September 21–24, 2016 Fairmont Le Château Frontenac Top of the Table Program Book.pdfFrontenac,...

September 21–24, 2016 Fairmont Le Château Frontenac

Contents

Program at a Glance _____________________________________________ 4 Session Descriptions _____________________________________________ 5 Wednesday ______________________________________________________ 6Thursday ______________________________________________________ 10Friday _________________________________________________________ 18Saturday _______________________________________________________26 Session Floor Plans _____________________________________________28 Honored Members_____________________________________________ 30General Information ____________________________________________32 ConneXion Zone _______________________________________________36Sponsors _______________________________________________________38Speakers ______________________________________________________ 44

MDRT®, MILLION DOLLAR ROUND TABLE®, TOP OF THE TABLE®, COURT OF THE TABLE®, CONNEXION ZONE®, MDRT FOUNDATION®

AND THE PREMIER ASSOCIATION OF F INANCIAL PROFESSIONALS® ARE ALL REGISTERED TRADEMARKS OF THE MILLION DOLLAR ROUND TABLE .

Wi-FiSPONSORED BY ALLIANZ

Wireless Network: TOT2016

Group Name: TOT2016

Access Code: Allianz

2016 Top of the TableAnnual MeetingQuebec City, Quebec, Canada

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Dale W. Martin, CLU, ChFC Immediate Past Chair Palm Beach Gardens, Florida, USA

Kerry T. Wallingford, RICP, ChFCIndustry Relations Committee Chair Seattle, Washington, USA

Scott D. Edelman Member Content Committee Chair Yardley, Pennsylvania, USA

William J. Rossi, CFP, ChFC2016 Chair Gainesville, Florida, USA

Caroline A. Banks, FPFSExecutive Committee Liaison London, England, United Kingdom

Daniel O’Connell, MBA Program Committee Chair Dallas, Texas, USA

2016 Top of the Table Advisory Board

2

Program Committee

Jose Feliciano, CFP, CLUTYLER, TEXAS, USA

David M. Ethell, LUTCFCAMARILLO, CALIFORNIA, USA

Industry Relations Committee

Katy BaxterTRING, ENGLAND, UNITED KINGDOM

Member Content Committee

Mark Neufeld, CFPVANCOUVER, BRITISH COLUMBIA,

CANADA

Marcus T. Henderson Sr., LUTCFBRENTWOOD, TENNESSEE, USA

Elaine Bonello, ACII, APFSTA’XBIEX, MALTA

Rick B. Stanzione, RFC, CSAWASHINGTON TERRACE, UTAH, USA

Alan Kifer, CFP, LUTCFSCOTTSDALE, ARIZONA, USA

Gregory B. Gagne, ChFCEXETER, NEW HAMPSHIRE, USA

Brent J. Welch, CFP, ChFCONALASKA, WISCONSIN, USA

Devang Patel, CFP, CLU EDISON, NEW JERSEY, USA

Cedric L. Watkins II, J.D., MBALOS ANGELES, CALIFORNIA, USA

2016 Top of the Table CommitteesProgram

at a Glance

3

Wednesday, September 21, 2016

7 a.m. – 2:30 p.m. Meet in lobby at 6:45 a.m.

Golf Tournament (pre-paid event, at additional cost)

8–9 a.m. Yoga (pre-registration required)

10 a.m.–2 p.m. Meet in lobby at 9:45 a.m.

Discovery of the Île d’Orleans (pre-paid event, at additional cost)

10 a.m.–2 p.m. Walking Tour of Old Quebec (pre-paid event, at additional cost)

1–5 p.m. ConneXion Zone® Open

1–6:30 p.m. Registration Open

1–6:30 p.m. Restaurant Reservation Booth Open

5–6 p.m. First-Time Experience (Invitation Only)

6–7 p.m. Opening Speaker

7–10 p.m. Welcome Event

Thursday, September 22, 2016

7 a.m.–2 p.m. Registration Open

7–8:15 a.m. Networking Breakfast with Sponsors

7–8:30 a.m. ConneXion Zone Open

8:30 a.m.–12 p.m. Main Platform

10:15–10:45 a.m. Coffee Break with Sponsors

10 a.m.–3 p.m. Restaurant Reservation Booth Open

12–1:30 p.m. Networking Lunch with Sponsors and Ten X Talks at the Top

12–1:30 p.m. ConneXion Zone Open

1:45–2:30 p.m. Focus and Spotlight Sessions

1:45–2:30 p.m. Spouse Sessions

2:30–3 p.m. Coffee Break with Sponsors

3:15–4 p.m. Focus Sessions

3:15–4 p.m. Spouse Sessions

4–5 p.m. The Daily Recap

Open Evening for Dinner

9:30–11 p.m. Sweet & Greet

Friday, September 23, 2016

7 a.m.–2 p.m. Registration Open

7–8 a.m. Foundation Service Project

7–8:15 a.m. Networking Breakfast with Sponsors

7–8:30 a.m. ConneXion Zone Open

8:30 a.m.–12 p.m. Main Platform

10:15–10:40 a.m. Coffee Break with Sponsors

12–1:30 p.m. Networking Lunch with Sponsors

12–1:30 p.m. ConneXion Zone Open

1:45–2:30 p.m. Focus Sessions

1:45–2:30 p.m. Spouse Session

2:30–3 p.m. Coffee Break with Sponsors

3:15–4 p.m. Open Sessions

3:15–4 p.m. Spouse Session

4–5 p.m. The Daily Recap

6:30–7:30 p.m. Reception

7:30–11 p.m. Dinner Dance

Saturday, September 24, 2016

7:45–8:45 a.m. Networking Breakfast

9–11:30 a.m. Main Platform

11:30 a.m. Meeting Adjourned

Note: Schedule is subject to change. Information in this

book is correct at time of printing. Should any alterations

to the program or overall schedule be necessary,

corrections will be made and added to your registration

kit distributed on-site.

Program at a GlancePr

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Session DescriptionsMain Platform All attendees, spouses, sponsors and speakers gather to hear presentations on

topics that appeal to everyone. Subjects include motivation, inspiration, innovation,

economic overviews, whole person, marketing and business best practices ideas.

Focus Sessions These sessions are more technical in nature. They are open to all attendees, but may

be more appealing to specific attendees.

Open Sessions In this interactive session, participants can share what they are currently

experiencing in the market and discuss trends and insights that advisors should

consider regarding annuities, RIA, investment strategies and technology. Open

Sessions offer a unique opportunity to get fresh information on a specific topic. Join

this informal discussion and hear what your peers encounter in their businesses.

Spotlight Session This unique presentation illustrates how an individual incorporates a sponsor’s

product or service into their business. The spotlight is on the experience and benefits

received by using the product or service from an individual with first-hand working

knowledge.

Two Minute Takeaways

Harnessing the knowledge of the Top of the Table community, this session is designed

to be a fast-paced, friendly competition. Bring your best two-minute idea and be

prepared to share it on Main Platform to be in the running for the “Best Idea” as voted

by the judges.

1st Prize: USD 200 | 2nd Prize: USD 150 | 3rd Prize: USD 100

Ten X Talks at the Top

Ten X Talks at the Top are 10-minute presentations during Thursday’s

lunch hour. Discover new ways to improve your production as well as

provide beneficial solutions to your clients. Speakers are affiliates of

sponsoring companies.

The Daily Recap After a day filled with informative sessions, take some time to wind

down and discuss the day’s takeaways with fellow attendees. After

the last session on Thursday and Friday, plan to attend the Daily Recap,

an informal opportunity for you to discuss ideas over light appetizers

and drinks.

Spouse Sessions These special sessions were created to offer activities for spouses while members

participate in the afternoon Focus Sessions. They are fun, interactive classes on a

variety of topics. Register on-site at the registration counter.

NEW

NEW

Wednesday

5

7 a.m.–2:30 p.m. Golf Tournament S

La Tempête Golf Club Pre-registration requiredSHUTTLE WILL DEPART FROM THE HOTEL LOBBY AT 7 A.M.

Start your meeting right with a round at La Tempête Golf Club, a beautiful course

created by renowned architect Darrell J. Huxham. La Tempête covers 200 acres,

including 40 acres of premium-quality bent grass.

ATTIRE: PROPER GOLF ATTIRE . NO DENIM PERMITTED ON THE COURSE. GOLF SPIKES ARE NOT REQUIRED.

Due to required guarantees, cancellations must be received in writing at MDRT headquarters

on or before Friday, August 12, to receive a refund. No refunds will be given for cancellations

received after Friday, August 12. No refunds will be given for no-shows.

8–9 a.m. Yoga S

Montmagny, Basement Level Pre-registration required

Start off your day on the right foot! Prepare your mind and body for a long day

of work with a morning yoga class that will leave you feeling energized and ready

to take on any task.

10 a.m.–2 p.m. Walking Tour of Old Quebec S

Pre-registration requiredMEET IN THE HOTEL LOBBY AT 9:45 A.M.

Quebec City is perfect for a walking tour. This is also the best way to really

appreciate the French culture of the city and feel its energy. Put on good walking

shoes, take your camera and begin exploring some of the city’s many highlights!

Based on the time allowed, the departure point or the range of interest of your

group, the guide will select the best route and will share their extensive knowledge

of the history of Quebec City. Group leaves hotel at 10 a.m. and returns at 2 p.m.

Lunch will be provided.




WednesdaySeptember 21

Spouse, non-industry (interest to both member and spouse)S6

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10 a.m.–2 p.m. Discovery of the Ile d’Orleans – A Gourmet Tasting Experience S

Pre-registration requiredPLEASE MEET IN THE HOTEL LOBBY AT 9:45 A.M.

Get a complete immersion in Quebec’s culture by visiting the small haven of fresh

and specialized gourmet products only minutes from the heart of Quebec City. Set

out on the “road of all flavors” (La route des saveurs), named because of the rich

history and culture that can be discovered and explored along the way. Group

leaves hotel at 10 a.m. and returns at 2 p.m. Lunch will be provided.




1–5 p.m.

ConneXion Zone Open

Frontenac, 2nd Level

1–6:30 p.m.

Registration Open

Verchères, 2nd Level

1–6:30 p.m.

Restaurant Reservations Booth

OpenVerchères, 2nd Level

7

5–6 p.m. First-Time Experience Orientation S

Salle de Bal, 2nd LevelINVITATION ONLY

MODERATOR: W.J. ROSSI, CFP, CHFC

Is this your first Top of the Table Annual Meeting? At this orientation, first-time

attendees and spouses will mingle with other members, including the Top of the Table

Advisory Board, to help acclimate everyone to the meeting and all it has to offer.

6–7 p.m. Opening Speaker S

Salle de Bal, 2nd LevelTHE POWER OF PERSPECTIVE

SANDRA JOSEPH

MODERATOR: W.J. ROSSI, CFP, CHFC

Joseph will deliver a once-in-a-lifetime experience with a powerful message.

As an alternative to the typical stand-and-speak presentation, she will share

her message through an intimate “fireside chat” that invites a conversational,

interactive experience. Joseph’s story will inspire you to reach for your own highest

level of performance in life and business. The powerful session will close with an

unforgettable performance you will not want to miss.

7–10 p.m. Welcome Event S

Seminaire’s Courtyard & Chapelle OFF-SITE LOCATION. TRANSPORTATION WILL BE PROVIDED,

HOWEVER THE LOCATION IS WALKABLE . MEET IN THE LOBBY AFTER THE OPENING SPEAKER.

