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No matter where your client lives or what language they speak, it is crucial that they trust you. In this session, Kagawa shares techniques that he uses to cultivate cases, generate a steady flow of high-quality referrals and qualify for Top of the Table year after year. He will offer interview techniques and proven processes to establish these relationships with clients and promote comprehensive plan implementation. This comes from a series of pertinent questions which identify the client’s values and guides the needs analysis and advisory process. The result is a simple, effective system for advisors with a clientele they look forward to serving.