 |
|
Daniel A. Webster, CLTC, explains in “Finding His Way” how Mark S. Gaunya left a corporate career in health care to enjoy the more personal side of assisting clients. Webster is a two-year MDRT member from Burlington, Vermont, and a member of the Public Relations Committee. Contact him at dan.webster@raymondjames.com.
|
| |
 |
|
Lewis Schiff explains what differentiates the middle-class millionaire and how to best serve this group in “Serve the New Rich.” Schiff, of New York, New York, is senior managing principal for the Advanced Planning Group, where he leads a team of private wealth experts who serve high-net-worth clients. He is co-author of “The Middle-Class Millionaire: The Rise of the New Rich and How They Are Changing America.” Contact Schiff at sarah.wilson@advancedplanning.org.
|
| |
 |
|
Jim Ruta is a leading authority on professional financial services sales development. In “Better Than Letters,” he explains how to segment clients for a better bottom line. He is president of Expert Institute, the author of three books, and consultant to advisors and companies around the world. A popular conference speaker from Burlington, Ontario, Canada, he is most proud of his Main Platform presentation at the 2007 MDRT Annual Meeting. Contact him at jim@jimruta.com.
|
| |
 |
|
Ann Baker Ronn, LUTCF, learned the importance of helping clients prepare for the possibility of becoming too sick to work in “Unexpected Diagnosis.” A tragedy that struck one of her healthiest clients ignited a passion for selling disability insurance. Ronn is an 11-year MDRT member from Houston, Texas, with three Court of the Table honors. She is a Sales and Service Committee member and is an MDRT Foundation Diamond Knight. Contact her at ann@afpgroup.com.
|
| |
 |
|
WAYNE D. MINICH, CLU, CHFC, describes how MDRT friend Robert A. Wright built a successful business and estate planning practice in “Training for Success.” Minich is a 34-year MDRT member from Richfield, Ohio, with 12 Court of the Table and two Top of the Table qualifications. He is a member of the Public Relations Committee and a Bronze Knight of the MDRT Foundation. Contact him at wayne@appliedfin.com.
|
| |
 |
|
Bryson Milley, CFP, CIM, has found a way to get his clients to accept life insurance as a part of their overall financial plan. In “On the List,” he explains how he was able to put life insurance planning on his clients’ to-do list to ensure it is implemented. An eight-year MDRT member from Vancouver, British Columbia, Canada, Milley has earned one Court of the Table qualification. He is a member of the Young Advisors Task Force. Milley can be reached at bmilley@rogersgroup.com.
|
| |
 |
|
Laurie A. Leja, recently realized the effect clutter has on her bottom line. She explains in “Tidy Your Life” how hiring a personal organizer helped her increase her production, while taking on more in her professional and family life. Leja is a seven-year MDRT member from Mount Prospect, Illinois. She is serving as a Focus Sessions Captain for the Annual Meeting Program Development Committee. Contact her at laurie.leja@nmfn.com.
|
| |
 |
|
Robert Gignac thinks some of the best advice for improving the client/advisor relationship comes from the other side of the table. In “Inside Your Client’s Mind,” Gignac explains what irks clients about the financial services industry and offers advice to work through it with them. Gignac is owner of Taynac & Associates, in LaSalle, Ontario, Canada, and is the author of the financial bestseller “Rich Is a State of Mind.” Contact him online at www.richisastateofmind.com.
|
| |
 |
|
Robert N. Garneau, CLU, ChFC, explains the rewards of his 25 years of MDRT Foundation volunteer work in “Many Ways to Make a Difference.” Garneau is a 25-year MDRT member from Bedford, New Hampshire, with five Court of the Table qualifications. He serves as Chair of the Membership Qualifications Committee and is a Diamond Knight of the MDRT Foundation. He can be reached at rgarneau@finsvcs.com.
|
| |
 |
|
Leroy Anthony Dallas has developed a system for turning prospects into clients. In “Nurture and Convert,” he shares his nonthreatening approach to convince prospects to work with him. A seven-year MDRT member from Kingston, Jamaica, he has three Court of the Table and one Top of the Table qualifications. Contact him at leroy.dallas@ghl.com.jm.
|
| |
 |
|
Lee N. Clarke, Cert PFS, knows firsthand how ethical behavior affects how clients and other advisors view you. In “Advisor in the Mirror,” Clarke explains how MDRT ’s Code of Ethics encourages the professionalism that adds to your bottom line. A 20-year MDRT member from Cardiff, Wales, Clarke has eight Court of the Table and five Top of the Table qualifications. He is a member of the Constitution and Bylaws and Ethics Committee. Contact him at lclarke@toptrak.com.
|
| |
 |
|
|