The Welcome Event allows members and their spouses to get acquainted with fellow

attendees before the meeting begins. It takes place off-site this year at the historic

Seminair’s Courtyard and Chapelle. Built in 1854, this unique property offers both

contemporary comfort and 19th century elegance. Weather permitting, warm attire

is recommended for this outdoor event, as evenings can get chilly.

September 21 | Wednesday (continued)


Thursday

7 a.m.–2 p.m. Registration Open Verchères, 2nd Level

7–8:15 a.m. Networking Breakfast with Sponsors Du¤erin, Aylmer, Haldimand, Montmagny, Basement Level

7–8:30 a.m. ConneXion Zone OpenFrontenac, 2nd Level

8:30 a.m.–12 p.m. Main Platform S

Salle de Bal, 2nd Level Emcee: Jason Hewlett

Moment of ReflectionWilliam D. Olinger II, CLU, ChFC

Emotional Intelligence 2.0: Taking Your Game to the Next LevelDr. Travis Bradberry

In today’s competitive world, each of us is looking for new and powerful ways

to manage, adapt and strike ahead of the pack. This session will enable you to

capitalize on your emotional intelligence — a skill set that’s responsible for 58 percent

of your job performance. Learn what an emotional quotient (EQ) is, how it works

and why it’s a skill we’re all hardwired to rely on. This session will enable you to:

• Discuss how your EQ affects your actions in the workplace and how others

respond to you

• Describe the critical connection between EQ and job performance

• Increase your EQ using a step-by-step process outlined by the presenter

• Discover how our brains are hardwired to make EQ a critical skill

ThursdaySeptember 22

Spouse, non-industry and sponsor (interest to both member and spouse)S10

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Top of the Table Chair WelcomeW.J. Rossi, CFP, ChFC

MDRT Presidential WelcomeMark J. Hanna, CLU, ChFC

Hope Amid the RuinsKevin Ryan

In this eye-opening presentation, Ryan will walk you through the lives of four homeless

kids he came to know over the past two decades. He will share with you how their

struggles illuminated for him the answers to central questions on identity, purpose and the

meaning of home. The stories will inspire you to have a new outlook on the art of living.*

Spotting Bubbles Before They Burst Vikram Mansharamani

Mansharamani contends the ability to identify financial (and other) bubbles before

they burst is easier if you step outside your expertise. Narrow focus can lead to tunnel

vision. Instead, look broadly through multiple lenses — to art markets, architecture,

popular culture, economics, politics and more. Mansharamani empowers audiences

— assuring them they don’t need to be an expert to effectively anticipate the future.

Profession in Transition Chris Leach, Dip PFS Susan Catherine Paterson, FChFP Lawrence J. Rybka, J.D., CFP

As financial services professionals, we all have to find strategies to deal with

changing economies, regulations and politics. This session will take a look at how

Top of the Table members have faced some of these challenges, realized change

gives way to opportunity and in the end reached even greater levels of success.

While business is different from country to country, we all have the same goal: to

create financial success for our clients. This session will give you a global perspective

and new ideas to transform your practice in times of change.

10:15–10:45 a.m.

Coffee Break with Sponsors

Frontenac , 2nd Level

10 a.m.–3 p.m.


OpenVerchêres, 2nd Level

*Stop by the MDRT

Foundation Booth to make your donation to support

Covenant House. Meet Kevin Ryan on Thursday, and learn

more about his mission.

12–1:30 p.m. Networking Lunch with SponsorsDu¤erin, Aylmer, Haldimand, Montmagny, Basement Level

12–1:30 p.m. Ten X Talks at the TopHaldimand, Basement Level

Partners Advantage Insurance Services:The Seven Secrets to E¤ective Communication CHARLES GIPPLE, CLU, CHFC

Clarity 2 Prosperity Mastermind Group: The Bucket Plan: Asset Positioning Philosophy and the Tools You Can Use to Adapt itJASON L . SMITH

LifePro Financial Services: Open the Door to Tax-Free Distributions from a Qualified Retirement PlanPHILIP F. SPALDING JR.

Prudential Financial: 3X3 – Best Ideas to Build Your BusinessDOUG WINKLER

12–1:30 p.m. ConneXion Zone OpenFrontenac, 2nd Level

1:45–2:30 p.m. Focus and Spotlight SessionsAre you Referable? Clay Gillespie, CFP, CIM Bellevue, 2nd Level TRANSLATED IN MANDARIN

Branding is more than a logo and a tagline. Every contact with your clients and

prospects is a form of branding. In this presentation, Gillespie explains how to

successfully attract new clients and referrals by answering these three questions:

1. Why are you the right advisor?

2. What makes you stand out from your competition?

3. What makes you referable?

Gillespie helps you understand the customer journey from a client perspective so you

can see what converts a prospect to a client.

September 22 | Thursday (continued)

U.S. product or tax law-basedUS12

The Department of Labor Best Interest Standard US

Lawrence J. Rybka, J.D., CFP Jacques-Cartier, Lobby Level

New challenges and new opportunities await U.S. advisors. Starting April 10th, 2017,

every U.S. financial advisor will be subject to an entirely new regulatory scheme,

impacting all advice to qualified plans and their participants. The far-reaching

impact of the rule will affect producers with every kind of product and service,

including broker-dealers, registered investment advisors, insurance companies

and banks. This session will focus on practical and tactical issues your firm needs to

address to continue serving clients, including what to do with existing 401(k) and IRA

accounts, adjusting product offering and fee schedules, creating communication

with your client to document new duties under the rule, and thinking through new

ways to package your offering to decrease complexity for your firm and your clients.

Rethinking Your Sales Process For the Ultimate Competitive Advantage Charles D. Hollander, Jr. Place D’Armes, Lobby Level TRANSLATED IN JAPANESE

One thing is certain: No matter how well planned your business strategy, or how

appealing your product portfolio, it’s the effectiveness of your sales conversations

that determines whether or not your firm meets its revenue forecasts. In today’s selling

environment, increased competition, complexity and commoditization are having

an unprecedented impact on your ability to gain attention and motivate clients

to take action. In this session, you will learn how to avoid stalled deals and client

procrastination, and discover how a single adjustment to your sales process can

have a greater impact on business growth than any other activity. You will leave with

an easy-to-implement advice delivery system that creates urgency, avoids client

procrastination and differentiates your firm, even while the competition is touting

similar offerings.

LifePro Financial Services: The Qualified Leverage Strategy: Unlocking Your Client’s Retirement Plan Assets Christopher Jacob, CFP Beauharnois, Basement Level

If you thought “pension rescue” was dead, think again! Qualified Leverage Strategy

(QLS) is an innovative solution that utilizes life insurance to reposition tax-deferred

assets from qualified plans without losing 40 percent or more to taxes. Potential

benefits include an increase in retirement income, maximizing wealth transfer and

greater charitable endowments. In this session, you will learn how QLS can benefit

you and your clients, and how you can unlock their financial future.

13


1:45–2:30 p.m. Spouse Sessions S MEET IN THE LOBBY AT 1:30 P.M.

The Pleasures of Healthy Eating Imane Lalou, Ph.D. Le Monastère des Augustines

In this session, Lalou teaches you a straightforward approach to a balanced diet,

offering concrete examples, tools and recipes that enable participants to gradually

integrate vital elements for a healthy body and a harmonious being. Did you know

that pleasure is one of the pillars of emotional health? Yet it is often portrayed as an

enemy of wellness. Bringing pleasure back to healthy eating satisfies the senses while

respecting your whole being.

Liberate Yourself from Stress and Anxiety Marjolaine Leblanc Le Monastère des Augustines

In this session, Leblanc will introduce the tools and knowledge to gently improve your

diet, lifestyle and perceptions so you can begin to liberate yourself from stress and

anxiety. Learn how to nourish and defend your nervous system and explore breathing

exercises and other activities that promote a calm and balanced you.

2:30–3 p.m.

Co¤ee Break with Sponsors



3:15–4 p.m. Focus Sessions SMarketing Without Money Jeff Crilley Bellevue, 2nd Floor TRANSLATED IN MANDARIN

All of us would like to take our marketing to the next level. Who better to help us do

that than a media insider? Former Emmy Award-winning TV reporter Crilley will share

the secrets to getting good news stories that even many seasoned PR pros don’t

know. Crilley believes in combining learning with laughter. His charismatic speaking

style lends itself perfectly to this fun, interactive talk. You will walk away from this

session with skills to deliver stories to attract the media, an understanding of the

best and worst times for coverage, tips to get your press releases noticed, and best

practices for handling negative media coverage.

Uncover Millions with Advanced Planning Strategies Utilizing Wealth TransferWarren Stickney Jacques-Cartier, Lobby Level

With the estate tax exemptions at USD 5.45 million, many planners wonder why

transferring wealth is important. However, there are many hidden benefits that may be

achieved, including income tax reduction and qualification for certain government

benefits. This session will explore actual cases and demonstrate how, by using time-

tested strategies, families can better structure their wealth and long-range goals, while

providing useful benefits to younger or older generations as needed. Additionally,

these life insurance strategies can help those dealing with blended marriages and

divorce preserve family harmony and certainty. We will explore case studies of a

high-net-worth couple trying to reduce estate- and income taxes, and parents of

successful children who need income for living and long-term care expenses.

Navigating and Operating a Family Business Alison Murdock Place D’Armes, Lobby Level TRANSLATED IN JAPANESE

Imagine going to work every day and having siblings as your colleagues. Now

imagine both of your parents are your bosses. Some may consider this a dream job;

to others, it’s a nightmare. To the Murdock family, it is a reality and part of everyday

business and life. In this session, you will hear from the oldest of four siblings who work

together in the insurance and estate planning business. Their parents created the

company and currently operate as president and vice president. You will discover how

communication, teamwork, individuality and respect can contribute to a successful

family business. Those who are looking to grow a family business can learn from the

struggles, fights and successes that have contributed to a thriving family team.


3:15–4 p.m Spouse Sessions S

Repeat of earlier sessions on page 14. MEET IN THE LOBBY AT 3 P.M.

The Pleasures of Healthy Eating Imane Lalou, Ph.D. Le Monastère des Augustines

In this session, Lalou teaches you a straightforward approach to a balanced diet,

offering concrete examples, tools and recipes that enable participants to gradually

integrate vital elements for a healthy body and a harmonious being. Did you know

that pleasure is one of the pillars of emotional health? Yet it is often portrayed as an

enemy of wellness. Bringing pleasure back to healthy eating satisfies the senses while

respecting your whole being.

Liberate Yourself from Stress and Anxiety Marjolaine Leblanc Le Monastère des Augustines

In this session, Leblanc will introduce the tools and knowledge to gently improve your

diet, lifestyle and perceptions so you can begin to liberate yourself from stress and

anxiety. Learn how to nourish and defend your nervous system and explore breathing

exercises and other activities that promote a calm and balanced you.

Spouse, non-industry (interest to both member and spouse)S

Active Management to Move Money and Variable Accounts to the Right Places at the Right Time! Paul S. McCready, RFC, CFP Beauharnois, Basement Level TRANSLATED IN MANDARIN

Learn how McCready and his firm, Counsel Wealth Management, generate more than

USD 2 million of recurring revenue each year by providing active money management

on annuities, life insurance and institutional-class brokerage accounts. McCready will

share, step by step, how ordinary life insurance agents can supercharge their business

and revenue while creating exceptional client service. He began the transformation of

his practice into an independent “faith-based” full wealth management firm 20 years

ago, and so can you. Leave this session with the tips, tools and — most importantly —

the courage to take your business to the next level of success.

