PROCEEDINGS

Author Index to the 2010 Proceedings

Abraham, Keith, CSP . ........................................ 172

Cain, Steve .......................................................... 298

The 3 Strategies to Creating a Loyal, Passionate

Business Team

Tested in the Trenches: A Roadmap to

Successfully Selling Long-Term Care

Allison, Dan ........................................................ 102

Cook, Richard H., FCII, Dip PFS . ..................... 199

End Prospecting and Referral Challenges for the

Rest of Your Career

30 Years of MDRT Experience in One Hour

Corrigan, Daniel O. ............................................ 422

Anderson, Matt ................................................... 112

Best Sales Concepts to Motivate Action: Part 2

6 Steps to a Fearless Referral Conversation

Cullinane, Jan, MS, ABD . .................................. 382

Appel, David Eric, CLU, ChFC . ......................... 125

What You Must Know About Your

Boomer Clients

ReferralsThe Easy Way

Armstrong, Mario ............................................... 178

Technology to Enhance Your Sales and

Productivity

Davidson, George G., CLU, ChFC ..................... 275

Make 2010 Your Top Disability Year Yet

DeFinis, Jay M. ................................................... 482

Baker, Guy E., MSFS, CLU . ................................... 8

Learning from Your Relationships

The Value of MDRT

Dressel, Edward .................................................. 389

Banks, Caroline A., APFS . .................................. 266

Tax Wise Distribution Strategy for

Retirement

The Business Protection Gap: Expert Advisors

Urgently Required

Duke, Naomi L. .................................................... 26

Batchelor, David, Dip PFS, CFP ......................... 187

Whats a Girl Like Me Doing in a

Place Like This?

5 Secrets to Turn YOU into a Top of the Table

Business

Bell, Michael ....................................................... 194

Freeman, Ian, CLU, ChFC .................................. 427

Its About FATE: The Financial Advisor as a True

Entrepreneur

Back to the Basics: Your Secret to Success

Funt, Juliet ............................................................ 29

Black, Jason and Tausha ........................................ 20

White Space: The Magic Ingredient

for Your Technicolor Life

Phoenix Rising
Bolka, Max . ........................................................ 470

Success Is a State of Mind

Galie, Anthony . .................................................. 492

Brown, David William, CLU, CH.F.C. ............... 288

Visionary Thinking

How to Package the Critical Illness Sale

Getman, Terri L., J.D., CLU ............................... 315

Win the Second Sale With New
Underwriting Tools, Techniques and
Technology

566

PROCEEDINGS

Author Index to the 2010 Proceedings

(continued)

Good Jr., Julian H., CLU, ChFC ........................... 12

This Is Our Time

Kanai, Keiji ......................................................... 519

Gordon, Jon ........................................................ 506

Technical Skills and Inspiration Lead to a

Successful Insurance Career

Build a Winning Team With the Power of

Relationships

Kaplan, Peter, CFP . ............................................ 207

Grypp, Larry, CLU, ChFC .................................. 512

Productivity Powered by People, Process and

Technology

Trading the Golden Years for a Platinum

Engagement

Kievit, Robert C., CLU, LUTCF . ....................... 327

Why Your Clients Need Value Replacement
Strategies Now

H
Harriman, Philip E., CLU, ChFC ......................... 35

Kim, Eun-young, Ph.D. ...................................... 521

Living Proof

New 7 Ups: Branding You as a Myung-Poom

(Premium Brand) Coach for Generation X
and Boomers

Hegna, Tom, CLU, ChFC . ................................... 39

Paychecks and Playchecks
Hobbs, Dean Gareth ........................................... 187

5 Secrets to Turn YOU into a Top of the Table

Business

Largay Bast, Rebecca ........................................... 275

Make 2010 Your Top Disability Year Yet

Hoesly, Michelle L., CLU, ChFC .......................... 16

Lundquist, Berry E., CLU ................................... 275

Walking With the Trees

Make 2010 Your Top Disability Year Yet

Huggard, John P., J.D., CFP ............................... 398

Understanding the Value of Variable
Annuities/Segregated Funds With Living
Benefit Riders

