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0:19:05

An unexpected journey

Adelia Chung, CLU, ChFC, and Spencer Dung 0.0

Adelia Chung has been in the financial services business for more than 30 years. She was the first female MDRT President, serving in 2005, and currently is a Top of the Table member. Her son, Spencer Dung, is following in her footsteps, albeit along his own path. He attended the University of California, San Diego, where he received his bachelor’s in economics, and is currently an assistant vice president of Foresters Financial. This dynamic mother-son team has an amazing amount of applicable information to share. They will show you that while times have changed, the fundamentals of the business have remained the same, and there really are basic transferrable principles for success.

3 steps to overcome your plateau and boost your productivity

Jim Ruta 0.0

Learn three ways to not only eliminate the cause of your professional plateau but also make it much less likely you will plateau in the future.

Make millions working just 50 days a year

Donald P. Speakman, MSFS, CFP 0.0

During the past 38 years, Speakman has built his practice using variable annuities so that he only works a small percentage of the year — and still earns $3 million. He explains how he accomplished this by building recurring revenue, delegating and building staff, retaining clients he loves working with, seminar selling and more. He also talks about how MDRT and Top of the Table have helped in his success.

Making sure your business continues

Elizabeth Fuhrman 0.0

An honest look at the ups and downs of succession planning

In the business of change

Liz DeCarlo 0.0

From narrowing his client base to prospecting with a global approach, Michael Wan revamps his entire strategy.

Measured success

Kathryn Furtaw Keuneke, CAE 0.0

<p style="font-size: 1.05rem; letter-spacing: -0.02em; color: #000000; font-weight: 600;">For MDRT nominee Randy Scritchfield, self-reflection leads the way to a better bottom line.</p>

Buying books of business

Matt Pais 0.0

Poirier develops a web- and phone-based practice to accommodate his more than 3,000 clients.

Business Continuity Decision Tree

MDRT 0.0

A choose-your-own-adventure-style guide to the next step for you and your practice.

0:06:51

How to boost your happiness by restarting your business

Karl Hartey and Harpreet Atwal 3.7

Do you continue to run a business that’s making you unhappy or do you close or sell your office and re-invent your business? Two members put their happiness first, restarted their financial services practice and found they created a better business because of it.

All in the family

Antoinette Tuscano 0.0

Yeo’s passion inspires others to a career in financial services.

0:09:13

7 key things you should know when buying a financial services practice

David Grau Jr., MBA 5.0

Would you like to increase your income by buying a financial services practice? How do you know the value of the financial services practice, though? Sellers of financial service practices are often emotionally attached to the business they built and their clients, which could make buying a practice more than just about numbers. An expert in buying and selling financial services practices talks about what you need to know to successfully buy a business.

0:02:38

Planning for succession before you’re out of options

Brian D. Heckert, CLU, ChFC; Don F. White Jr., CLU, ChFC 0.0

What happens when you don’t plan for transitioning out of the business? You may find yourself out of options. Multiple Top of the Table qualifier Don White talks about what you can do instead.

0:22:52

Business discipline leads to limitless opportunities

Caroline A. Banks, FPFS 0.0

MDRT Immediate Past President Caroline A. Banks tells attendees why it’s key to set production goals and implement a variety of innovative strategies to find success in the financial services business. Banks discusses why being disciplined, prepared and flexible is the best way to thrive in a changing environment. She also touches on the many paths open to advisors who want to follow the MDRT way to success. Banks is managing director of Caroline Banks and Associates, one of the first firms in the U.K. to be recognized with the prestigious Chartered Financial Planning designation.

0:06:12

Process, process, process

Benjamin Harding, CLU, CFP; Kimberly A. Harding, CLU 0.0

Can polar opposites be successful partners? Benjamin Harding and Kimberly A. Harding of Woburn, Massachusetts describe how they have figured out the keys to a mutually beneficial partnership. Presented at the 2017 Annual Meeting.

1:26:10

Grey hairs to young bucks: How to find a successor or be one

Daniel R. Meylan; Tom Guzzardo 0.0

Succession planning is a problem whether you are a “Grey Hair” or a “Young Buck.” Grey Hairs ask, “What will happen to my clients and my practice?” Young Bucks need to understand practice valuation, and how to resolve generational issues and write a workable succession agreement. There are practical ways to find the right Young Buck successor and ensure a successful practice transition to the next generation. This presentation changes the game with the new processes and specific steps to transferring relational equity. Advisors will discover how to identify the pitfalls that sabotage succession and how to profitably perpetuate client relationships.

Succession planning: No longer an option (panel)

Charles E. McDaniels, CLU, ChFC; David Rutger Minich, CFP, CLU; Wayne D. Minich, CLU, ChFC; Hamilton P.B. Poynor, CLU, AEP; Moderator: Randy L. Scritchfield, CFP, LUTCF 0.0

Succession planning is a demographic necessity in our practices. This panel features four MDRT members who will share their real-life experiences with the ever-present and daunting reality of the process — including a plan that is working, one that didn’t and the value of considering the Whole Person aspects of succession planning. Join in on this interactive panel session to benefit from several perspectives to answer your concerns about this inevitable aspect of practice management.