16

4–5 p.m. The Daily Recap Haldimand, Basement Level

After a day filled with informative sessions, take some time to wind down and

discuss the day’s takeaways with fellow attendees. Plan to attend the Daily Recap,

an informal opportunity for you to discuss ideas over light appetizers and drinks.

9:30–11 p.m. Sweet & GreetBeauharnois & Montmagny, Basement Level

After enjoying dinner with your spouse and Top of the Table friends, return to the

Fairmont Le Château Frontenac to satisfy your sweet tooth at this dessert gathering.

Mingle with members and their spouses while enjoying after-dinner drinks, coffee

and desserts.

Open Evening for Dinner

Friday

17

7 a.m.–2 p.m. Registration Open Verchères, 2nd Level

7–8 a.m. Foundation Service Project Salon Rose, 2nd Level

7–8:15 a.m. Networking Breakfast with SponsorsDu¤erin, Aylmer, Haldimand, Montmagny, Basement Level

7–8:15 a.m. ConneXion Zone OpenFrontenac, 2nd Level

8:30 a.m.–12 p.m. Main Platform S

Salle de Bal, 2nd Level Emcee: Jason Hewlett

The E.P.I.C. Retirement Mitch Anthony

More than 15 years ago, Anthony broke through the ceiling of retirement planning

with his book, “The New Retirementality.” He changed the conversation about

retirement from one focused solely on money to one focused on purpose. In “The

E.P.I.C. Retirement,” he moves that conversation to the next level by challenging

advisors to step up, broaden their capacity and embrace a new role: retirement

coach. Retirement coaching is the future of retirement planning — this new approach

represents the value proposition that will separate successful advisors from the rest.

Advisors making the transition to retirement coaching understand the characteristics

of an E.P.I.C. retirement: Engagement, Purpose, Integration and Challenge.

FridaySeptember 23


Frid

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Two Minute Takeaways Facilitator: Howard E. Sharfman Harness the knowledge of the Top of the Table community in this fast-paced, friendly

competition. Bring your best, two minute idea and be prepared to share it on Main

Platform to be in the running for the “Best Idea” as voted by the judges.

10:15–10:40 a.m. Coffee Break with SponsorsFrontenac, 2nd Level

Beyond LinkedIn: Proven Social Media Strategies for Financial Professionals Jay Papasan

More than 75 percent of financial professionals are on social media, yet only

43 percent report a return on that investment. How do we bridge the gap? Papasan

will cover how to leverage social media to attract new business, get found on the

web, convert more leads and even enhance your professional brand. It’s simple,

practical and doesn’t require any technical expertise. Along the way, Papasan will

cover common pitfalls and how to avoid them, as well as more advanced strategies

to explore once you have the basics well in hand.

Keys to Fulfilling Life While Working Simon Gibson

To live a fulfilling life, you need many keys to open many locks. While you are working,

however, finding those keys can be a challenge. Gibson will use a real-life story of a

client to show how the keys to unlock a successful career, health and fitness, great

friendships, a loving family, a great environment and a sound financial future are all

available. Sometimes we have had the key we are searching for all along — we just

didn’t reach far enough into our pockets to find it. Gibson uses real keys to help to

demonstrate various takeaways, and there’s a powerful, poignant twist at the end,

which will make everyone reassess their own circumstances.

What Big Brands Know Gerry O’Brion

O’Brion is a nationally recognized marketing and branding expert who has worked

on several billion dollar brands and distilled that experience into growth strategies

you can implement immediately, regardless of your budget. His presentation is a fun,

thought-provoking dialogue that will generate real ideas you can use to ignite your

growth. You will learn the three critical questions your company should be asking to

attract your ideal customers and turn them into passionate fans. You will leave with

an action plan to navigate your company to long-term success. O’Brion will have you

reexamine your business and discover how you are different from your competitors.

The presentation is packed with strategies and case studies from several different

industries that you can leverage right now in your business.

1:45–2:30 p.m. Focus Sessions S

Creating an Engaged Agency Jennifer A. Borislow, CLU; and Mark S. Gaunya, GBA, LIA Bellevue, 2nd Level

Successful agencies understand the importance of employee culture and

engagement. Employees need to feel connected to a purpose that is meaningful

and actionable. When your employees are engaged, their relationships with clients

are stronger, their happiness levels rise and their power to achieve more is realized.

It is the key to improved performance and agency growth. Learn what fellow Top

of the Table members Borislow and Gaunya — who have been recognized by the

Boston Business Journal as running the best place to work in Massachusetts — have

done to implement culture strategies and effective engagement tools.

Make Millions With Tax-Free Money and Long-Term Care Don A. Quante Jacques-Cartier, Lobby Level

During this session, you will learn the blueprint to get a steady stream of motivated

prospects to drive past 20 other financial planning firms to come see you to discuss a

topic most people would rather avoid: how to pay for long-term care. In addition to

learning this proven approach that has allowed Quante to qualify for Top of the Table

14 years in a row, you will leave this fast-paced session with details on how to use an

IRS rule to convert a client’s existing annuity into a tax-free pool of money worth five

times the original annuity.

September 23 | Friday (continued)

12–1:30 p.m.

Networking Lunch with Sponsors

Du¤erin, Aylmer, Haldimand, Montmagny,

Basement Level

12–1:30 p.m.

ConneXion Zone OpenDu¤erin, Aylmer, Haldimand,

Montmagny, Basement Level


Business Succession Planning: Uncommon Planning TechniquesWilliam H. Wakeman III, CFP Place D’Armes, Lobby Level TRANSLATED IN JAPANESE

Employee stock ownership plans (ESOPs) and non-qualified deferred compensation

plans can provide tax-efficient funding for small- and medium-sized business

succession plans. These powerful planning tools can provide funding for replacing

owners and managers due to their untimely death, disability or planned retirement.

Additionally, these tools help build positive, motivational relationships with

employees. This discussion will cover the basics of this type of planning and will

include references to resources, professionals and vendors that make sure the job

gets done right and the financial advisor looks good!

Achieving Top of the Table with Nothing But Term InsuranceGuy Munro Mankey Beauharnois, Basement Level

Australian advisors don’t have a lot of choice about the insurance products they

sell. There is term insurance and, well… term insurance. With no estate taxes, and

permanent insurance unavailable since the early 1990s, every conversation is based

around fulfilling current (and usually temporary) life, disability and critical illness

needs. In this session, Mankey will share practical ideas and processes that brought

him to Top of the Table with an emphasis on concepts that advisors from around

the globe can use to protect their clients’ “what if” problems while building the

value of their own businesses.

1:45–2:30 p.m. Spouse Session S

Secrets to a Happy RelationshipMartine LaBreche Petit Frontenac, 2nd Level

Happiness Expert certified (PPCC) LaBreche will lead this fun and interactive

workshop designed to empower you to take charge and reach for an exciting life,

abundant in health, wealth and meaningful relationships. Healthy relationships are

the foundation to our own happiness and wellness, coloring our world and affecting

all areas of our life. We want to get along but we don’t always know how. There is

hope, as the new science of happiness is doing research on the topic and offering

new ways to deal with the challenge. In this interactive workshop, we will look at

what often gets us in trouble and how we can overcome it. It is an invitation to create

a life full of long-lasting and conflict free relationships.

21

3:15–4 p.m. Open Sessions S

Open Session

Registered Investment Advisors (RIA) Facilitator: William Beynon Bellevue, 2nd Level

In this interactive session, Beynon will facilitate a conversation about registered

investment advisors (RIA) and cover some of the most common questions about

becoming an RIA, including who is qualified to become an RIA, and what

benefits are associated with being an RIA.

Open Session

Annuities Facilitator: Marc A. Silverman, CFP, ChFC Jacques-Cartier, Lobby Level

Join Silverman as he facilitates a conversation about current experiences in the

market related to annuities. Gain insights on what advisors should consider when

using annuities to prepare clients for retirement and explore how annuities can

be best used to reach client goals.



2:30–3 p.m.

Co¤ee Break with Sponsors


22

Open Session

Technology Facilitator: Brett A. Simpson, CLU, CFP Place D’Armes, Lobby Level

Are you interested in introducing new technology or products into your practice?

Simpson will facilitate a conversation on how advisors can use technology to

service clients, stay in compliance and run daily activities more efficiently. You will

hear the latest trends and insights that advisors should consider.

Open Session

Investment Strategies Facilitator: Michelle L. Hoesly, CLU, ChFC Beauharnois, Basement Level

Join Hoesly in a conversational exploration of open investment strategies. In this

interactive session, participants will discuss various investment strategies, how to

create the right strategies for clients and how to manage portfolios.

Open Session

JapaneseFacilitator: Hiroharu Tauchi Montmagny, Basement Level PRESENTED IN JAPANESE

Join the conversation about technology, investment strategies and other topics

of interest to today’s advisor.

Open Session

Mandarin Facilitator: Julia R. Cheng, CFP, MBA Salon Rose, 2nd Level PRESENTED IN MANDARIN

Join the conversation about technology, investment strategies and other topics

of interest to today’s advisor.

23

4–5 p.m. The Daily Recap Haldimand, Basement Level

After a day filled with informative sessions, take some time to wind down and

discuss the day’s takeaways with fellow attendees. Plan to attend the Daily Recap,

an informal opportunity for you to discuss ideas over light appetizers and drinks.

6:30–7:30 p.m. ReceptionFrontenac, 2nd Level

7:30–11 p.m. Dinner DanceSalle de Bal, 2nd Level

Enjoy a wonderful evening of good food, camaraderie and music. Begin the dinner

with quiet music and great conversation, and later you can dance the night away.

Attire for the dinner dance is semi-formal. Men will be comfortable in a sport coat or

suit, and ladies in a cocktail dress.

3:15–4:00 p.m. Spouse Session S

Learning to Say No… PositivelyMartine LaBreche, Life Coach-Happiness Expert certified (PPCC) Petit Frontenac, 2nd Level

Being nice and caring for others is a good thing. It builds great relationships. But

do you sometimes feel that you are doing a bit too much with little appreciation in

return? Worst, when it’s time for you to ask the same people for help, they are not

available. For you, it is impossible to say no to your children, your spouse, your family,

your friends or your boss. But at what cost? If resentment and frustration are building

up inside you, your to-do list is rapidly becoming endless and you feel a burnout is

just around the corner, then this workshop is for you. You will learn that you always

have a choice between a yes or a no.



24

Saturday

7:45–8:45 a.m. Networking BreakfastDu¤erin, Aylmer, Haldimand, Montmagny, Basement Level

9–11:30 a.m. Main Platform S

Emcee: Jason Hewlett Salle de Bal , 2nd Level

5 Shark Points: Fundamentals for Success in Business and LifeDaymond John

John has been a phenomenally successful business person for more than 25 years.

Along his entrepreneurial journey, through his many successes as well as failures,

he has learned a few things about getting an edge on the competition. He believes

the keys to his success include establishing the right mindset and following a few

fundamental principles, which he calls his five “shark points.” Get ready! John is

going to share his unique goal-setting and achievement strategies, which will

empower you to make positive changes in every aspect of your life.

