for physicians that can help them make better decisions. He holds finance and international business degrees from the University of Nebraska-Lincoln.

Timothy M. Reis, LUTCF

Fee Models

Is your business based primarily on commissions? Or have you switched to a fee-based model? Attend this open session to discuss the pros and cons of charging fees and hear some success stories of fellow Top of the Table advisors who have already implemented a fee-for-advice structure.

Timothy M. Reis, LUTCF, is a 30-year MDRT member with six Court of the Table and 13 Top of the Table qualifications. He began his career in financial services assisting people with their retirement and insurance needs at the early age of 21. In 1992, he founded Reis Financial Services LLC. Since then, Reis has helped hundreds of individuals and businesses with financial, investment, retirement, tax and estate planning needs. He keeps his clients’ best interests at the forefront of his planning process and continues to learn by attending many financial conferences and collaborating with successful advisors from around the world.

Yasuhisa Ueki, CFP, TLC

Business Owner’s Insurance

Yasuhisa Ueki, CFP, TLC, is a 17-year MDRT member with five Court of the Table and four Top of the Table qualifications. He joined Tokio Marine & Nichido Life Insurance Co. in 1999 after working as a top sales representative of multifunction printers and office equipment. Ueki serves a wide-ranging client base, including individuals and businesses, and has focused on business owners in the last few years. He has continued three new life sales per week for 50 weeks and one new life sale per week for more than 300 weeks. He believes in consistent sales activity to not allow his skills and senses to rust. He served in the leadership position of the MDRT Anshin Company Club in 2007 and 2008.

Steven Wang

Steven Wang is a seven-year MDRT member with one Court of the Table and two Top of the Table qualifications. After moving to America in 1992 from China, he joined New York Life in 2000 and has been at the company for 17 years now. He specializes in estate planning to help clients transfer legacies to their next generations. Wang is passionate about his work and wants every family to feel secure and protected financially. He currently lives in Bellevue, Washington, with his wife, daughter and twin sons.

Clint Arthur

How You Can Become the Only Choice for Your Customers and Prospects!

Discover how to raise your status and stand out far above your competition so you and your high-ticket products and services are viewed as the only possible choice by your clients and prospects.

Clint Arthur is the world’s top expert at creating celebrity and expert positioning with local TV and high-status speaking engagements. Since 2012, he has taught more than 500 authors, speakers, coaches and entrepreneurs how to deploy his proven, repeatable formula for booking free TV appearances to book themselves on more than 3,000 major news and talk show appearances including Good Morning America, the Today Show, Dr. Oz and more. Arthur’s meteoric ascent in the expert industry earned him Dan Kennedy's GKIC Info Marketer of the Year award as well as industry recognition as the top media trainer in Hollywood. Arthur’s bestselling books include “What They Teach You at the Wharton Business School” and “Break Through Your Upper Limits On TV.”

Joe Borsellino

Prospect to Partner

Learn a new technique to build your personal unique value proposition to drive new profitable business through your strategic alliance. In addition, hear about a new partnership program that offers content customized to the audience of your choosing.

Joe Borsellino is the divisional vice president for Prudential's independent life insurance sales organization in the Midwest/Western United States. In this capacity, he is responsible for individual life sales through the third party and independent producer distribution channels. Prior to his current role, Borsellino was recognized as Prudential's leading national account executive in 2003, 2004 and 2008. During his 23 years with Prudential, he has held a variety of positions, including regional brokerage director for Prudential Select Brokerage and sales manager of Prudential’s retail office in Southern Ohio. Borsellino earned his bachelor's degree in business from California Polytechnic States University and his MBA from the University of Southern California.

Jeff Hallman

Grow Your Practice and Create Economic Value for Your Senior Clients with Life Settlements

The secondary market for life insurance provides an attractive alternative for senior clients burdened with costly premiums for unwanted life insurance policies. Today, an increasing number of advisors are incorporating life settlements into their practices to create economic value for seniors who qualify. Through a combination of premium relief, a substantial cash settlement and a retained death benefit, advisors can help senior clients achieve greater financial stability while meeting their estate planning objectives. Hallman uses actual case examples to illustrate the powerful problem-solving potential of life settlements and addresses the opportunity for revenue generation through commission-based income from the transactions.

Jeff Hallman is the co-founder and managing partner of Asset Life Settlements LLC, a secondary market brokerage and advisory firm. With more than 15 years of experience as a life settlement broker, Hallman has earned a reputation among industry professionals as one of the most skilled negotiators in the country. Having closed more than USD 2 billion in policy face value, Hallman is known for his unique ability to leverage his close working relationships with top institutional funding sources in pursuit of the highest offer for each case that crosses his desk.

Stephan Mitchell

The 4 Noble Truths of Indexed UL

Indexed UL is the most popular product in the independent brokerage marketplace. Why? Peel back the layers of this product to find the four most essential qualities at its core that should drive your decision about recommending a particular IUL product to your clients. Pacific Life has led the industry for eight straight years in sales of IUL; find out what has made them more successful than any other company in this marketplace.

