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9 Resources

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The fear of splitting commissions: One minute inside a high-performing office

Micheline Varas, RHU 5.0

When is 100 percent less profitable than 50 percent? Find out from a Top of the Table qualifier.

Grow 10x in 10 years

John Michael Augustine, CLU, ChFC 0.0

If you haven’t built your business to reflect your personal brand, you’re missing out on potentially exponential growth. Learn how to build a business by becoming clear on your passions and purpose in order to connect with those with shared values. Who do you really ENJOY working with? How do you bring more value to others in a way that is satisfying to you and builds a business? Augustine’s steps create a deeper client bond and advocates who want business associates, family and friends to share their experience.

Finding innovative strategic partners

Tony Vidler 0.0

Look beyond the typical when developing alliances.

Why you should partner with tax specialists

Liz DeCarlo 0.0

Look for partners who specialize in taxes when developing a financial plan for clients.


Best practices of high performers

Norman Trainor 5.0

Most successful entrepreneurs have well-thought-out and clearly articulated strategies for building their business. A good business strategy helps advisors improve sales, become more valuable to their clients, boost productivity and achieve the success they desire. Trainor, founder, president and CEO of The Covenant Group, addresses how to develop and implement a business strategy that fits you and leads to peak performance.

Developing strategic relationships

Guy E. Baker, MSFS, CLU; David M. Ethell, LUTCF 0.0

Having a professional connection can make a difference in the success of your business.

How to go from dream prospect to dream client

Brian D. Heckert, CLU, ChFC; Don F. White Jr., CLU, ChFC 5.0

Tips for converting a high-net-worth prospect to a client from multiple Top of the Table qualifier Don White.


$700 million… and counting

Simon John Gibson, Dip PFS 0.0

Strategies for working with wealthy clients.


Reaching affluent clients by partnering with accountants and lawyers

Blake Colin Maurice Griffith 0.0

Strategic alliances with tax attorneys and tax accountants can result in referrals for your practice and improved solutions for your clients. In this session, Griffith shares some of the tax and financial planning strategies he’s learned and how they’ve benefitted his business. Lawyers and accountants also need to grow their businesses, and these alliances create the coveted financial team high-net-worth clients are seeking. Presented at the 2016 Annual Meeting.