2016 Top of the Table Chair’s Closing AddressW.J. Rossi, CFP, ChFC

2017 Top of the Table Chair AddressIan Green, Dip PFS

SaturdaySeptember 24


Satu

rday

26

Top of the Table 365Brian H. Langford, CFP, CRPC Jonathan D.W. Lewis Branden Schiralli , CLTC

In this session, you will hear some of the greatest tips Top of the Table members

have taken away from past meetings, how they implemented them and how their

businesses were positively affected. You will get firsthand stories that show how the

innovative ideas you hear in sessions and through networking with other members

can inspire growth in your business.

Leading on the Edge: 3 Vertical Lessons to Build Momentum and Reach Your Next Summit Manley Feinberg

In his presentation, Feinberg will help you realize how to achieve more in your life,

maintain momentum, serve at a higher level and step up to reach more of your

potential. He’ll show you how to do so in a way that encourages those in your

workplace to also step up. In this session, you will:

• Discover a technique you can use immediately to gain clarity in chaos and focus

in your efforts

• Learn to leverage a strategic mindset that will change your relationships for life

• Walk out equipped and inspired to lead with more impact in all areas of your life

• Build the momentum you need to reach your next summit

Session Floor Plans

27

VISIT THE MDRT STORE ONLINEFind educational products and

branded merchandise at your fi ngertips

Visit mdrtstore.org

Meeting Presentations

Books

Multimedia

Insignia Items

∙ Annual Meeting∙ Top of the Table Annual Meeting∙ MDRT Experience and Global Conference

∙ Client Strategies∙ Marketing/Branding∙ Practice Management∙ Whole Person

∙ Audio Books∙ eBooks∙ CD Sets

∙ Pins and Jewelry∙ Pens∙ Apparel∙ Accessories∙ Plaques

Visit mdrtstore.org Register online to see special pricing.

Session Floor PlansFairmont Le Château Frontenac

Sess

ion

Floo

r Pla

ns

Salle de Bal

Main PlatformFirst-Time Experience

Opening SpeakerDinner Dance

Place D’Armes

Focus SessionsOpen Sessions

Frontenac

ConneXion ZoneReception

Jacques-Carter


Aylmer

Breakfast and Lunchwith Sponsors

Duffernin

Breakfast and Lunch

Beauharnois


Montmagny

Sweet & GreetBreakfast and Lunch

Salon Rose

Foundation Service Project

Verchéres

Registration

Bellevue


Petit Frontenac

Spouse Sessions

Haldimand

Daily RecapTen X Talks

Breakfast and Lunch

Salle de Bal



Place D’Armes


Frontenac


Jacques-Carter


Aylmer


Duffernin

Breakfast and Lunch

Beauharnois


Montmagny


Salon Rose


Verchéres

Registration

Bellevue


Petit Frontenac

Spouse Sessions

Haldimand


Breakfast and Lunch

Salle de Bal



Place D’Armes


Frontenac


Jacques-Carter


Aylmer


Duffernin

Breakfast and Lunch

Beauharnois


Montmagny


Salon Rose


Verchéres

Registration

Bellevue


Petit Frontenac

Spouse Sessions

Haldimand


Breakfast and Lunch

Lobby Level

2nd Level

Basement Level

28

VISIT THE MDRT STORE ONLINEFind educational products and

branded merchandise at your fi ngertips

Visit mdrtstore.org

Meeting Presentations

Books

Multimedia

Insignia Items

∙ Annual Meeting∙ Top of the Table Annual Meeting∙ MDRT Experience and Global Conference

∙ Client Strategies∙ Marketing/Branding∙ Practice Management∙ Whole Person

∙ Audio Books∙ eBooks∙ CD Sets

∙ Pins and Jewelry∙ Pens∙ Apparel∙ Accessories∙ Plaques

Visit mdrtstore.org Register online to see special pricing.

Honored M

embers

1977–78 Edwin T. Johnson, CLU

1979 Lyle L. Blessman

1980 David J. Downey, CLU

1981 James A. Mueller

1982 Albert J. Schi¤, CLU, CAP

1983–84 Wesley F. Arnold, CLU

1985 James A. Burton

1986 Marvin H. Feldman, CLU, ChFC

1987 Mark L. La Vine, CLU, ChFC

1988 James E. Rogers, CLU, CFP

1989 Tony Gordon

1990 Sidney A. Friedman, CLU, ChFC

1991 Bobb A. Meckenstock, CLU, MBA

1992 Gary R. Sitzmann, CLU

1993 Bruce W. Etherington, CLU, CH.F.C.

1994 Frank A. Creaghan, CLU

1995 William H. Dodd, CLU

1996 Dermot T. Healey Sr., CLU, ChFC

1997 Thomas S. Rogers Jr., CLU

1998 Peter A. Sullivan, CLU

1999 John M. Nicola, CLU, CH.F.C.

2000 Garry Avis, FLUA

2001 Michael L. Weintraub, CLU

2002 Andrew C. Lord, CLU, ChFC

2003 Marc A. Silverman, CLU, ChFC

2004 Douglas R. Peete, ChFC

2005 Jennifer A. Borislow, CLU

2006 Alphonso B. Franco, RHU, RCIS

2007 Mark J. Hanna, CLU, ChFC

2008 Mark Dorfman, CLU, ChFC

2009 Michelle L. Hoesly, CLU, ChFC

2010 W. Luther Pierce IV, CLU

2011 Ralph Antolino Jr., J.D., CLU

2012 Randy L. Scritchfield, CFP, LUTCF

2013 E. Dennis Zahrbock, CLU, CFP

2014 Jason J. Dudum, LUTCF

2015 Dale W. Martin, CLU, ChFC

Top of the Table Past Chairs

Honored MembersH

onor

ed M

embe

rs

30

David J. Downey, CLUChampaign, Illinois, USA

Edward S. Felsenthal, CLUMemphis, Tennessee, USA

Robert D. HallSunnyside, Washington, USA

Thomas I. Hull, CLUToronto, Ontario, Canada

Barton L. KaufmanCarmel, Indiana, USA

William H. Koptis, CLUCleveland, Ohio, USA

Leon L. Levy, CLU, RHUPhiladelphia, Pennsylvania, USA

Thomas P. McQuillan, CLU, CFPToronto, Ontario, Canada

Norman A. Pappas, CLU, ChFCFarmington Hills, Michigan, USA

Arnold J. PriceLos Angeles, California, USA

Rick Thomas, CLUTampa, Florida, USA

John Yaissle, CLU, ChFCAllentown, Pennsylvania, USA

2017 MDRT Executive Committee 40-Year Top of the Table MembersCongratulations to the following 2016 members who

have been members of the Top of the Table every

year since its inception in 1977.

Mark J. Hanna, CLU, ChFC PresidentConcord, California, USA

Brian D. Heckert, CLU, ChFC Immediate Past PresidentNashville, Illinois, USA

James D. Pittman, CLU, CFP First Vice PresidentPortland, Oregon, USA

Ross Vanderwolf, CFP Second Vice PresidentFortitude Valley, Queensland, Australia

Regina Bedoya, CLU, ChFC SecretaryJuno Beach, Florida, USA

General Inform

ation

31

Attire Attendees are encouraged to wear casual and comfortable clothing to the sessions

and events. Neckties and similar clothing are not required, but feel free to wear what

makes you comfortable. The evening calls for dresses or suits for women, sport shirts

for men. Some of the finer restaurants require men to wear a sport coat or blazer. A

light jacket will be comfortable in the cool evenings as well as in the air-conditioned

meeting rooms of the hotel. Attire for the Welcome Event is casual, and the event

takes place outdoors (weather permitting). Attire for the Dinner Dance is semi-formal.

Men will be comfortable in a sport coat or suit, and ladies in a cocktail dress.

Continuing Education Credit

The 2016 Top of the Table Annual Meeting does not offer continuing education (CE)

credit.

Children The Top of the Table Advisory Board has determined that, although children under the

age of 21 may be present at the meeting site, they will not be permitted to attend any

of the meeting sessions or social functions. Meals, activities, etc., for your children will be

at your own expense. Children under the age of 21, parents, business associates or friends

of the attendee may not attend as a spouse. Please visit the hotel concierge to find out

about child care offered by the hotel.

ConneXion Zone Stop by the ConneXion Zone for the most up-to-date industry information, to view

the latest products and services available, and to seize valuable educational

opportunities. Grab a snack and a beverage while you peruse the room, where

you can engage in discussions with those who know these products better than

anyone else.

Consent for Use of Photographic Images and Activity Waiver

Registration and attendance at or participation in MDRT meetings or other activities

constitutes an agreement by the registrant to MDRT’s or its licensees’ use and

distribution (both now and in the future) of the registrant’s or attendee’s image and

voice in photographs, videos, electronic reproductions and audio recordings of such

events or activities.

By registering for this meeting, you acknowledge that participation at the meeting

and in all related activities are voluntary and optional, and that participation in any

of these events are at your own risk. You agree to hold MDRT harmless from any claims,

costs or expenses arising from any injury as a result of any person included in your

registration fee.

General InformationG

ener

al In

form

atio

n

32

Follow Us on Twitter

MDRT (@MDRtweet) is tweeting live at this event, and we want you to join us. Follow

#MDRT2016 when you tweet about the Top of the Table Annual Meeting.

If you don’t have a Twitter account and need help setting one up, look for members

wearing the “MDRT Tweet Team” ribbon. They will be happy to assist you and show

you how to join, search, start and follow conversations. Want to join the Tweet Team?

Stop by the Registration Desk to pick up a ribbon.

Electronic Handouts

Handouts will be available as PDFs at mdrt.org/2016tot in September, and on the

MDRT Event Guide app. Attendees can download, save and print all handouts.

The handout material will remain posted until October 2016. If you prefer having

a hard copy of the handout materials while attending the sessions, it is strongly

recommended that you print these handouts before you leave for the meeting and

take them with you to Quebec to prevent paying on-site printing charges.

Electronics Audio and video recordings, streaming, Periscope and photography are prohibited

in ALL sessions, including Main Platform. To avoid any disturbances to the speakers

and other attendees, please ensure all sound-emitting electronic devices are either

turned off or set to silent mode during the sessions.

Instant Annual Meeting Recordings

Instant audio recordings of most sessions are available for purchase at the Mobiltape

booth, located in Verchères, just outside the Salle de Bal. After the meeting, the Main

Platform recordings will be available through the Resource Zone on mdrt.org and

available for purchase in MDRT’s online store at mdrtstore.org.

Local Transportation

Plan ahead for transportation if you’re leaving the hotel. REQUEST YOUR MODE OF

TRANSPORTATION IN ADVANCE FOR THE OPEN EVENING ON THURSDAY. Metered taxi

service is available at the valet station or concierge desk and be sure to call ahead to

arrange. Town car or shuttle service can also be arranged through the concierge.

Look for restaurant

advice

Meet members who have the same

interests as you

Post pictures taken with your

smartphone

Connect with speakers and ask

questions

With Twitter, you can

33

Mobile Device Apps

Tired of paper? Go digital with the MDRT Event Guide app. Get information, maps

and connect on the go with this meeting app, available for download for Apple and

Android devices.

Name Badges Your name badge must be worn for all meetings and Top of the Table-sponsored

social functions. It is your admission ticket to all sessions as well. Green badges identify

first-time attendees. Blue badges identify returning member attendees. Purple

badges identify spouses.