Stephan Mitchell is an assistant vice president for product marketing in the life insurance division of Pacific Life, leading the market research, product specialist and competitive intelligence areas. His team works collaboratively with other departments to res s a earch, develop and market all the life insurance products for the division. Mitchell joined Pacific Life in 1995 as a product and competition analyst, gathering and providing competitive intelligence to recruiters and producers at point of sale for all life insurance products and distribution systems. In 2010, he became Pacific Life’s first indexed UL product marketing specialist.

Rommel Anacan

The Parent's Survival Guide to Raising Cyber-Wise Children

Did you know that, on average, teens spend nine hours and tweens (children aged 8–12) spend six hours a day consuming media? As parents, it is crucial that we are actively involved in preparing them for life in today's tech-driven world. In this session, you'll discover practical strategies to help your children survive and thrive in today's tech-driven world.

Rommel Anacan is a trainer for Web Wise Kids and represents the organization through speaking at community and educational events. He is also president of The Relationship Difference, a corporate training and consulting firm, and author of the e-book “The Viral Video Difference.” Prior to launching The Relationship Difference, Anacan had a successful career in management, sales and training spanning more than 25 years, and he draws on this extensive experience to create his dynamic educational workshops. Rommel's articles have been featured in many national publications.

Tanja Markovic

Small Steps to Big Changes in Your Health

If you are looking to be told “take a pill and get better quickly,” this is not your presentation. Rather, Markovic utilizes a holistic approach to health to recognize the connection between nutrition, physical activity, environment and love, and how subtle changes can help create impactful lifelong habits. By adding the good instead of restricting the bad, you can make gradual, effortless adjustments to your routine and develop a healthier, more energized mind and body. Learn how to set up your home and work environment for success.

Tanja Markovic is a health and wellness coach to smart, successful individuals who crave practical tools to overcome health and lifestyle changes. As an active living enthusiast and a management agent to executives and entrepreneurs, Markovic understands the challenges of balancing good health with a crazy schedule. She has battled life-threatening health issues and has inspired individuals across the globe to harness the power of good health to be vibrant and focused. Markovic holds a bachelor’s in management from University of North Carolina, is a certified tennis instructor and is trained to practice health coaching via the State University of New York at the Institute of Integrative Nutrition.

Baja Challenge

Enjoy the summer fun of the California coast year-round with this tasty challenge. Teams will have 60 minutes to create their tastiest batch of guacamole and salsa.

Tequila Infusion

Tequila has become one of the fastest growing industries in the United States and Mexico. Learn about different types of tequila and how to properly infuse tequilas at home from our expert mixologist. Guests will also learn what creates the perfect “Meyer Lemon Margarita” (a Terranea favorite) before creating their own version themselves.

Wednesday, October 18
9 a.m. – 1 p.m.

Guests will have the chance to see the beauty of the wildlife off the coastline and in the Pacific Ocean as they embark on a private whale watching cruise! The most common sighting is the blue whale. This whale is the largest mammal in the world, and is always found out in the Pacific Ocean off the coast of Long Beach.

OPTIONAL, AT ADDITIONAL COST
USD 110 (includes lunch)

Wednesday, October 18
10 a.m. – 3 p.m.

Travel via a luxury cart to tour spots where some of America’s favorite TV series and movies have been filmed! You are invited to experience a one-of-a-kind private movie studio tour on the Warner Brothers lot. The two and a half hour VIP Back Lot Tour begins with a private theater viewing of a compilation of classic Warner Brothers film clips.

OPTIONAL, AT ADDITIONAL COST
USD 110 (includes lunch)

Saturday, October 21
11:30 a.m. – 9 p.m.

Only 26 miles across the sea, yet capturing the feeling of being in a small village in the Mediterranean, lies Catalina Island. The adventure begins in Long Beach’s ferry terminal where guests board a high-speed catamaran. Onboard they can take in ocean breezes while keeping their eyes peeled for glimpses of white-sided dolphins and gray whales, or enjoy snacks and a refreshing soda or cocktail as they relax in airline style seats. Guests will explore the island into the evening and head back to the mainland after a dinner of their choice. Catalina Island is filled with adventure; see below some of the exciting activities and restaurants!

OPTIONAL AT ADDITIONAL COST
USD 130

Wednesday, October 18
7:30 a.m. – 2:30 p.m.
Shuttle will depart from the lobby of the Terranea Resort at 7:30 a.m.

Start your meeting right with a round at Trump National Golf Club. This magnificent location is perched high above the jagged California cliffs, taking advantage of one of the most incredible views in the world, with picturesque Catalina Island off the coast. This Pete Dye-designed course has been greatly enhanced, tempting golfers to take risks and rewarding well-placed shots. The layout challenges experienced golfers and novices to the best of their abilities. USD 295 per person (includes green fees, golf cart, breakfast, lunch and unlimited balls at the driving range) TaylorMade Clubs are available for rental at an additional cost of USD 80. There are no shoes available to rent, however any athletic shoe with soft soles is accepted.

DUE TO REQUIRED GUARANTEES , CANCELLATIONS MUST BE RECEIVED IN WRITING AT MDRT HEADQUARTERS ON OR BEFORE SEPTEMBER 18 , 2017, TO RECEIVE A REFUND. NO REFUNDS WILL BE GIVEN FOR CANCELLATIONS RECEIVED AFTER SEPTEMBER 18 , 2017. NO REFUNDS WILL BE GIVEN FOR NO-SHOWS.

PREPAID EVENT