M
Marston, Cam ....................................................... 56
Generational Insights

Mattson, Glenn . ................................................. 214

Ireland, Patrick J. .................................................. 47

Producer vs. Business Owner: How Our

Mindset Creates the Practice We Live in and
How to Change It

A Window in Time

Max, Ann ............................................................ 225

Johnson, Mark ...................................................... 52

Be Productive and ThriveOne Day at

a Time

Playing for Change

Johnson, Kerry, MBA, Ph.D. .............................. 434

McNeil, Michael J., CLU, ChFC . ....................... 298

Peak Performance: How to Increase Your

Business by 80% in 8 weeks

Tested in the Trenches: A Roadmap to

Successfully Selling Long-Term Care
Mendler, Joel A., J.D., LL.M. .............................. 337
Helping Your Clients Keep the Gold
in Their Golden Years

567

PROCEEDINGS

Author Index to the 2010 Proceedings

Mersereau, Larry, CTC ....................................... 133

(continued)

Reilly, Simon . ..................................................... 253

Stand Out: Differentiate or Disappear

How to Break Through the Plateauing

Out Syndrome

Morris, Tom, Ph.D. .............................................. 62

Richards, Phillip C., CFP, CLU . ........................... 78

True Success

Scotts Perfect 2020 Vision

Morrison, Ian ........................................................ 70

Richardson, Tim D., CSP ................................... 538

The Second Curve Meets the Flat World

Living Rich: Giving, Working, and Leading

for a Better Tomorrow

Moyle, Peter, ADFS, FChFP ............................... 232

Sensational, Innovative Strategies to Grow
Your Business

Rocafort, Franklin A., LUTCF............................. 546

Secrets of a Top of the Table Practice

Munford, Sally W., MSFS, CLU . .......................... 76

Million Meal Challenge

Murphy, Richard C., CLU, LUTCF .................... 404

Schiff, Lewis . ...................................................... 155

Living on a Nine-Figure Income:

Maximizing Social Security

The Challenge Is the Opportunity

Scott, Jeffrey, CFP ............................................... 368

Protecting for Different Stages of Life

Nichols, John F., CLU ......................................... 349

Seidman, Dan ..................................................... 445

The Miracles of Income Protection

The Secret Language of Influence

Shafer, Ross ........................................................... 83

Are You Relevant?

Olewnik, Richard L., J.D., CLU . ........................ 357

Shapiro, Marla, M.D. . .......................................... 89

Avoid the Pending Tax Disaster Facing

Employer-Owned Life Insurance

Life in the Balance

Solie, David L., MS, PA ...................................... 315

Win the Second Sale With New

Underwriting Tools, Techniques and
Technology

Peckover, Bruce D., CLU, CH.F.C. ..................... 241

The MDRT How-To Session: A Practice
Management Guide

Staebell, Ronald T., CLU, MSFS . ....................... 298

Philgreen, Ronald D., CLU, ChFC ..................... 143

Tested in the Trenches: A Roadmap to

Successfully Selling Long-Term Care

Charitable Planning: Whats in Your Wallet?

Susman, Karen .................................................... 164

No More One-Night Stands: How to Build

Long-Term Relationships and Your Business

Qi Bin ................................................................. 532

The Power of Faith

Weihs, Jerome ..................................................... 375

Read, Mary, CPC, QPA ...................................... 413

Split Dollar Is Alive and Well

Cash Balance: A Defined Benefit Plan in

401(k) Clothing

568

PROCEEDINGS

Author Index to the 2010 Proceedings

White Jr., Donald F., CLU, ChFC ....................... 458

Conducting Profitable Interviews
Wong So Ping, Pecky, FChFP, RFC ..................... 527
12 Elements That Will Transform You Into
a Brilliant Planner

Y
Yerkovich, Kay, M.S., M.F.T. ............................... 554
Your Love Life: Sizzle or Fizzle?
Yerkovich, Milan, M.A. ....................................... 554
Your Love Life: Sizzle or Fizzle?

569