Networking Breakfasts and Lunches

Start your day with a hot breakfast buffet, coffee and plenty of opportunities to

network with sponsors and your peers on Thursday, Friday and Saturday. On Thursday

and Friday, continue the conversation over a luncheon buffet. This is a perfect

opportunity to share ideas and catch up with friends.


Thursday evening is free for you to enjoy dinner with friends. There are a variety of area

restaurants that are popular destinations to choose from. We encourage you to make

your reservations on-site. Visit the Quebec City Destination Representative table

located next to registration where a local expert can help you select and reserve

space during your stay. Hours are Wednesday from 1 to 6:30 p.m. and Thursday,

10 a.m. to 3 p.m.

Statement for Antitrust

There shall be no negative discussion of commercial companies or products. There

shall be no discussion or activity for the purpose of any legal compliance preventing

any person or persons from gaining access to any market or customer for goods or

services, nor any agreement or understanding to refrain from purchasing or using

any material, equipment, services or supplies. There shall be no discussion or activity

that may be construed as forestalling or limiting research and development. We, of

course, expect your consideration and full compliance with these guidelines, both

while in attendance at this meeting and at all times in your business.

Wi-Fi – Sponsored by Allianz

Complimentary wireless Internet service has been sponsored by Allianz is available to

all meeting attendees in the ConneXion Zone, Focus Session rooms and Main Platform

room from Wednesday through Saturday.

Wireless Network: TOT2016

Group Name: TOT2016

Access Code: Allianz

General Information

34

mdrtfoundation.org

FROM HOMELESS TO HOPEFUL.

Bring personal care items for a collection drive benefiting youth at

Covenant House. On Friday morning from 7 to 8 a.m., join fellow

MDRT members and spouses in the Salon Rose room to fill bags with

these items.

VOLUNTEERS NEEDED

�e MDRT Foundation is proud to partner with Covenant House, an international charitable organization serving young adults who are homeless. Since 1972, Covenant House has provided food, shelter, life skills, job training and compassion for youth who have nowhere else to go.

Help us raise funds to support programs that create hope for youth in need. Donate USD 200 or more at the MDRT Foundation Booth.

ConneX

ion Zone

Wednesday, September 21 1–5 p.m.

Thursday, September 22 7–8:30 a.m.

10:15–10:45 a.m.

12–1:30 p.m.

2:30–3 p.m.

Friday, September 23 7–8:30 a.m.

10:15–10:40 a.m.

12–1:30 p.m.

2:30–3 p.m.

ConneXion Zone

ConneXion Zone Hours

Entrance

Entrance

Entrance

MDRT StoreMDRT Foundation

8

12

9

13

10

14

11

15

16 17 18 19

1 2 3 4 5 6 7

Con

neX

ion

Zone

20

36

AgencyONE ConneXion Spot #17

Allianz ConneXion Spot #12 Wi-Fi

Ash Brokerage ConneXion Spot #5

Clarity 2 Prosperity Mastermind Group ConneXion Spot # 8 Ten X Talk at the Top

Columbus Life Insurance Company ConneXion Spot #7

Coventry ConneXion Spot #3

Financial Independence Group ConneXion Spot #4

First Heartland ConneXion Spot #20

Hanleigh ConneXion Spot #18

John Hancock Insurance ConneXion Spot #13

Life Insurance Settlements ConneXion Spot #16

LifePro Financial Services ConneXion Spot #1 Spotlight Session and Ten X Talk at the Top

M3 Financial ConneXion Spot #19

Ohio National Financial Services ConneXion Spot #2

Partners Advantage Insurance Services ConneXion Spot #14 Ten X Talk at the Top

Prudential Financial ConneXion Spot #10 Ten X Talk at the Top

S&P Dow Jones Indices ConneXion Spot #15

Sagicor Life Insurance Company ConneXion Spot #11

Strategic Coach ConneXion Spot #6

Woodbury Financial ConneXion Spot #9

2016 SponsorsADDITIONAL SPONSORSHIP

The MDRT Foundation and MDRT Store are also located in the ConneXion Zone.

37

SponsorsThank you to the following companies for their continued sponsorship at the 2016 Top of the Table Annual Meeting.

AgencyONE, a boutique BGA in Bethesda, Maryland, offers its clients superior

medical and financial underwriting and advances planning expertise. With a stellar

reputation in the MGA marketplace and significant carrier relationships, AgencyONE

provides outstanding service and support to ensure the successful placement of life

insurance annuities.

Edward Leisher, CLU | PartnerAGENCYONE | 11200 ROCKVILLE PIKE, #500 | ROCKVILLE, MD 20852, USA | 301.803.7504 | AGENCYONE.NET

Allianz Life Insurance Company of North America, one of Fortune’s 100 Best

Companies to Work For in 2015, has been keeping its promises since 1896. Today,

it carries on that tradition, helping Americans achieve their retirement income

and protection goals with a variety of annuities and life insurance products.

Jason Wellmann | Senior Vice President Life Distribution ALLIANZ | 5701 GOLDEN HILLS DRIVE | MINNEAPOLIS, MN 55416, USA | 763.765.5333 | ALLIANZLIFE.COM

Ash Brokerage offers a single source of expertise, technical infrastructure and

administrative support to take its advisors’ practices to the next level. We honor

the impact of everything we do, which means we go to great lengths to ensure

the solutions we place are the best for your clients.

Bob Klein | Executive Vice PresidentASH BROKERAGE | 888 S. HARRISON STREET, SUITE 900 | FORT WAYNE, IN 46802, USA | 800.589.3000 |

ASHBROKERAGE.COM

Clarity 2 Prosperity Mastermind Group and Prosperity Capital Advisors are financial

planning organizations founded by accomplished advisors, coaches and industry

leaders. They consistently package proven business building strategies into all-

inclusive processes to include on their innovative e-learning platform. They partner

with like-minded advisors to build efficient businesses with multiple streams of income.

David Alison | Chief Marketing O³cer CLARITY 2 PROSPERITY | 25651 DETROIT ROAD, SUITE 210 | WESTLAKE, OH 41145, USA | 888.240.1923 |

CLARITY2PROSPERITY.COM

Columbus Life offers universal life and term life products along with single premium

fixed annuities. Within the UI product line, Columbus Life offers NLG, index, traditional

and second-to-die policies. The term product line includes 10-, 15-, 20- and 30-year

terms. Living benefits are available on both universal life and term products as well.

Chuck Maines | PGA Recruiting Coordinator COLUMBUS LIFE INSURANCE COMPANY | 400 EAST BROADWAY STREET | CINCINNATI, OH 45202, USA |

513.361.6732 | COLUMBUSLIFE .COM

TEN X TALK AT THE TOP SPONSOR

WI-FI SPONSOR

38

For more than 30 years, Coventry has been redefining insurance. We created the

secondary market, providing consumers with USD 3.5 billion for their unneeded

policies. And we are changing the way people think about life insurance, making

it more powerful, more flexible and more valuable.

Peter Hershon, CLU | Senior Vice President, Account ServicesCOVENTRY | 7111 VALLEY GREEN ROAD| FORT WASHINGTON, PA 19034, USA | 877.836.8300 |

COVENTRY.COM

Financial Independence Group (FIG), founded in 1976 by William H. Cain, has

been providing superior insurance products and service to independent agents,

general agents and brokers nationwide for 40 years. As an independently owned

and operated full-service marketing organization, FIG represents the industry’s top

insurance carriers who provide premier annuity, life and long-term care products.

FIG has a passion for assisting the independent financial advisor and insurance

professional to grow their business. They do this through innovative marketing

systems and effective practice management.

Jim Cooper | Chief Marketing O³cer FINANCIAL INDEPENDENCE GROUP | 19520 WEST CATAWBA AVENUE, SUITE 200 | CORNELIUS, NC 28031, USA |

704.439.2378 | F IGMARKETING.COM

First Heartland is an independently owned broker dealer, brokerage general

agency and registered investment advisory. FHC is continuously focused on

relationships and the changing needs of financial professionals, offering the product

variety and services that others are unable to provide due to their ownership or

ties to large companies.

David Ho¤ | PresidentFIRST HEARTLAND CAPITAL | 1839 LAKE ST LOUIS BOULEVARD | LAKE ST LOUIS, MO 63367, USA |

636.625.0900 | [email protected]

Hanleigh provides high-limit disability income protection for elite corporate,

entertainment and sports risks. For more than 30 years, Hanleigh’s reputation has

been unmatched as innovators of products such as GSI and key person coverage.

Hanleigh team members are industry experts who meet the needs of your clients

through innovative solutions.

Bryan Musa, Vice President, Sales and Marketing50 TICE BOULEVARD, SUITE 122 | WOODCLIFF LAKE, NJ 07677, USA | 413.364.6917 |

[email protected]

39

SponsorsJohn Hancock Insurance empowers people to feel confident about the future by

providing innovative solutions that protect their loved ones, while enhancing their

health, wealth and financial well-being. With more than 150 years of delivering on

our promises, and backed by a company with strong financial ratings, John Hancock

offers a diverse range of products, including our industry-first John Hancock Vitality

life insurance solutions that reward people for healthy living, along with term, universal

life, indexed UL, variable universal life and long-term care insurance.

Anne Marie Sacco | National Account Director JOHN HANCOCK INSURANCE | 197 CLARENDON STREET | BOSTON, MA 02116, USA | 617.572 .4343 |

JOHNHANCOCK.COM

Over the past 24 years, Life Insurance Settlements Inc. (LIS) has become synonymous

with success in the life settlement industry. Our leverage, experience and presence

are unmatched in the settlement industry. LIS is a broker that will present your cases to

the most qualified institutional buyers in the marketplace and negotiate the highest

offer, bar none, on behalf of you and your client.

Mark A. Mrky | Managing PartnerLIFE INSURANCE SETTLEMENTS | 1500 W. CYPRESS CREEK ROAD | FORT LAUDERDALE, FL 33309, USA |

866.326.5433 | LISETTLEMENTS.COM

TM

LifePro Financial Services, Inc. is the premier distributor of life, annuity, long-term care

and securities-based insurance products, partnering with the top five percent of all

financial advisors. Fostering a community where independent does not mean alone,

LifePro provides 24-hour support, cutting edge sales strategies and systems, premier

industry education, top valued products, underwriting expertise, competitive industry

commission and unmatched bonus opportunities.

Ben Nevejans | PresidentLIFEPRO FINANCIAL SERVICES, INC. | 11512 EL CAMINO REAL, SUITE 100 | SAN DIEGO, CA 92130, USA |

858.793.5999 | LIFEPRO.COM

Financial

M3 Financial brings a wealth of experience and history to the table. In the brief period

since our inception in 2007, we have aligned with over 75 independent brokerage

agencies and broker dealers, with a single goal of helping grow their fixed annuity

business. With that focus in mind, we have grown from a fledgling company to a

billion dollar annuity operation in seven years. In addition, our team has experience

in virtually every aspect of the business, from sales and marketing to product design.

Jarrod Fisher | National Sales DirectorM3 FINANCIAL | 427 NAUBUC AVENUE, SUITE 102 | GLASTONBURY, CT 06033, USA | 800.308.5555 |

M3FINANCIAL .NYC

SPOTLIGHT SESSION AND TEN X TALK AT THE TOP SPONSOR

40

The Million Dollar Round Table Foundation is the charitable organization of the

Round Table. The MDRT Foundation’s global grant programs are a meaningful benefit

that allow you to maximize your social impact in your own community and around

the globe. To date, the MDRT Foundation has awarded more than USD 30 million to

support member-endorsed charitable programs that serve children and adults in

need worldwide.

Michele Stau¤ | Executive DirectorMDRT FOUNDATION | 325 WEST TOUHY AVENUE | PARK RIDGE, IL 60068, USA | 847.692 .6378 |

MDRTFOUNDATION.ORG

Performance. Leadership. Initiative. These are qualities that distinguish MDRT

members — and the qualities to which we aspire when we select products to help

our members continue to meet the challenges of the value-added marketplace.

MDRT’s dynamic e-commerce website is home to our entire catalog. Stop by the

MDRT Store, located in Salon Frontenac, for the latest products.

Shawn Boothe | Client Service ManagerMILLION DOLLAR ROUND TABLE | 325 WEST TOUHY AVENUE | PARK RIDGE, IL 60068, USA | 847.692 .6378 |

MDRTSTORE.ORG

Tracing its corporate origins to 1909, Ohio National markets a variety of insurance and

financial products through more than 50,000 representatives in 49 states (all except

New York), the District of Columbia, Puerto Rico and through affiliated operations in

South America. Additional subsidiaries operate in New York and Connecticut.

John DelPozza, CLU, LUTCF | Senior Vice President, PGA DistributionOHIO NATIONAL F INANCIAL SERVICES | ONE F INANCIAL WAY | CINCINNATI, OH 45242, USA | 513.794.6168 |

OHIONATIONAL .COM

Partners Advantage Insurance Services is one of the largest national insurance

marketing organizations in the country. It is our business to know your business, and

we do. In marketing, technology, selling systems, suitability and compliance, we

serve the need of professionals like you and offer compelling reasons to do

business together.

Charles Gipple, CLU, ChFC | Senior Vice President of SalesPARTNERS ADVANTAGE INSURANCE SERVICES | 4204 RIVERWALK PARKWAY, SUITE 300 | RIVERSIDE, CA 92505, USA |

951.977.2600 | PARTNERSADVANTAGE.COM


41

SponsorsWe help our business partners thrive by offering dynamic underwriting, enduring

value and customized life insurance solutions. With Prudential’s robust support

architecture and direct, personal support, you get access to the concepts, materials,

industry-leading service and people who can help your business thrive.

Kevin Brayton | Vice President, Independent Sales and Distribution PRUDENTIAL | 213 WASHINGTON STREET | NEWARK, NJ 07102, USA | 973.802 .3191 | PRUDENTIAL .COM

S&P Dow Jones Indices is the leading index provider for indexed-linked life and

annuity products. It’s home to iconic financial market indicators S&P 500 and Dow

Jones Industrial Average, and more than 90 percent of indexed-linked insurance

offerings use crediting methods linked to S&P Indices.

Alan Grissom | Global Head of Insurance, Vice President, Channel ManagementS&P DOW JONES INDICES | 55 WATER STREET| NEW YORK, NY 10041, USA | 212 .438.3553 | SPDJI .COM

Sagicor Life Insurance Company is a full-service life insurance company that

helps clients make wise financial decisions today to ensure that they’re taken care

of tomorrow. Licensed in 45 states and the District of Columbia, Sagicor is rated

“A-” (Excellent) and is a wholly-owned subsidiary of Sagicor Financial Corporation,

founded in 1840.

Sean Shotzberger | Regional Sales ManagerSAGICOR LIFE INSURANCE COMPANY | 4343 N. SCOTTSDALE ROAD, SUITE 300 | SCOTTSDALE, AZ 85251, USA |

888.724.4267 | SAGICOR.COM

The Strategic Coach offers focusing programs for successful and highly motivated

business owners. Currently, over 3,500 business owners from more than 60 industries

worldwide attend Strategic Coach programs. Participants meet every 90 days

to learn concepts and tools they can use to achieve greater freedom, simplicity,

balance, focus and confidence in every area of their lives.

Dan Sullivan | Founder and Creator of Strategic Coach ProgramSTRATEGIC COACH | 33 FRASER AVENUE, SUITE 201 | TORONTO, ONTARIO, M6K 3J9, CANADA | 416.583.7185 |

STRATEGICCOACH.COM

Woodbury Financial is an advisor-focused broker-dealer that shares your people-

first approach to financial planning and insurance solutions. As a part of Advisor

Group, we’re able to offer the resources of a larger broker-dealer, yet we operate

independently, which allows us to maintain the rich culture and close relationships

of a small firm.

Holly Maier | Assistant DirectorWOODBURY F INANCIAL | 7755 3RD STREET NORTH | OAKDALE, MN 55128, USA| 651.702 .1770 |

JOINWOODBURY.COM

It is the intention of MDRT/Top of the Table, through its sponsors, to provide members with access to products and services which are useful and enhance the quality of business. However, MDRT/Top of the Table does not recommend or guarantee the quality or value of the products or services offered by the sponsors.


42

Speakers

SpeakersMitch Anthony is the founder and president of Advisor Insights and the Financial Life

Planning Institute. For more than a decade, Anthony and his team have provided

training and development for both individual advisors and major organizations. He is

a contributing editor for Research magazine and his column “Financial Life Planning”

appears in Financial Advisor magazine. His radio feature, “The Daily Dose,” is heard

daily on 100 radio stations nationwide. Anthony is the author of several books for

advisors and consumers, including “Storyselling for Financial Advisors,” “The New

Retirementality” and “Selling with Emotional Intelligence.”

EAGLES TALENT SPEAKERS BUREAU

57 WEST SOUTH ORANGE AVENUE

SOUTH ORANGE, NJ 07079 USA

PHONE: 973.313.9800

EMAIL: [email protected]

William Beynon is CEO and co-founder of Capital Wealth Advisors and vice

chairman and partner of Fundamental Global. Beynon is dedicated to building client

relationships marked by communication, commitment and a keen ability to clarify

complex decisions. Beynon’s career has spanned more than 20 years. Throughout

that time, he has worked with many of the nation’s largest families. Benyon leads

a team of more than 30 professionals focused on assisting families with their asset

management and estate planning. Prior to founding CWA, Beynon served as partner

of First Financial Resources in Naples, Florida, and director of estate planning at

Creative Asset Services in Pittsburgh, Pennsylvania.

CAPITAL WEALTH ADVISORS

9045 STRADA STELL COURT, SUITE 106

NAPLES, FL 34109 USA

PHONE: 239.434.7434


Jennifer A. Borislow, CLU, is a Past President of MDRT and the founding principal

of Borislow Insurance (BI). A 28-year MDRT member with one Court of the Table and

18 Top of the Table honors, she is a nationally recognized expert, author, speaker

and thought leader on employee benefits, insurance and related business strategies.

As the CEO and strategic coach of the organization, Borislow focuses her energy on

helping the agency create a unique experience for clients. For more than 34 years,

Borislow has helped business owners and executives develop a clear, forward-looking

strategic vision for their organizations that leverages employee benefits, risk

management and much more.

BORISLOW INSURANCE AGENCY

ONE GRIFFIN BROOK DRIVE

METHUEN, MA 01844 USA

PHONE: 978.689.8200


kers

44

Dr. Travis Bradberry is the award-winning co-author of “Emotional Intelligence

2.0” and the co-founder of TalentSmart, the world’s leading provider of emotional

intelligence tests and training, serving more than 75 percent of Fortune 500

companies. His bestselling books have been translated into 25 languages and are

available in more than 150 countries. Dr. Bradberry is a LinkedIn Influencer and a

regular contributor to Forbes, Inc., Entrepreneur, the World Economic Forum and the

Huffington Post. He has written for or been covered by Newsweek, Time, BusinessWeek,

Fortune, the Wall Street Journal, the Washington Post and Harvard Business Review.

WASHINGTON SPEAKERS BUREAU

1663 PRINCE STREET

ALEXANDRIA, VA 22314 USA

PHONE: 703.236.4181


Julia R. Cheng, CFP, MBA, is a 22-year MDRT member with one Court of the Table and

nine Top of the Table qualifications. The principal of Julia Cheng Wealth Management

and Estate Planning Inc., she received the Management Achievement Award from

GAMA International from 2002 to 2004 and was a featured speaker at the national

conference for the American Business Women’s Association. She is an advisor to the

board of the Asian Heritage Society. Her education includes an executive program in

retirement planning from the Wharton School of the University of Pennsylvania and an

MBA in finance from San Diego State University.

JULIA CHENG WMEP, INC.

PO BOX 881615

SAN DIEGO, CA 92168 USA

PHONE: 858.505.8889


Je¤ Crilley spent 25 years in TV news reporting in cities across the U.S. He’s made

hundreds of national news appearances, including on CNN, Fox News, Discovery

Channel, “Good Morning America” and “The CBS Early Show.” He was recognized

by his peers with dozens of national and regional awards, including an Emmy,

the National Headliners Award, the Edward R. Murrow Award and the Thurgood

Marshall Award. In 2004, he was named “best reporter in the state” by the Texas

Associated Press.

REAL NEWS PUBLIC RELATIONS

5420 LYNDON B. JOHNSON FREEWAY, #515

DALLAS, TX 75240 USA

PHONE: 972 .515.7402


45

SpeakersManley Feinberg is a bestselling author and award-winning international keynote

speaker. Leveraging more than 20 years of business, professional speaking and

adventure experience, he helps teams build breakthrough mindsets to reach their

next summit. As a result of his work, people have more focus, courage, commitment

and momentum. Feinberg’s 11 years of leadership influence contributed to a

workplace culture that landed Build-A-Bear Workshop on the Fortune 100 “Best

Companies to Work For” list four years in a row.

VERTICAL LESSONS INC.

816 ALDAN DRIVE

SAINT LOUIS, MO 63132 USA

PHONE: 314.724.3443

Mark S. Gaunya, GBA, LIA, is a 10-year MDRT member with one Court of the Table and

nine Top of the Table qualifications. He is a co-owner and the chief innovation officer

of Borislow Insurance (BI). Located in the greater Boston area, BI is highly regarded

as a leading employee benefits brokerage and consulting firm serving more than

350 corporate and 2,000 individual clients in 35 states across the country. BI has been

recognized by the Boston Business Journal as one of the best and healthiest places to

work in Massachusetts.

BORISLOW INSURANCE AGENCY

ONE GRIFFIN BROOK DRIVE

METHUEN, MA 01844 USA

PHONE: 978.689.8200


Simon Gibson is a 17-year MDRT member with four Court of the Table and 10 Top of

the Table honors. He is a co-founder of a charitable trust established for the benefit of

children and young people in his area, and is a passionate supporter of Alzheimer’s

Research UK. He has spoken for MDRT around the world, and loves to promote

financial services as a profession. Gibson specializes in advising wealthy clients on

their financial planning and asset management needs. Gibson emceed the 2007

Top of the Table Annual Meeting to great acclaim, and also spoke at 2014’s meeting.

He is the author of the Amazon best-seller “A Joke A Day,” with all proceeds going to

Alzheimer’s Research UK.

MATTIOLI WOODS

CHEVELEY HOUSE, FORDHAM ROAD

NEWMARKET CB8 7XN

ENGLAND, UK

PHONE: 44.163.856.4230

EMAIL: SGIBSONMDRT@GMAIL .COM

46

Clay Gillespie, CFP, CIM, is a 15-year MDRT member with one Court of the Table and

12 Top of the Table qualifications. He is a financial advisor, portfolio manager and

managing director with Rogers Group Financial and has been with the firm since

1992, specializing in retirement income planning and the associated estate planning

issues. Gillespie also contributes to a number of Canadian newspapers and financial

journals on the subjects of estate, financial, retirement and investment planning. He is

the author of “Create the Retirement You Really Want.”

ROGERS GROUP F INANCIAL

1701 WEST BROADWAY

VANCOUVER, BC, V6J 1Y3 CANADA

PHONE: 604.732 .6551


Charles Gipple, CLU, ChFC, is a specialist in index products, financial markets,

financial legislation, behavioral finance and the positioning of insurance products.

He is well-known in the industry as a keynote speaker on these topics. As an index

product thought leader, Gipple regularly authors articles about index universal

life insurance and index annuity products. His expertise has been featured in

LifeHealthPro, InvestmentNews, Financial Advisor magazine, Life Insurance Selling

and numerous other media outlets. He has also made appearances on thestreet.com

and AM Best TV. Gipple joined Partners Advantage in 2015 as senior vice president of

sales and marketing. He manages all sales, marketing, recruiting, agent training and

sales support activities across all company segments.

PARTNERS ADVANTAGE INSURANCE SERVICES

4204 RIVERWALK PARKWAY, SUITE 300

RIVERSIDE, CA 92505 USA

PHONE: 888.251.5525


Jason Hewlett has appeared at more than 2,000 events and venues in the last

decade as one of the country’s premier corporate event headliners. He has

performed in every major casino in Las Vegas, appeared on the nationally televised

Jerry Lewis MDA Telethon and received the “Best of State Entertainment Award” in

his home state of Utah multiple times. Hewlett began his career with the Las Vegas

“Legends in Concert” and has been a member of the National Speakers Association

since 2003. His show is a combination of comedy, music, parody and over-the-top

hilarious impressions, received with standing ovations from audiences worldwide.

JASON HEWLETT ENTERTAINMENT

PO BOX 95774

SOUTH JORDAN, UT 84095 USA

PHONE: 801.674.3668


47

SpeakersMichelle L. Hoesly, CLU, ChFC, is a 37-year MDRT member with 13 Top of the Table

qualifications. She is a Past Chair of Top of the Table, a Past President of MDRT, and

the owner and principal of Resource 1 Inc., a registered investment advisory firm.

Her continuing goal is to provide superior service and appropriate cost effective risk

control solutions for select employers and their employees. Additionally, Hoesly is

Series 7 licensed as a registered representative through Ceros Financial Services Inc.

A respected speaker both nationally and internationally, Hoesly has been quoted

on financial issues by such publications as the Wall Street Journal, the Financial Times

and Kiplinger’s.

RESOURCE 1 INC.

370 WORLD TRADE CENTER

NORFOLK, VA 23510 USA

PHONE: 757.616.0600


Charles D. Hollander Jr. is founder of Red Flag Advantage, a revolutionary

performance-based consulting and training firm. An industry insider, he knows what

it takes to challenge and inspire change in growth-minded individuals and sales

organizations. One of the industry’s top producers for decades, Hollander is a past

president and chairman on the board of one of the industry’s most elite member

organizations, The Forum 400. He is also a certified Blue Ocean Strategy consultant —

one of the very few in North America.

Red Flag20343 N. HAYDEN ROAD, SUITE 105-19

SCOTTSDALE, AZ 85255 USA

PHONE: 480.789.0637


Christopher Jacob, CFP, is a 13-year MDRT member with three Court of the Table and

six Top of the Table honors. In 2005, Jacob founded Cadeau with the goal of helping

high-net-worth individuals and families with their unique financial needs. After reading

the book “The On-Purpose Person,” Jacob was inspired to fulfil his purpose in life: serving

others by cultivating financial freedom. Armed with this purpose, as well as his passion

and natural inclination for finance, he entered the financial services industry in 1984.

Over the course of his career, Jacob has conducted more than 400 presentations

across the country on a variety of financial services topics, such as legacy planning and

family wealth preservation. He works closely with attorneys, charitable advisors and

CPAs to help his clients plan for their future in a tax-efficient way.

JACOB FINANCIAL SERVICES

425 S WOODS MILL , SUITE 290

TOWN COUNTRY, MO 63017 USA

PHONE: 314.579.9180

EMAIL: CJACOB@CADEAUSTL .COM

48

Daymond John is an entrepreneur in every sense of the word. John has come a long

way from taking out a USD 100,000 mortgage on his mother’s house and moving

his operation into the basement. CEO and founder of FUBU, a much-celebrated

global lifestyle brand, he is a pioneer in the fashion industry with over USD 6 billion in

product sales. John has received more than 35 awards, including the Brandweek

Marketer of the Year, the Advertising Age Marketing 1000 Award for Outstanding Ad

Campaign and Ernst & Young’s Master of Excellence Award. In 2015, John was named

a Presidential Ambassador for Global Entrepreneurship by the White House. John is

the author of three bestselling books, “Display of Power,” “The Brand Within” and New

York Times best-seller “The Power of Broke,” released in January 2016.




PHONE: 973.313.9800


Sandra Joseph is an author, speaker and living Broadway legend who is best known

for her record-breaking run in “The Phantom of the Opera.” Sandra starred as leading

lady Christine Daaé for 10 years and more than 1,500 performances — longer than

any other actress in Broadway history. She has been seen on “The Oprah Winfrey

Show,” CNN, “The Today Show,” “Dateline,” “The View” and many other national

broadcasts. Joseph is co-author of the audio learning program “Your Creative Soul:

Expressing Your Authentic Voice” with five-time New York Times-bestselling author

Caroline Myss.

LEADERSHIP INC.

10787 CAMINITO BRAVURA


PHONE: 303.946.0469

EMAIL: J [email protected]

Brian H. Langford, CFP, CRPC, is a three-year MDRT member with three Top of the

Table honors. Starting as an assistant 15 years ago, he is now a partner and financial

advisor at Verus Wealth Advisors, a firm specializing in retirement income, estate

planning and tax diversification strategies through comprehensive financial planning.

In addition to leading families through the process of creating their own desired

outcomes, Langford provides expertise in insurance and annuity solutions for all

members of the firm. Other accolades include being named a D magazine five star

wealth manager from 2012 to 2016.

VERUS WEALTH ADVISORS

2435 N. CENTRAL EXPRESSWAY, SUITE 870

RICHARDSON, TX 75080 USA

PHONE: 972 .398.8599


49

SpeakersChris Leach, Dip PFS, is a 38-year MDRT member with 12 Court of the Table and

12 Top of the Table honors. She joined the financial services industry not long after

leaving higher education and spent 12 years as agent for a life office before setting

up her own independent financial services company. She specializes in bespoke

financial planning and has a team comprising seven support staff and two advisors.

Leach has spoken at four MDRT Annual Meetings. Her practical, no-nonsense

approach means she is never short of new clients. She believes that clients do not

buy products; they buy creativity and peace of mind.

CHRIS LEACH & ASSOCIATES LTD

TELYNFA MAIN ROAD

GWAELOD-Y-GARTH

CARDIFF CF15 9HJ, WALES UK

PHONE: 44.2920.814.070


Jonathan D.W. Lewis is a 10-year MDRT member with one Court of the Table and three

Top of the Table qualifications. Lewis earned a Bachelor of Commerce with a major in

finance from Saint Mary’s University and began his distinguished career as a financial

advisor in 1999 following multiple endeavors, including owning his own landscaping

company and becoming a lieutenant in the Canadian military. He founded Eastport

Financial Group in 2004. As a financial advisor, Lewis continuously challenges his

clients to grow financially, professionally and personally. He brings his own unique

energy to every meeting and prides himself on being as committed to his clients’

success as they are.

EASTPORT F INANCIAL GROUP INC.

PO BOX 270

3 EDGEWATER STREET

MAHONE BAY, NS, B0J 2E0 CANADA

PHONE: 902 .531.5433

EMAIL: JLEWIS@EASTPORTFINANCIAL .COM

Guy Munro Mankey is a 14-year MDRT member with two Court of the Table and six

Top of the Table honors. He is managing director of Pax Financial Group and an

expert in insurance and estate planning. Since starting as an insurance advisor in

1979, Mankey has achieved numerous honors and milestones, including accepting his

dealer group’s national Adviser of the Year and Practice of Year awards. Mankey is a

respected industry speaker, having presented “out of the box” ideas to various groups

throughout Australia and internationally on topics such as insurance, estate planning

and business development.

PAX FINANCIAL GROUP

7/44 MILLER STREET

NORTH SYDNEY, NSW 2 060 AUSTRALIA

PHONE: 61.2 .99550411


50

Vikram Mansharamani first gained widespread attention in 2011 with his book

“Boombustology: Spotting Financial Bubbles Before They Burst.” Since then, he’s

gone on to show others how to use his multi-lens approach to manage risk, navigate

uncertainty and peer into the future on crucial areas like China, the global economy,

Africa, housing, investing, financial cycles, energy and much more. Mansharamani

believes the future doesn’t have to surprise us — and it won’t if we adopt a generalist’s

mindset. As we encounter information that seems irrelevant, generalists try to

connect the dots. Mansharamani is a global equity investor with more than 20 years’

experience investing in public and private markets.




PHONE: 973.313.9800


Paul S. McCready, RFC, CFP, is a 30-year MDRT member with three Court of the Table

and 22 Top of the Table qualifications and founder and president of Counsel Wealth

Management Inc., an SEC-registered investment advisory firm. McCready has

been licensed to sell life and health insurance continuously since 1981. A FINRA Series

6, 7, 24 and 63 license holder, he is a member of the National Association of Insurance

and Financial Advisors, the Financial Planning Association and the International

Association of Registered Financial Consultants. McCready is also founder and

president of Inspire to Impact.

COUNSEL WEALTH MANAGEMENT INC.

6 PINE TREE DRIVE, SUITE 100

ST. PAUL, MN, 55112 USA

PHONE: 651.639.8707


Alison Murdock is a four-year MDRT member with four Top of the Table qualifications.

As a teen, she worked as a waitress, Mary Kay salesperson, model, ski racer and office

manager in her father’s insurance business while finishing her college degree from the

University of Utah, where she majored in political science and history. She decided

to tackle the insurance industry in 1999, starting with Stanworth Burgess & Associates.

In 2004, she started working full time for The Burgess Group, focusing on insurance

solutions for the ultra-wealthy. She now runs the Latin American division of that group

and handles cases across the U.S.

THE BURGESS GROUP

3228 QUIMBY STREET


PHONE: 858.405.5295


51

SpeakersGerry O’Brion is a nationally recognized speaker, author and executive. After years

as an executive with billion-dollar brands, he now uses big company strategies to

grow businesses of all sizes, regardless of their budget. His keynote address “What Big

Brands Know” has helped thousands of business owners, CEOs, entrepreneurs and

sales consultants. After earning his MBA at the University of Michigan, O’Brion began

his marketing career at Procter & Gamble, working with brands such as Crisco, Tide,

Mr. Clean, and Spic & Span. Next, he managed Coors Light, became vice president of

marketing for Quiznos, and then vice president of marketing for Red Robin.




PHONE: 973.313.9800


Jay Papasan is a bestselling author and co-owns, alongside his wife, Papasan

Properties Group with Keller Williams Realty in Austin, Texas. Papasan also serves

as vice president of publishing and executive editor for Keller Williams Realty

International and is a partner in Keller Capital, a private equity firm. Papasan serves

as co-author and executive editor on bestselling titles including “The One Thing: The

Surprisingly Simple Truth Behind Extraordinary Results” and “The Millionaire Real Estate

Agent.” He is also the New York Times bestselling co-author of “Soci@l: How to Attract

Friends, Followers and Connections to Your Business.” Before joining Keller Williams,

Papasan served as an editor at HarperCollins Publishers.

PAPASAN CONSULTING

1221 SOUTH MOPAC EXPRESSWAY, SUITE 400

AUSTIN, TX 78746 USA

PHONE: 512 .439.8805


Susan Catherine Paterson, FChFP, is a 13-year MDRT member with four Court of

the Table and four Top of the Table qualifications. She runs a financial practice and

general insurance brokerage firm in Brisbane, Queensland, Australia, which looks

after both the business and personal needs of almost 3,500 clients. With a practice

that specializes in business insurance, her staff services both life and general

insurance clients over three office locations. Coming from a banking background,

Paterson has been in the financial services industry for 25 years.

BUSINESS INSURANCE GROUP

POB 7040

LOGANHOLME, QLD 4 129 AUSTRALIA

PHONE: 61.7.33807901


52

Don A. Quante is a 17-year MDRT member with one Court of the Table and 14 Top of

the Table qualifications and the author of two books: “Don’t Go Broke in a Nursing

Home,” an Amazon bestseller, and “Tax-Free Money for Long-Term Care.” He is

president of Wealth Protection Advisors and owner of America’s First Financial, a

national marketing organization. For more than 33 years, Quante has worked in the

financial planning industry. He is a nationally acclaimed speaker and trainer on the

topic of long-term care, having trained more than 1,800 advisors. His writing and

speaking services have offered hope to thousands of families faced with making

decisions about long-term care planning and caregiving.

WEALTH PROTECTION ADVISOR

2046 QUEENS BROOKE BLVD, SUITE 200

ST. PETERS, MO 63376 USA

PHONE: 636.940.0068


Kevin Ryan serves as president and CEO of Covenant House International, the largest

privately funded nonprofit agency in North and Central America helping homeless

and trafficked youth. With more than 25 years’ experience as an advocate for kids,

Ryan forged his commitment as a counsel to teens in crisis at Covenant House in New

York City’s Times Square, the South Bronx, Newark and Atlantic City from 1992 to 2002.

He co-wrote the national best-seller “Almost Home” with Pulitzer-winning former New

York Times reporter Tina Kelley.

COVENANT HOUSE

461 E IGHTH AVENUE

NEW YORK, NY 10001 USA

PHONE: 303.946.0439


Lawrence J. Rybka, J.D., CFP, leans on almost 30 years of experience with

independent advisors to provide solutions across different business types (state

regulated insurance, FINRA regulated broker-dealer products and SEC registered

RIA). He has served as an AALU board member, including two years as regulatory

reform chair. He is a former board member of the CFP board of standards and

the MDRT Foundation. His firm has taken a lead role in trying to both lobby against

burdensome elements of the DOL rule and prepare advisors for its far reach. He has

been a Main Platform speaker multiple times for MDRT, Top of the Table, Form 400

and AALU on a variety of topics.

VALMARK SECURITIES INC.

130 SPRINGSIDE DRIVE

AKRON, OH 44333 USA

PHONE: 330.576.1234


53

SpeakersBranden Schiralli, CLTC, is a 10-year MDRT member with four Court of the Table

and three Top of the Table honors. He served as a moderator at the 2015 Top of the

Table Annual Meeting and is on the 2017 Top of the Table Program Development

Committee. Schiralli is the managing partner of South Florida Financial Services,

specializing in retirement planning, investment management and insurance

strategies. He was named one of NAIFA’s “Top Financial Advisors Under 40” in

2015 and one of NAIFA–Florida’s “Top 4 Advisors Under 40” in 2016.

MASSACHUSETTS MUTUAL LIFE INS CO

701 US HWY ONE, SUITE 401

NORTH PALM BEACH, FL 33408 USA

PHONE: 561.844.4000


Howard E. Sharfman, is a 21-year MDRT member with one Court of the Table and

17 Top of the Table honors. He is senior managing director of NFP Insurance Solutions,

formerly known as Schwartz Benefit Services, and has been recognized as an

innovative leader in the insurance business for more than two decades. Sharfman’s

personal practice is highly focused on servicing families with multi-generational

wealth, family offices, private equity managers and ultra-high-net-worth advisors.

His firm has additional expertise in executive benefits, corporate benefits, general

insurance and risk management. Sharfman’s ideas have been shared with peers

and advisors around the country through many speeches and publications.

NFP INSURANCE SOLUTIONS

500 W. MADISON STREET, SUITE 2700

CHICAGO, IL 60661 USA

PHONE: 312 .630.0800


Marc A. Silverman, CFP, ChFC, is a 32-year MDRT member with five Court of the

Table and 22 Top of the Table honors. He began his financial planning career in 1983

and formed Silverman Financial in 1989. Since the beginning of his career, Silverman

has been a leader and has thoroughly enjoyed his profession. He chose this career

because he enjoys meeting people and helping them achieve their financial goals.

A key to his success is the exceptional service he and his staff provide to clients. He is

energetic and enthusiastic and will go to great lengths to get the answers to a client’s

questions. He has a diversified client base including public corporations, closely held

businesses, individuals, trusts and estates. His motto is “Promise a lot and deliver more.”

SILVERMAN FINANCIAL

9100 S. DADELAND BLVD, SUITE 1603

MIAMI, FL 33156 USA

PHONE: 305.670.7088

EMAIL: MARC@SFINANCIAL .COM

54

Brett A. Simpson, CLU, CFP, is a 23-year MDRT member with eight Court of the Table

and seven Top of the Table qualifications. As chairman and financial advisor for

Rogers Group Financial, Simpson has developed a disciplined, holistic approach

to financial advice that is built around a philosophy of planning, using consistent

principles while avoiding prognostication. Simpson has extensive experience in the

process of client discovery, creative and logical plan design, and implementation

leadership. He regularly attends educational events and meetings convened by

MDRT and the Financial Planning Association.

ROGERS GROUP F INANCIAL

1701 W. BROADWAY

VANCOUVER, BC V6J 1Y3 CANADA

PHONE: 604.732 .6551


Jason L. Smith is an 11-year MDRT member with 10 Top of the Table qualifications.

He is also a successful speaker, author, coach and entrepreneur. He founded his

holistic financial services practice, The JL Smith Group, in 1995 and is also the founder

of two national financial planning organizations, Clarity 2 Prosperity Mastermind

Group and Prosperity Capital Advisors. Smith has employed his experiences as a

highly accomplished advisor to teach others how to achieve the same success. He

is committed to teaching advisors how to build a self-managing, profitable business,

get paid to create a holistic financial plan and, ultimately, make holistic financial

planning available to all American families. He is regularly sourced in industry and

national media, including being featured in the Wall Street Journal.

CLARITY 2 PROSPERITY MASTERMIND GROUP

25651 DETROIT ROAD, SUITE 210

WESTLAKE, OH 44145 USA

PHONE: 440. 934.9181

EMAIL:[email protected]

Philip F. Spalding Jr., is the founder and CEO of the Qualified Leverage Strategy

(QLS), a patent-pending, innovative approach to accessing money from qualified

retirement plans. He also founded Spalding Financial Group, a boutique financial

advisory firm that specializes in insurance-based planning solutions for wealth

transfer, retirement, business succession and philanthropy. He is nationally recognized

as a top planner in his field and is a frequent speaker at industry conferences. His

creativity has resulted in the award of U.S. patents, leading to the development of

a new trading platform in the financial services industry.

THE QLS LLC

631 BRIDGEWAY

SAUSALITO, CA 94965 USA

PHONE: 888.543.3776


55

SpeakersWarren Stickney is a 23-year MDRT member with four Court of the Table and 15 Top

of the Table honors. In 1996, he founded Stickney Research on a passion for solving

complex financial problems and a desire to help people fulfill their dreams. Prior to

that, Stickney was a top 50 producer for Mutual of New York, where he headed the

estate planning division for six years. From classes at the Aspen Institute to forums

on current and pending tax laws through The Economist Intelligence and The White

House Business Leaders, Stickney spends more than 60 days a year on continuing

education to broaden his knowledge and offer clients a holistic approach to

problem solving.

M GROUP

2050 112TH AVENUE, NE, SUITE 210

BELLEVUE, WA 98004 USA

PHONE: 425.462 .6335


Hiroharu Tauchi is a 12-year MDRT member with three Top of the Table honors. He

joined the life insurance industry in December 2002 after working for a specialized

trading company for nearly 11 years. A frequent speaker at industry events, Tauchi

has twice presented in the ConneXion Zone and has also delivered training to tax

accountants and social security offices. He earned the highest honor in his company,

Prudential of Japan, by production in 2015.

PRUDENTIAL

PRUDENTIAL TOWER 22F

2-13-10 NAGATACHO CHIYODA-KU

TOKYO 100 0 014 JAPAN

PHONE: 81 3 55015134

EMAIL: HIROHARU.TAUCHI@PRUDENTIAL .CO.JP

William H. Wakeman III, CFP, is a seven year MDRT member with seven Top of the

Table qualifications. Currently with AXA Advisors, he has worked in the financial

industry for nearly 30 years. As president of Diversified Financial Partners and an

active member of the Lakeland community, Wakeman is dedicated to helping

individuals and businesses build their financial futures. His education, experience

and professional affiliations have fostered his practical approach to offering financial

products and planning services to his clients. Rather than just recommending a

combination of unrelated products, he first considers specific financial goals and

investment objectives. Working together with his clients, he helps formulate a strategy

to help them address their goals.

DIVERSIF IED F INANCIAL PARTNERS INC.

PO BOX 90517

LAKELAND, FL 33804 USA

PHONE: 863.688.4441


56

Doug Winkler is vice president of independent distribution and sales for the individual

life insurance business at Prudential, leading the organization in driving sales with its

BGA partners, PPGAs and producer groups. Prior to joining Prudential, Winkler was a

divisional vice president for The Hartford. In 2013, his sales team finished No. 1, and he

was named divisional vice president of the year. Prior to that, he led The Hartford’s

individual life sales training department. He started his career as an agent with State

Mutual after graduating from Fordham University with Bachelor of Science in finance.

THE PRUDENTIAL INSURANCE COMPANY OF AMERICA

280 TRUMBULL STREET

HARTFORD, CT 06109 USA

PHONE: 973.802 .3191

57

Terranea ResortRancho Palos Verdes,

California, USA

Visit mdrt.org for more details beginning

January 2017.

Top of the Table Annual Meeting

October 18–21, 2017

See you next year

MDRT Experience and Global Conference

February 8–10, 2018 Bangkok, Thailand

MDRT Annual Meeting

June 4–7, 2017 Orlando, Florida, USA

Future Meeting Dates

Million Dollar Round Table

325 West Touhy Avenue

Park Ridge, IL 60068 USA

Phone: +1 847.692.6378

Fax: +1 847.518.8921

Website: www.mdrt.org

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September 21–24, 2016 Fairmont Le Château Frontenac Top of the Table Program Book.pdfFrontenac,...

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Transcript of September 21–24, 2016 Fairmont Le Château Frontenac Top of the Table Program Book.pdfFrontenac,...